FreelancerPackZA
J Live Solutions
Pricing One-Pager Worksheet — FreelancerPackZA
Fill this before you quote. Goal: know your minimum viable rate and a confident market rate in ZAR so you stop guessing under pressure.
1) Monthly money you need (personal + business)
| Item | ZAR / month |
|---|---|
| Rent / bond / housing | |
| Food & household | |
| Transport | |
| Medical / insurance | |
| Debt repayments | |
| Savings / emergency | |
| Tax buffer (rough — confirm with advisor) | |
| Business tools (software, phone, data) | |
| Marketing / admin time cost | |
| Other | |
| A. Total monthly need | R |
2) Billable capacity (be honest)
| Capacity | Hours |
|---|---|
| Hours available per week | |
| × weeks per month (use 4.3) | |
| = Gross hours / month | |
| Minus admin, sales, sick, public holidays (estimate %) | − |
| B. Billable hours / month |
Example: 40 hrs/week × 4.3 = 172 → if only 50% billable → B ≈ 86 hrs.
3) Floor rate (keep the lights on)
Floor hourly rate = A ÷ B
| Input | Value |
|---|---|
| A (monthly need) | R |
| B (billable hours) | |
| C. Floor rate (ZAR/hr) | R |
If a client asks you to work below C, you are subsidising them.
4) Target rate (profit + buffer)
Pick a multiplier that fits your stage:
| Stage | Multiplier on C | Your target |
|---|---|---|
| Getting first clients | 1.2× – 1.4× | R |
| Steady freelance | 1.5× – 2.0× | R |
| Specialist / high demand | 2.0× – 3.0×+ | R |
D. Target hourly rate: R ________
Day rate (8 × D, or 7 × D if you sell “focused days”): R ________
5) Package the work (project pricing)
Do not only sell hours. Estimate:
| Step | Hours | Rate (D) | Subtotal |
|---|---|---|---|
| Discovery / kickoff | |||
| Core delivery | |||
| Revisions (included rounds) | |||
| Project management buffer (10–20%) | |||
| E. Cost-based project fee | R |
Then sense-check:
| Lens | Amount / note |
|---|---|
| Value to client (what is the outcome worth?) | |
| Competitor / market range in SA (your niche) | |
| Urgency premium (+10–30%?) | |
| F. Quote price (excl. VAT if applicable) | R |
VAT: If VAT-registered, show excl. + 15%. If not, state “not VAT-registered.”
6) Payment structure (protect cashflow)
| Option | When to use | Your default |
|---|---|---|
| 100% upfront | Small / new client / digital delivery | ☐ |
| 50% / 50% | Most projects | ☐ |
| 40% / 30% / 30% | Longer builds | ☐ |
| Milestone | Retainers with clear monthly caps | ☐ |
| Net 14 / 30 | Only trusted accounts | ☐ |
Deposit required before work starts: R ________ / ________%
7) Objection cheat-sheet
| Client says | You say |
|---|---|
| “Too expensive” | “Happy to reduce scope — what should we cut so we stay on budget?” |
| “Can you match X’s price?” | “My fee includes [guarantee / rounds / turnaround]. I can send a lighter package.” |
| “We’ll pay later” | “I start on deposit so I can prioritise your dates.” |
| “Just a quick job” | “Quick still needs a clear brief — here’s a mini-package at R…” |
8) Your published rates (optional one-liner for site)
From R[D]/hr or packages from R[entry package]. Quotes in ZAR. Deposit required. Not VAT-registered / VAT @ 15%.
Decision rule
- Below C → decline or swap scope
- Between C and D → only strategically (portfolio, referral, slack time)
- At or above D → default yes if scope is clear
Worksheet from FreelancerPackZA · J Live Solutions · Pricing aid, not financial advice.