Underpricing is one of the most common mistakes independents make. A price that is too low exhausts you, attracts less loyal clients and stops you investing in your business. Pricing combines three views: your real costs, the value you deliver and market rates.
Calculate your floor price
- Add up your target net income, social contributions, taxes and business expenses for the year.
- Estimate honestly how many days are really billable: prospecting, admin, holidays and training are not.
- Divide: you get the minimum day rate below which you lose money.
Look at value, not just time
Clients don’t buy hours, they buy a result: a signed contract, a cost avoided, time saved. The more measurable and important the result, the more a fixed or outcome-based fee is justified.
Position yourself against the market
Compare with genuinely equivalent offers. Charging more is possible if the difference is clear: specialisation, speed, guarantees, sector experience.
Raise your prices calmly
- Apply new rates to new clients first.
- Give existing clients advance notice with a date.
- Pair the increase with a visible improvement in your offer.
Your price must cover real costs over truly billable days, then reflect the value you deliver. Below your floor price, every assignment makes you poorer.
Frequently asked questions
How do I calculate my day rate as an independent?
Divide your annual needs (target income, contributions, taxes and expenses) by the number of truly billable days, which is always lower than the number of days worked.
Is it better to bill by time or a fixed fee?
A fixed fee is often more profitable and reassuring for the client when the result is well defined. Time-based billing suits assignments with an uncertain scope.
How do I announce a price increase to clients?
In advance, with an effective date, ideally tied to an improvement in your offer. New clients can move to the new rate immediately.
Sources
External links checked on October 24, 2026.
Contributions and taxes depend on your status and country: have your calculations checked by an accountant.
