Most freelancers set their rate by looking at what competitors charge and picking something nearby. The problem is that your competitor's rate was probably set the same way — which means the whole market can be anchored to a number nobody actually calculated.
Your rate should come from your costs, not someone else's.
The Four Things Freelancers Forget to Include
When most people think about their hourly rate, they think about what they want to take home. That's the starting point, not the ending point. Four other numbers belong in the calculation:
1. Non-billable hours
You don't bill for every hour you work. Client emails, invoicing, proposals, professional development, fixing your own website — none of that gets charged to anyone. Most freelancers can only bill 60–70% of their working hours. If you work 40 hours a week and bill 28 of them, your rate needs to cover all 40.
2. Self-employment tax
As a freelancer, you pay both sides of Social Security and Medicare — roughly 15.3% on top of your income tax. An employee at a company earning $80,000 splits this with their employer. You don't. This is often $8,000–15,000/year that freelancers forget to build into their rate until tax season.
3. Business overhead
Software subscriptions, equipment, insurance, co-working space, accountant fees — these are real costs that an employer would cover for a salaried employee. If you're spending $300/month on tools and subscriptions, that's $3,600/year that your rate needs to absorb.
4. A profit buffer
Freelance income is irregular. A 15–20% buffer above your break-even rate covers slow months, allows for business investment, and means a lost client doesn't immediately threaten your rent payment. Without it, you're always one bad month from financial stress.
Once you've built the buffer into your rate, put it to work. The Savings Goal Tracker is useful for setting aside specific amounts toward a tax reserve, equipment fund, or slow-season runway — separate from your operating account.
The Formula
Once you have all four components, the math is straightforward:
(Annual Expenses + Desired Income + Tax Reserve + Profit Buffer) ÷ Total Billable Hours = Your Hourly Rate
"Annual expenses" here means personal living costs — rent, food, health insurance, transport — plus business overhead. "Total billable hours" is weeks worked (accounting for vacation) multiplied by your realistic billable hours per week.
The result is typically higher than what most freelancers charge. That's the point.
Run Your Own Numbers
The Freelance Rate Calculator on this site does this calculation in three steps. You enter your monthly expenses, your income goal and billable hours, and it outputs your rate alongside an industry benchmark comparison. It runs entirely in your browser — your financial details are never sent to a server.
The benchmark is worth paying attention to. If your calculated rate is below the industry average for your niche, you're either underpricing, working too many unbillable hours, or both. If you're above average, that's not a problem — it's a signal that you have pricing room and should position accordingly.
Use the Expense Tracker to verify your monthly expense inputs if you're not sure what you're actually spending. Guessing at your costs is one of the most common ways people end up with a rate that doesn't actually work.
How to Raise Your Rate With Existing Clients
Knowing your correct rate is one problem. Transitioning existing clients to it is another.
A few approaches that work:
- Grandfather, then shift. Tell existing clients you're raising rates in 60–90 days, but you're locking in their current rate for any projects started before then. This rewards their loyalty and gives you time to absorb the change.
- Raise on new projects. Start charging your new rate on every new engagement. Existing retainers roll over at the old rate temporarily while you test the new number.
- Tie the increase to something concrete. A rate increase landing alongside a portfolio update, a new credential, or a clear scope expansion is easier for clients to accept than one that arrives without context.
Most clients expect rates to increase annually. The ones who leave over a reasonable increase weren't long-term clients anyway.
Package Pricing as an Alternative to Hourly
Once you know your hourly rate, you have the inputs to price projects instead of time.
Package pricing — also called fixed-price or project-based billing — quotes a flat fee for a defined deliverable. "A five-page website redesign for $3,500" instead of "$85/hour." It is better for clients (predictable costs) and often better for you (rewards efficiency).
The math: estimate how many hours the project typically takes, multiply by your hourly rate, add 20–30% for scope uncertainty, and round to a clean number. If a logo design project takes you 12 hours at $90/hr, the floor is $1,080. With a buffer for revisions and administration, $1,400–1,600 is a defensible project price.
The risk: if you underestimate the scope, package pricing costs you. Protect against this with a well-defined scope statement — what is included, how many revision rounds, what happens if the scope expands. The Markdown Notes editor is a fast way to draft a scope statement before sending a proposal.
Package pricing works best for repeatable work where you have done similar projects before and know roughly how long they take. It is risky for new types of projects, large engagements with many unknowns, or clients who are difficult to get approvals from.
Negotiating Without Discounting
When a client says your rate is too high, the instinct is to offer a discount. The problem with discounting your rate is that it anchors every future project with that client at the lower number.
More effective approaches:
Reduce scope instead of rate. "At $90/hr I can deliver everything on your list in eight weeks. At that budget, I can deliver items 1–4 in five weeks. Which matters most?" The rate stays the same; the deliverables adjust.
Restructure payment, not price. Spread the project fee over milestones if cashflow is the real objection. Clients who say "it's too expensive" often mean "I can't pay it all at once." A three-milestone payment structure at the same total price solves that without touching your rate.
Walk away on price, not on the relationship. "My rate for this type of project is $X. If that doesn't work for your budget, I'm happy to refer you to someone who works at a lower rate." This keeps the conversation professional and sometimes produces a "let's make it work" response.
The alternative to negotiating well is discounting habitually — which is how freelancers end up three years in, busier than ever, earning less than they calculated they needed.
Contract and Invoicing
Once you know your rate and start applying it, the operational side needs to work cleanly. Bonsai is one of the most complete platforms for freelancers: contracts, invoices, time tracking, and client portals in one place. It's built specifically for independent professionals who don't want to manage five separate tools.
The contract piece matters more than most freelancers realize. A signed contract with a clear hourly rate, scope, and payment terms is the difference between a polite conversation and a difficult collection situation.
Frequently Asked Questions
What is the average freelance hourly rate?
It varies widely by niche, experience, and geography. In the US, freelance designers average $50–100/hr, developers $75–150/hr, writers $40–80/hr, consultants $100–200/hr. These numbers are only useful as a sanity check — your correct rate comes from your actual costs and income target, not from averaging what others charge.
How do I account for self-employment tax in my rate?
Add roughly 15% to your desired net income to cover self-employment tax (Social Security and Medicare). If you want to take home $80,000, your gross income target is about $92,000 before accounting for business expenses. The Freelance Rate Calculator includes this in the calculation automatically.
What counts as a billable hour?
Only time spent directly on client work. Emails, proposals, invoicing, professional development, internal admin — none of it is billable. Most freelancers can charge for 60–70% of their working hours. If you are working 40 hours and only billing 25, your hourly rate needs to cover all 40 hours of your time.
How do I raise my rate without losing clients?
Give existing clients 60–90 days notice and lock in their current rate for any work started before the change. Start charging the new rate immediately on new engagements. Tie the increase to something concrete — a new credential, expanded scope, or an annual review. Most long-term clients expect rates to increase annually.
Should I charge hourly or by project?
Project pricing is better for both parties when you can accurately scope the work. It rewards your efficiency — if you get faster at a task, you earn more per hour. Hourly pricing is better for open-ended engagements where scope is uncertain. Many experienced freelancers start hourly and move to project pricing once they know how long their work typically takes.
Quick Checklist
- [ ] Calculated total monthly expenses (personal + business overhead)
- [ ] Factored in self-employment tax (at least 15% of desired income)
- [ ] Added a 15–20% profit buffer
- [ ] Divided by realistic billable hours (not total working hours)
- [ ] Compared the result against industry benchmarks
- [ ] Set a date to communicate the new rate to current and prospective clients
The rate you charge reflects what you believe your work is worth. Get the math right, and the confidence tends to follow.