Deciding what to charge.
WHAT TO BASE IT ON
The value to the client, and what the market pays.
WHAT NOT TO BASE IT ON
What feels comfortable to ask.
WHY
It is consistently too low.
WHAT TO CALCULATE FIRST
Your required annual income Realistic billable days Your costs
WHAT THAT GIVES
A floor, not a price.
WHAT TO RESEARCH
What others with your experience charge, in the markets you serve.
WHY MARKETS MATTER
Rates differ enormously between local and international clients.
WHAT TO DECIDE
Whether you serve local clients, international clients, or both.
WHAT SERVING INTERNATIONAL CLIENTS REQUIRES
Communication in their working hours, at least partly Reliability A professional presentation
WHAT IT PROVIDES
Substantially higher rates.
WHAT TO AVOID
Competing on price Quoting a rate before understanding the work
WHAT TO DO INSTEAD
Understand the scope, then quote.
WHAT TO CONSIDER
Pricing by project rather than by hour.
WHY
It rewards efficiency rather than penalising it.
WHAT PROJECT PRICING REQUIRES
Clear scope, and a process for changes.
WHAT TO DO ABOUT RATE INCREASES
Raise for new clients first.
WHAT TO TELL EXISTING CLIENTS
With notice, and a reason.
