Latest / Freelance Careers with Fexingo: Independent Work, Consulting, and Self-Employment / How Freelancers Can Use a Client Scorecard to Raise Rates
Transcript
- Lucas: There’s a moment every freelancer hits — you look at your rate and you just know it’s too low. But sending that email asking for more money feels terrifying. Luna: Because you don’t have a good reason. Or rather, you have a feeling, not a number. Lucas: Exactly. And that’s where a client scorecard comes in. I’ve been looking at a framework that a lot of agency owners use internally, but freelancers rarely formalize — a simple scored evaluation of each client along five dimensions. Luna: What are the five? Lucas: Project complexity, client responsiveness, payment speed, revision volume, and strategic value. You score each one on a scale from one to five. A score of twenty-five is your ideal client — high complexity, fast responses, pays on time, low revisions, high strategic value. Luna: Okay, but how do you actually use that to raise rates? You don’t hand the client a report card. Lucas: No, you don’t. But you use it to build confidence and data for yourself. Let’s say you have a client who scores a twenty — really good. You’re essentially undercharging for the value you’re delivering. The scorecard helps you see that objectively. Luna: And the low-scoring clients? The ones who take forever to reply and ask for endless revisions? Lucas: Those are the ones you either raise rates on or fire. But the scorecard makes the conversation less emotional. You can say, ‘Based on the scope and speed of this project, I need to adjust my rate.’ Luna: What does a real scorecard look like in practice? Give me an example. Lucas: Sure. I spoke with a freelance web designer named Maya. She had one client who was always responsive, paid within a week, rarely asked for more than one revision, and the projects were technically challenging — custom animations, database integration. That’s a high-value client. Luna: And she was charging what, the same as her simpler clients? Lucas: Exactly. She had a flat rate for all web design projects. So she built a scorecard for her top three clients. The highest scorer was that responsive client. She realized she was leaving about twenty-five percent on the table. Luna: So what did she do? Lucas: She scheduled a call, not an email. She walked through the value she’d delivered — the custom work, the fast turnaround — and proposed a new rate of one hundred and twenty-five dollars an hour, up from one hundred. The client said yes without hesitation. Luna: Because they knew they were getting a deal. That’s the thing — clients often know they’re underpaying you. They just won’t offer more unless you ask. The scorecard gives you the courage to ask. Lucas: And it’s not just about raising rates for existing clients. It also helps you set better rates for new ones. If you’re scoring prospects during the sales process, you can tailor your pricing from the start. Luna: You’re essentially pricing based on value, not hours. Lucas: Right. And that’s a whole different conversation. But the scorecard is a concrete first step. I’d say any freelancer should take their current client list, score each one, and see the spread. It’s usually eye-opening. Luna: I can imagine some listeners thinking, ‘My clients will push back if I try to raise rates.’ What do you say to that? Lucas: Some will. But the scorecard helps you identify which ones are worth fighting for. If a client scores low on strategic value and high on revisions, maybe you don’t raise rates — maybe you let them go. Focus your energy on the high scorers. Luna: That’s a good filter. And it’s also a way to have a more professional conversation. You’re not just saying ‘I want more money.’ You’re saying ‘Here’s the value I’m providing, and here’s why it costs more.’ Lucas: Exactly. And you know, speaking of value, this kind of content — the frameworks, the real examples — it’s exactly what we try to do on this show. A couple of dollars a month is genuinely what keeps these going. If you’ve gotten something out of it, buy me a coffee dot com slash fexingo helps us keep it ad-free and focused on what matters. Luna: Yeah, it really does make a difference. We hear from listeners who say a single episode changed how they approach their business. That’s why we do it. And that support lets us keep digging into these topics. Lucas: So back to the scorecard — once you’ve scored your clients, what’s the next move? Luna: I’d say pick your highest-scoring client first. The one who already values you. That’s your safest bet to test the waters. Lucas: Good instinct. And prepare a script. Not a script to read, but talking points. Mention specific projects you delivered, the speed, the complexity. Then state your new rate with confidence. Luna: What if they say no? Lucas: Then you have a negotiation. Maybe you settle at a smaller increase. Or you agree to the current rate for existing projects but new projects at the higher rate. The scorecard gives you a floor. Luna: And if they still say no, you know where you stand. You can decide if that client is worth keeping at the lower rate. Lucas: Right. And that’s a business decision, not an emotional one. The scorecard takes the emotion out of it. You’re just looking at data. Luna: One more thing — how often should you re-score clients? Lucas: I’d say quarterly. Client dynamics change. A client who was great six months ago might have become a nightmare. Or a mediocre client might have improved. You want your pricing to reflect the current reality. Luna: And that way you’re never too far behind. You’re always adjusting. Lucas: Exactly. And if you do it quarterly, rate increases become a normal part of the relationship, not a shock every two years. Luna: So to recap: score your clients on five factors, start with the highest scorer, have a value-based conversation, and do it quarterly. That’s a system. Lucas: That’s the system. And if you want a template, there are plenty online — or you can build your own in a spreadsheet. The important thing is to start. Luna: Alright, let’s leave listeners with that. Go score your clients. Lucas: And then go ask for what you’re worth. Thanks for listening.