Pricing Models
| Model | Best For | Risk |
|---|
| Hourly | Ongoing, scope-changing work | Low (you) — caps earning to hours |
| Project Fixed | Well-defined scope, repeatable | Medium — scope creep is your problem |
| Retainer | Ongoing relationship, steady work | Low — predictable income |
| Value-Based | High-impact, measurable ROI | High (client) — but highest upside |
Finding Clients
| Channel | Tips |
|---|
| Existing Network | Start here — 80% of first clients come from people who know you |
| LinkedIn | Share expertise, engage with ideal clients' posts, direct outreach |
| Upwork/Toptal | Good for building portfolio — raise rates after 3-5 projects |
| Content Marketing | Blog, newsletter, YouTube — slow build but highest quality leads |
Contract Essentials
| Clause | Why |
|---|
| Scope of Work | Precisely what you will and won't do — prevents scope creep |
| Payment Terms | 50% upfront for new clients, net-15 or net-30, late fee clause |
| IP Ownership | Specify when IP transfers — usually upon full payment |
| Kill Fee | If client cancels mid-project, you get X% for work done |
Rate Calculator
| Step | Calculation |
|---|
| Target Annual | Desired salary + taxes (30%) + expenses + benefits |
| Billable Hours | ~1,200/year (60% utilization — rest is admin, marketing, gaps) |
| Minimum Hourly | Target Annual ÷ 1,200 |
| Actual Rate | Minimum × 1.5-2x — you need buffer for slow months |
Pro Tip: Set your rate based on value, not hours. If a project generates $100K for the client, charging $10K is a bargain — even if it only takes you a week.