Building Superior Cybersecurity Tools: Prioritizing Threat Detection Rarity Over Common Vulnerabilities
September 18, 2025How I Turned My Passion for Coin Collecting into a $50K Online Course on Teachable and Udemy
September 18, 2025
Want to charge premium rates? Solve premium problems
Here’s a truth most consultants miss: You don’t get paid for your time. You get paid for the problems you solve.
Think about coin collectors for a moment. The real value isn’t in shiny new coins – it’s in the rare, hard-to-find pieces. Tech consulting works exactly the same way.
Question for you: Would you rather have 10 clients paying $100/hr, or one client paying $1000/hr for your unique expertise?
The power of being rare
In my years consulting, I’ve seen two types of tech professionals:
- Common coins: Generalists competing on price (think WordPress or React developers)
- Rare coins: Specialists solving niche, high-stakes problems (like COBOL modernization experts)
Guess which group earns more while working less?
“When I focused on PCI compliance for blockchain companies, my rates tripled overnight. Why? Because at the time, you could count specialists in that niche on one hand.”
What clients really pay for today
The market has changed. Companies don’t need another generalist. They need specialists who can:
- Fix their most expensive problems
- Solve regulatory nightmares
- Handle technologies no one else understands
These are your opportunities to stand out.
Building your premium consulting offer
1. Find the pain points worth your time
Look for problems where:
- Few people have your expertise
- The cost of failure is massive
- You can clearly show the ROI
# Real example from my practice:
Service: Emergency Mainframe Migration
Problem: Bank facing $500k/day fines
Solution: 60-day modernization plan
Result: $12M saved in regulatory penalties
Fee: $250k (2% of value delivered)
2. Prove you’re the real deal
Clients pay premiums for proven experts. Build your credibility with:
- Case studies showing real dollar impacts
- Technical guides in your niche area
- Contributions to industry discussions
(Pro tip: One detailed case study can land you 5 high-paying clients)
Pricing like a premium consultant
Here’s how I shifted from hourly to premium pricing:
- Value pricing: Charge based on impact, not hours
- Tiered options: Offer different levels of engagement
- Premium positioning: Make it clear you’re not competing on price
“When I started charging $25k for 2-week tech audits, better clients started calling. They assumed if I charged more, I must know more.”
The bottom line
To become a premium consultant:
- Specialize in problems few can solve
- Document your impact
- Communicate value in client terms
The market pays for scarcity. Build your practice accordingly, and you’ll never compete on price again.
Related Resources
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