Your freelance rate should apply to meetings too

How to gracefully push back when a client wants to discount your time

A reader writes: “My freelance client asked me to consider billing 70% of my normal rate for meetings because I’m not physically working on a project during that time. The more I think about it, the less I agree. They're not paying me to click a mouse. They're paying me for my creative output. Am I missing something?”

I agree 100% with your reasoning. Every hour you invest in a given client, whether it’s interviews/research, writing/editing, or meetings/communications, warrants the same rate. Heck, if I have to drive 30 minutes to a client’s office, I won’t list it as a line item on the invoice as “windshield time,” but that time is in there.

Participating in a meeting as a freelancer is an intellectual contribution, even if you’re not processing pixels. Discounting that time trains clients to undervalue your expertise.

How to Push Back Gracefully

The fact that they asked you to “consider” it indicates they may have some misgivings about the request, and it sounds like you’re already equipped with the correct perspective to gently push back. The key is to frame the discussion around the benefit for the client:

• “I totally understand wanting to manage costs. The truth is, meetings help me stay on top of the details so I can deliver better work with fewer revisions. Because of that, I bill my standard rate for meeting time.”

• “My rate is based on the overall value I bring, not just time at the keyboard. Attending these meetings lets me contribute strategically, which saves everyone time and effort.”

Keep in mind, this can also be an opening to suggest project-based pricing and avoid the hourly-rate issue altogether: “Another option that we might consider is moving to a project rate, so we don’t need to track meetings or emails. I can build everything in and focus on delivering the project and getting results.”

Why This Matters

Clients who want you to succeed will understand where you’re coming from. Participating in meetings is an important part of the process, but agreeing to a financial distinction between creative and non-creative time sets a bad precedent. Protecting your boundaries now will be better for the long-term health of your relationship as well as your bottom line.

You’re on the right track—let me know how it goes!

In the comments:

• Have you ever had a freelance client ask for a discounted rate on meetings or calls? How did you handle it?

• What’s your policy on billing for non-creative time? I’m curious to hear your reasoning, particularly if you disagree with my same-rate-for-everything philosophy.