Retainers provide predictable income while projects offer higher per-engagement rates
Compare these two pricing models over a year to see which generates more revenue when accounting for gaps between projects.
Retainer Model
Project Model
How to use this comparison tool
For retainers, enter your monthly fee and how many hours you commit. For projects, enter your typical project fee, how many projects you complete yearly, and hours per project. The tool compares annual revenue and effective hourly rates for both models.
When retainers make more sense
Retainers win when you value predictable income, struggle with feast-or-famine cycles, or spend significant unpaid time finding new project work. Even at lower hourly rates, consistent monthly payments often beat sporadic high-value projects.
Frequently asked questions
Are retainers always lower hourly rates than projects?
Usually, yes. Clients pay a premium for flexibility and no long-term commitment on projects. Retainers trade that flexibility for stability — you commit ongoing capacity, they commit ongoing payment. The hourly rate is lower, but you eliminate sales cycles and payment gaps.
How many retainer clients should I have?
3-5 is ideal. One retainer is risky — if they cancel, you lose everything. Ten retainers spread you too thin. Three to five provides diversification while maintaining quality relationships and manageable workload.
Can I mix retainers and project work?
Absolutely. Many freelancers use 1-2 anchor retainer clients for base income, then fill remaining capacity with project work at higher rates. This hybrid model combines stability with upside potential.
What should I include in a retainer?
Define hours per month, scope of work, response time commitments, meeting frequency, and rollover policy for unused hours. Be specific — vague retainers lead to scope creep and resentment on both sides.
How do I transition a project client to a retainer?
After 2-3 successful projects, propose a retainer highlighting benefits for them: priority access, predictable monthly cost, faster turnaround. Offer a slight discount vs. your project rate to make it attractive. Frame it as evolving the relationship, not changing the terms.