How to price freelance projects: from the hour to the closed project
Charge by the hour or by project? Here's how to calculate the right price for each type of delivery and never underestimate the value of your work again.
The Three Freelancer Pricing Models
There is more than one way to charge for your work. Each model has advantages and risks, and the right choice depends on the type of project and the customer profile.
Model 1: Hourly (time & material)
You charge a fixed amount per hour worked. The customer pays for the time.
Advantage: Full protection against open scope. Did the customer request 15 revisions? You charged for all of them.
Risk: The more efficient and faster you are, the less you earn. In addition, customers tend to question every hour on record.
Model 2: By project (closed price)
You set a fixed value for the entire project, regardless of hours.
Advantage: You get paid for the result. If you do it in half the time, your value/hour has doubled.
Risk: If the scope grows out of control (scope creep), you work harder without being overpaid.
Model 3: Retainer (monthly fee)
You have a “monthly quota” of hours or deliveries for a fixed monthly amount.
Advantage: Income predictability — you know how much you'll get paid each month.
Risk: customer may use more hours than agreed or stay "due" deliveries that accumulate.
Comparison OF models
| Template | Edge | Risk | Ideal for |
|---|
|--------|----------|-------|-----------|
| Hourly | Open Scope Protection | Efficiency is not rewarded | Uncertain projects, maintenance |
|---|---|---|---|
| By project | High margin if efficient | Scope creep without clear contract | Defined and on-time deliveries |
| Retainer | Predictable income | Uneven use month to month | Reliable repeat customers |
The formula for pricing closed projects
Project price = (Estimated hours x 1.3) x Hourly value + Direct costs
Factor 1.3 is the safety buffer that covers:
Without this buffer, you'll often finish projects having worked harder than you charged.
Real pricing examples
Landing page (web designer)
Full logo (graphic designer)
Mobile app MVP (dev)
Writing package (5 posts/month)
How to avoid scope creep
Scope creep is when the customer asks for "just one more thing" that adds up to double the work without doubling the payment.
Define clearly in the contract or proposal:
When the customer orders something out of scope: “Great idea! This is not in the current scope, but I can include for an additional R$ X. Can I prepare an addendum in the contract?”
How to present prices safely
Never apologize for the price. Never say “it's R$ 3.000, but I can see a discount.” Present it like this:
"The investment for this project is R$ 3.000, with delivery in 3 weeks. Includes X, Y, and Z. Does that make sense to you?”
If the customer resists: don't lower the price — reduce the scope. “I can just do step X by R$ 1.800 now, and Y later. Does it work?”
Price adjustment strategy
Readjust your prices at least once a year:
Reference table of values by area (2026)
| Area | Beginner hour value | Full hour value | Senior hour value |
|---|
|------|---------------------|-----------------|------------------|
| graphic design. | R$ 40–60/h | R$ 70–110/h | R$ 120–200/h |
|---|---|---|---|
| Dev frontend | R$ 60–90/h | R$ 100–160/h | R$ 180–350/h |
| Dev backend | R$ 80–120/h | R$ 150–220/h | R$ 250–500/h |
| Writing/SEO | R$ 35–60/h | R$ 70–100/h | R$ 110–200/h |
| Social Media | R$ 30–50/h | R$ 60–80/h | R$ 90–150/h |
| Consultancy | R$ 100–150/h | R$ 200–350/h | R$ 400–800/h |
| Videomaker | R$ 60–90/h | R$ 100–160/h | R$ 180–350/h |
| Photography | R$ 80–120/h | R$ 150–250/h | R$ 300–600/h |
Frequently asked questions
Is it better to charge by the hour or by the project?
For those just starting out: for now, as it protects you from scope creep while you're still calibrating estimates. For experienced professionals who estimate well: by project, as you earn more for the accumulated efficiency.
What to include in a freelancer contract?
Minimum required: detailed description of the scope, total amount and payment terms, number of revisions included, delivery time, what happens in case of cancellation, and rights to use the material delivered.
How to deal with a customer who wants a discount?
Never discount the hourly rate — it reduces your benchmark for future projects. Instead: reduce the scope (“I can only do X for R$ Y”), offer installments, or explain the amount delivered. If the client does not accept and the project does not fit at its minimum, decline.
Should I show the price before or after understanding the project?
Always after. Make a briefing meeting (free), understand the full scope, estimate the hours with the buffer, and only then submit the formal proposal. “Kick-in” prices tend to be too low.
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[Calculate your minimum hourly rate](/calculators/freelancer) and set the floor below which you should never accept a project — regardless of the client.
