The Commodity Canyon

The chart shows a line that starts high and flat on the left, then drops off a cliff to the right. Left to right is your positioning, from premium and specialized to interchangeable; up and down is how much profit you keep and how freely you can set prices. The high, flat ground is where your worth is hard to pin to a number and prices hold; the low ground is where the work is easy to compare and everyone competes on price. Nobody chooses the bottom of the canyon; they slide into it chasing the work that's easiest to measure.