Niche vs Generalist: Which Makes More Money?
By Karl Kniseley·4 min read·Updated June 2026
Generalists compete with everyone and get hired on price. Specialists compete with few and get hired on fit, which lets them charge more. Narrowing your focus feels risky, but being the obvious choice for a specific client is worth more than being an option for everyone.
When broad still makes sense
Early on, staying broad helps you find what you are good at and what pays. But once you spot the work you do best and enjoy most, leaning into it almost always raises your rate and shortens your sales conversations. Most people niche down too late, not too early.
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