Ask HN: How does a graphic designer get branding work from startups?

(I asked a similar question on Quora.) I'm a (99% print-based) designer in Phoenix. I want to build an agency leaning towards branding/identity work and I want a large part of my focus to be on startups. Question: how do I reach these people and help FORM and CREATE the brand? And be fairly paid for it? I have a business model based on a relatively cheap initial fee and a 2-year royalty period based on revenues. I want to be a "go-to" provider for bootstrappers and those coming in with funding. ALSO: I am still learning the startup "culture" and don't quite have it all down yet. I still think "old school" but rapidly putting fresh/current ideas/methodology in my head.