The bad news is, that the answer is no. To have a chance to be paid more than the market average, one needs to be selling value based on expertise, at least in my experience.
The good news is, that almost any industry based on expertise can use this, from doctors to lawyers, from programmers to designers, from consultants to accountants. So, not all industries, but many.
Importantly, this does not apply to everyone in those industries either, or all projects.
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I wouldn’t say there are rules, but there certainly are guidelines on who can and cannot use value pricing:
– The problem needs to be important and fairly urgent to them
– There need to be reasons for the client to trust you know what you are doing (usually referrals, or an active online presence)
– They should be looking for someone to do a project, not an ongoing process. It’s possible to value price processes, but it’s not for beginners.
– The client needs to want to pay for problem-solving their way through the process of a significant transformation, not to do tasks from a checklist they provided.
I need to emphasize this – no successful value pricing conversation happens in an email. It’s not a one-shot take-it-or-leave-it situation. To be paid on value, you need to get a hold of a decision maker and have them devote half an hour to finding the best pricing fit.
If you feel you can pull off all that – it’s time to try.