Pricing
How a Freelancer Should Price the Work
September 20269 min read
A practical pricing framework for freelancers and consultants — how value sets the ceiling, time sets the floor, and past-project data tells you what to actually charge.
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Field notes
What I've learned about time, pricing, clients, and building a small practice. Written for freelancers and solo professionals — by someone who has been one.
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Time & Systems
The Only Sacred Resource: Why Freelancers Must Track Their Time
Key Takeaways • Your work should be measured in value per time spent—not just in deliverables. • Track your time even when billing per project—especially then. • Use time data to focus on what makes you the most per hour. • The goal is to earn more per minute, not to work more minutes.
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How to Price Your Work as a Freelancer or Consultant
Key Takeaways • Avoid capped fees—they shift all risk to you. • Milestones create flexibility and control. • When scope is vague, define time—not just cost. • Choose a structure that protects your ability to deliver value.
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Two-Axis Positioning: The Smart Way to Stand Out in a Crowded Freelance Market
Key Takeaways • Generalists struggle in saturated markets—especially with AI closing the skill gap. • Two-axis positioning gives you a competitive edge by reducing competition and increasing focus. • You can define your niche on any axis that makes you more relevant to your ideal client.
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Non-Billable Time: The Work That Doesn't Pay — Until It Does
August 20267 min read
Business development, marketing, learning, admin — the hidden work of running a consulting practice. How to track it, protect it, and invest it intentionally.
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The 30-30-40 Rule: A Better Way to Structure Project Payments
July 20266 min read
Why 30-30-40 beats the standard 50/50 split for consulting project payments — psychologically easier for clients, financially safer for you.
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How to Document Your Work and Justify Your Fees
July 20267 min read
How clear, consistent documentation builds client trust, gets invoices approved faster, and protects you when disputes arise — even on fixed-fee projects.
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How to Split Money in a Partnership: EWYK, Lock-Step, and the Formula
June 20269 min read
Three models for splitting partnership profits — eat-what-you-kill, lock-step, and formula — and how to choose the right structure for your consulting practice.
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How to Manage Your Calendar Like a Consultant: A Practical System for Time and Focus
June 20268 min read
A practical guide to calendar management for freelancers and consultants. Learn how weekly planning, time blocking, and realistic scheduling can dramatically improve productivity and reduce overload.
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Why the World Belongs to Freelance Professional Services Now
June 20264 min read
Key Takeaways - The corporate pyramid was a 20th-century workaround for a coordination problem AI just solved - One skilled practitioner can now orchestrate the work that used to fill a small department - This brings back the old master-apprentice workshop model that defined skilled work for centuries - Freelancers and independent consultants are already operating this way — they have the structural advantage - The next decade belongs to small, high-leverage practices, not to legacy org charts
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The “Same Boat” Attitude: How to Stop Being a Contractor and Start Being a Partner
May 20265 min read
Key Takeaways • Think beyond transactions—act like a teammate, not a vendor. • The “same boat” attitude builds trust, repeat business, and referrals. • You can’t grow a consulting business while thinking like a 9-to-5 contractor. • Strategic alignment is more profitable than pure delivery.
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Why You Should Talk to Clients Even When There’s No Project
May 20265 min read
Key Takeaways • Don’t disappear between projects—stay connected in quiet moments. • The best marketing is a warm, genuine, non-sales check-in. • Relationships—not just results—drive referrals and repeat work. • Meet to understand future needs, not just current deliverables.
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Finding Your Champions: The Clients Who Drive Real Growth
July 20255 min read
Track your time. Track your income. Focus on the clients who give you the highest value per hour. These are your champions—and they’ll take your business to the next level.
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Choosing the Right Clients—Yes, Even in the Beginning
June 20255 min read
Key Takeaways • In the early freelance phase, you will say yes to a lot—and that’s okay. • But even during this phase, start segmenting your clients by profitability and fit. • The 80/20 rule applies early: a few great clients will drive most of your progress. • Focus on the “champions” if you want to grow sustainably.
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The Easiest Way to Get Your First Clients (That Most Freelancers Overlook)
June 20255 min read
Key Takeaways • You don’t need a cold pitch or ad budget to find your first clients. • Start by identifying your niche, then engage with peers who serve other niches. • Offer referrals honestly—and you’ll receive them in return.
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How to Find High-Value Projects as a Freelancer or Consultant
June 20255 min read
Key Takeaways • Don’t just chase project types—chase project dimensions: abstraction and reach. • The more abstract your task and the more people involved, the higher the strategic value. • Use this mental model to navigate toward meaningful, better-paying work in your field.
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Why Freelancers Burn Out Fast (and What to Do Instead)
June 20255 min read
Key takeaways • Loving your work isn’t a requirement—but having interest beyond money is. • Freelancers are especially vulnerable to burnout when motivation is purely financial. • Simon Sinek’s “Start with WHY” is a must-watch for anyone trying to find purpose in their work.
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The “U” Curve: Why Most Freelancers Fail in the Middle and How to Escape It
June 20252 min read
Key Takeaways • Avoid “average” projects that live in the middle of the value curve. • Freelancers should aim for premium, high-value clients—not mass-market scale. • The “U” Curve helps you choose better projects and build a long-term profitable practice.
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