Fig. Working Figures

Calculators

Retainer calculator

A retainer trades a modest discount for the two things freelancing lacks: predictable revenue and a client who stops treating you as optional. This prices it and produces the client-facing comparison that sells it.

Your numbers

Hours you guarantee availability for. They are reserved whether used or not.

$

The ad hoc rate the discount applies against.

%

5-15% is the sane band. More and you are just cheaper; the retainer's value to the client is availability, not price.

What the ledger says

Monthly retainer$1,800per month

Annual value to you
$21,600
Effective rate per reserved hour
$90
Same hours ad hoc
$2,000
Client saves per year
$2,400

Estimate, not advice

The formula

Retainer = reserved hours × rate × (1 − discount). The client-facing pitch writes itself: guaranteed availability plus a saving vs ad hoc. Unused hours do not roll over by default; state it.

What this ignores

Rollover policies (cap at one month if you allow any), overage billing (hours beyond the retainer bill at full rate), and scope: a retainer reserves TIME, not unlimited work. Write all three into the agreement.

Field notes

What happens to unused retainer hours?
Default: they expire, because what the client bought was reserved availability, which you delivered. If that feels harsh, allow rollover of up to one month's hours. Unlimited banking turns your calendar into a liability.
How many retainer clients can I take?
Reserved hours are hard commitments: cap total retainer hours around 60-70% of your billable capacity so project work and slack fit around them. Three medium retainers beat one giant one for risk.
Client wants a retainer but keeps using zero hours. Problem?
Not financially, but yes strategically: a paying-but-absent client churns without warning. Send a short monthly usage note with a suggestion for the hours. Used retainers renew; ignored ones die at the first budget review.