Know-How Exchange : Other

If you're trying to be "just like everyone else", then find out what others are charging by asking for their rate sheets.

However, if you're looking to distinguish yourself from your competition, look at the value you're providing from your client's perspective. Can you truly help them to double their revenue because of your outstanding services? If so, what's that worth to them? Price based on the results you achieve, not on the time you spend or even what the competition charges.

Jay is right. Standardized pricing puts you in a commodity mentality, where the only difference between alternatives is the price. That's a terrible place to be if you intend to earn a decent profit. There's always someone willing to work for less than you are.

You need to find a way to deliver really high value and charge what your deliverable is worth. That means you might do the same amount of work for two different clients and charge different amounts. That's fine, as long as both you and the clients feel it's fair.

You might want to pick up a copy of Rasputin For Hire. The book has a whole section that talks about the various pricing options available to consultants and agencies, how and when to use each, and what the pitfalls can be for each.

If you order the book using the link in the previous paragraph, you'll also get a free report that includes insights and experiences from five of the leading experts on this forum. They talk about their own experiences -- including how they price their services.