How do you negotiate a fair salary when moving from freelance to FTE? The offers I’m getting feel like a major step backward. I’m used to setting my own pay, and the gap between my rates and their budget is huge. How can I ask for more without sounding like I'm out of touch?

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The honest truth is that your rates have no bearing on the conversation. Keep them out of it. Leave it at "I need to make x$ amount for this to be worth making the change," just less bluntly stated.

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Consider too that not many benefits come with freelancing. You can make less salary FTE and still come out ahead. You can make a case to be at the higher end of the range, but expecting above that is not going to go far.

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A few things to consider:

1. Beings FTE employee offers more stability and don’t have to worry about finding work.
2. Need to factor in cost of taxes and benefits that normally are not provided to freelance work.
3. Usually freelance is temporary and companies are willing to pay a little more to have someone temporary until they either fill the role or don’t see it as long term. Usually people consider the benefit of point 1 to be worth not grinding it out looking for work after short term assignments.

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You should have asked to the salary range and the decide if the role matched your expectations

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