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Vent: I stopped doing flat monthly retainers and my shop in Toledo is finally sleeping at night
For my first three years I sold every client the same $2,500 a month retainer, mostly because that is what everyone online said to do. The problem was the work never fit the check. Small clients got 40 hours of my time for $2,500 while one big account paid the same and used maybe 6 hours. Eighteen months ago I switched to project pricing with a separate hourly rate for anything extra, and my margins went from guessing to knowing by the invoice. I lost two clients who wanted the old deal, and honestly I was fine with that. Last quarter I billed $41,000 with four fewer accounts on the books. If you are still running retainers, how do you set the hours without giving away half your week?
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