PSA: We switched from a flat monthly retainer to a project-based fee for a big client in Tampa...

We used to charge them $5,000 a month for 'full support', but the work was always a scramble and they felt nickel-and-dimed for extra requests. Last quarter, we pitched a fixed $18,000 fee for a specific 3-month website rebuild with clear milestones. It was way better... we could plan our team's time, and the client knew exactly what they were getting. Has anyone else found project pricing works better than retainers for certain types of agency work?

3 comments

3 Comments

kelly312mo ago

Used to push retainers hard for the steady cash flow, but we had a client like that too. They'd call every week with "tiny" changes that blew up our schedule. Switched them to a fixed project fee for a new brand guide, and suddenly everyone could breathe. We stopped watching the clock, and they stopped asking if a new font was going to cost extra. What kind of projects do you find this works best for?

avery3661d ago

Kelly makes a good point about the breathing room, but I want to correct something Charles said about it being a one-time deal. We didn't just walk away from a retainer and cross our fingers. We actually kept a smaller monthly retainer going for basic maintenance and then added the project fee on top for the big stuff. So the retainer kept the lights on for the small stuff, and the project fee covered the deep work without all the nickel-and-diming that was driving everyone crazy. The trick is not to replace your retainer completely, it's to split the two so the client pays a smaller steady amount for regular support and a fixed price for the major projects. That way you don't end up with a big scary gap between paychecks.

charles_henderson2mo ago

Hold on, you're trading a steady paycheck for a one time deal? That sounds risky. What happens when that project ends and you have a big gap before the next one starts? Retainers keep the lights on, even during slow months. With a fixed fee, you can easily underbid and end up doing way more work than you planned for free. The client might be happy now, but your bank account won't be later.