By Cat Kevern, Director of Electric Cat Productions
Let’s be honest—pricing your services can be one of the trickiest parts of running an event business or freelancing. How much should you charge? Is this too much? Too little? Will they think I’m greedy or, worse, clueless? Been there, done that. When I started in the events world, I made some big mistakes. It took me a while (and a lot of trial and error) to realise the true value of what I was bringing to the table.
Finding My Value (Spoiler: It Wasn’t on the Bargain Shelf)
When I first started working in events, I had no idea what to charge. I was so excited just to get the job that I didn’t even think about whether I was getting paid fairly. Invoices? Sure, I could figure those out later, right? Wrong. As I soon learned, undervaluing myself meant I was working harder for less—and that’s no fun.
The magic trick to finally seeing my value? Detailed record-keeping. Boring? Yes. Essential? Absolutely. By tracking every minute I spent on a project, I started to understand just how much work went into each one, and that gave me the confidence to start charging for it.
Hourly Rate or Project Fee? Pick Your Poison
There are a few different ways to charge for your services, and figuring out the right one can feel like a game of “spin the pricing wheel.” Do you go with an hourly rate or a fixed project fee? The answer really depends on the project, the scope of work, and most importantly the end client.
Hourly rates are great for transparency when it comes to certain services like marketing—clients know exactly what they’re getting in terms of deliverables and what they’re paying for. But for big projects and longer events, a fixed fee can give everyone some peace of mind (just make sure you’re clear about what’s included to avoid headaches later).
The Fixed-Price Trap (a.k.a. Scope Creep)
Ah, the classic fixed-price trap. It’s happened to the best of us: you agree on a price, start working, and then… surprise! The client wants to add just one more thing. And then another. And before you know it, you’re doing twice the work for the same fee. That’s what we call “scope creep,” my friends, and it’s a real mood killer.
The trick to avoiding this? Boundaries and communication. When you’re agreeing on a price, be crystal clear about what’s included and what’s not. If the client wants to add more to the project, you need to be upfront that it’ll cost more. Trust me, it’s much easier to have that conversation before you’re knee-deep in extra work. And get it in writing, signed by both parties. We have a supplier agreement we use with our clients too, outlining gives and gets.
Learning to Own Your Worth
One of the hardest lessons I learned was how to confidently say, “This is what I charge,” without feeling like I had to apologise for it. Spoiler alert: clients aren’t mind readers. They’re not going to magically know how much work goes into creating an amazing event unless you tell them. And you can’t expect them to value your time if you don’t.
Something that helped me was using timesheets to track my hours—because seeing those hours add up in black and white made it a lot easier to stand my ground when negotiating fees. Also, having a trusted friend or mentor to bounce ideas off is a game changer. Sometimes, all you need is someone to remind you that you’re worth it (cue L’Oréal commercial music here).
Communicate, Communicate, Communicate
If I had to sum up successful pricing in one word, it would be communication. Your clients need to understand what they’re getting, what it costs, and why it’s worth every penny. Be transparent about your pricing from the start, and don’t be afraid to explain why your work is valuable.
Setting boundaries is also key. Don’t let scope creep get the better of you—lay everything out clearly before you begin and be ready to have honest conversations when things change. Clients respect you more when you’re upfront about these things and it saves you from feeling any resentment later. Win-win!
Final Thoughts: Price Like You Mean It
At the end of the day, pricing is about more than just numbers. It’s about understanding your worth and standing confidently behind it. Whether you’re charging hourly, by project, or value-based, the most important thing is that you’re getting paid for the time, effort, and expertise you bring to the table. And remember, if you don’t value your work, who will?
So next time you’re sweating over how much to charge, take a deep breath, remind yourself of the value you bring and price like you mean it. You’ve got this.
Author: Guest Author
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