Pricing should cover more than the hours spent delivering a service: preparation, overheads, risk and a reasonable margin matter too.
Revenue is not profit
Billing €100 does not mean earning €100 in profit. Materials, software, premises, marketing, taxes and other expenses may need to be paid. Separate direct costs per project from regular monthly overheads.
A simple pricing example
Consider a project with €40 in direct costs, €120 worth of labour and €30 allocated to overheads. The starting calculation is €190 before a target profit and possible tax effects. This is an illustrative example, not a recommended market price.
Value for the customer
Alongside costs, consider the problem your service solves. A booking system may save administrative time, a presentation may support a sales meeting, and a workshop may develop a specific skill. Describe these potential benefits accurately without guaranteeing outcomes.
A practical takeaway
Compare estimated and actual hours, expenses and margins regularly. If your price does not cover your costs, increasing sales volume may not solve the problem.