Have you frozen before sending a quote because you did not know what to charge for your hour? That doubt is more common than it looks — and, if it stays unresolved, it can make you work a lot and profit little.
In this guide, we walk through a practical method to calculate the value of your working hour, based on real data and adaptable to your profile. It is not a magic formula, but a reliable starting point for safer decisions when you price.
1. Use the market salary as a starting point
Before any calculation, stop and think: if you were hired today, what would your role be? Junior, mid-level, or senior? That question matters because it works as a reference anchor — and it keeps you from setting prices by guesswork.
A practical way to find the market value is to check platforms such as the Fipe Salariômetro, which shows average salaries by profession, state, and experience level. Another option is Glassdoor, with anonymous reports from hired professionals in the sector.
Here is a real example: a mid-level developer in São Paulo often earns about R$8,000 a month. When we add the typical costs of a formal employment contract (vacation, a 13th salary, health insurance, transport), that value rises about 40%, totaling R$11,200 as the full cost to the company.
Dividing that by 160 monthly hours (a standard 40-hour week), we get a reference cost per hour of R$70. That value is not your final price, but a good starting point for the composition.
Remember: this calculation does not mean you are “worth X per hour.” It works as a market mirror so you do not position yourself far below a fair minimum — and do not get lost in empty comparisons.
2. Add your fixed and variable costs to the math
Even if you work from home, your operation has a cost. Electricity, internet, paid software, an accountant, taxes — all of that affects how much you need to bill to keep the business running.
A good practice is to add all those monthly costs and turn them into a cost per hour, dividing by 160 hours. Here is an example with fictional values:
| Expense | Amount/month | Amount/h (160 h base) |
|---|---|---|
| Internet + power | R$300 | R$1.88 |
| Software (Adobe, GitHub, etc.) | R$200 | R$1.25 |
| Accountant and taxes | R$600 | R$3.75 |
| Total | R$1,100 | R$6.88 |
Adding that to the previous value (R$70), we get R$76.88/hour. That is the minimum to cover a market salary and fixed costs. You still need to include a risk margin and adjustments specific to the project.
Many freelancers ignore these costs and end up with a false sense of profit. This step is essential to see the business as a business — not as “gigs that pay the bills.”
3. Consider margins and risks in your final price
Projects with a poorly defined scope, short deadlines, or difficult clients raise your mental and operational load. That is why the hourly price should not be fixed — it needs to adapt to the reality of each project.
A risk margin between 5% and 10% already covers small uncertainties in the scope. If the client demands delivery in less time, that should also affect the price. Working at night, on holidays, or with constant changes has a cost.
Example:
- Base price: R$76.88
- 5% risk margin: +R$3.85
- Tight deadline (+10%): +R$8.00
- Adjusted price/hour: R$88.73
These adjustments are not “random add-ons.” They reflect the real conditions of the work — and they make it clear to the client that there is a professional criterion behind the proposal.
4. Adjust by project, with clarity and strategy
The spreadsheet gives you a base, but the final proposal needs context. Look at the client, the type of work, the history, and the relationship.
You can apply progressive discounts for recurring clients, use extra-hour contracts for open scopes, or include time buffers in less predictable estimates.
What matters is not treating every project as the same. Having a base model gives you safety, but it is in the adjustments that you show commercial judgment.
More than numbers: positioning and confidence
Knowing what to charge is not only a calculation. It is a matter of professional positioning. A freelancer who owns their numbers conveys more confidence, attracts better clients, and has more room to grow.
According to the study “Time is Money,” independent professionals who log their hours consistently stop losing up to US$52,000 a year on unbilled microtasks. It is a figure that shows how time tracking and careful pricing are direct allies of profitability.
RabbitWork was created to make that tracking simpler, helping you log hours, analyze profitability, and turn effort into a result. The math may look dull, but it is what separates the overloaded freelancer from the professional who is valued.
Calculate, adjust, log. And charge with confidence.
