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This post was originally published on the blog. It is reposted with permission from the author.

Setting a budget for your freelance business is important, because:

-Many freelancers have no idea how much they need to earn in order to achieve the same level of financial security as someone with a traditional job.
-As a freelancer, you probably need to earn more than you think in order to reach your financial goals.
-You need to know how many billable hours per week you need in order to reach your target income.
-If your rates right now are too low, you need to at least acknowledge that and make a plan to do better in the future (rather than working, working, and working, and then wondering why your bank account empties so fast).

In my online courses, I use a worksheet called “deciding what to charge.” John Milan and I also used this worksheet in our session at the 2018 ATA conference (which got very positive reviews, so hopefully we’ll present it again!). Here, I’ll give you a simplified version of how to do the calculations on that sheet.

Start with: the amount of money you want in your bank account every month, to pay your non-business living expenses such as rent or mortgage, utilities, food, entertainment, and so on. That’s your desired/required net monthly salary.

Next: to that, add every expense that you incur for your business. If the expense is not paid monthly (i.e. professional association dues), divide it into a monthly amount and enter that. Your expenses may include some or all of the following, plus anything else that you pay that is not listed here:

-Taxes: (20-50%, depending on your tax bracket and your country)
-Retirement account contribution
-Paid vacation/sick time allocation (money that you put into a business savings account so that you can pay yourself when you take time off)
-Professional association dues
-Professional development (conferences, webinars, classes, individual coaching, etc.)
-Subscription-based web services (cloud backups, PDF conversion service, LinkedIn Premium, etc.)
-Office rent
-Computer hardware and software (new purchases and/or upgrades)
-Work-related child care (if applicable; and don’t forget in that in the US, you may be able to deduct summer day camp for kids under 13)
-Work-related travel
-Communications (internet, cell phone, Skype minutes, etc.)

Add it all up, and that’s your required or desired monthly gross income. Warning: as discussed above, this will be a big number. Perhaps bigger than you want to admit; but the first step is to get a grand total. If you’re feeling energetic, do this for three income levels: the minimum you can live off, the amount that gives you the similar level of financial security to someone with a traditional job, and something in between.

Next (not done yet!), multiply that number/those numbers by 12, to get your required or desired yearly gross income. Write that down.

Now we’ll convert that to your required hourly rate.

Take 52 weeks, and subtract the number of weeks you think you will not work (vacation, sick time, time off to take care of family members, etc). Divide your yearly gross income as calculated above, by your number of working weeks. That gives you your required income per week. For example if your required/desired gross income is $90,000 and you’re going to work 48 weeks per year, your required income per week is $1,875 per week.

Next, determine how many hours per week you realistically think you can/want to bill. Non-billable time is a big variable. For beginners, non-billable time often involves time that you would like to be working, but you don’t have paying work. For experienced translators, it’s more likely to involve non-billable but necessary tasks such as accounting, marketing, professional development, research, client communications, etc. As a side note, when other freelancers ask me, “How do you find the time to work on marketing or other non-translation tasks?” my answer is “By not having to bill 40 hours a week.”

I’d advise doing this calculation for perhaps 25, 30, and 35 billable hours per week: take your required weekly income (your equivalent of the $1,875 listed above), and divide that by your number of billable hours, to determine your required hourly rate. For example at 25 billable hours per week, our $90,000 translator would need to earn $75 per billable hour to generate $1,875 in a week.

The fun continues because most translators aren’t paid by the hour. If you are, great: you’re done, other than asking whether your existing clients will pay your required hourly rate. If you get paid by the word or the project, then you need to further calculate how fast (or slowly) you translate. For example to generate $75 an hour, you could translate 500 words at 15 cents, or 250 words at 30 cents, or 800 words at 9.3 cents (these are not recommended rates or translation speeds, just examples). Translation speed is a huge factor in your income, and one that a lot of translators overlook: if you are someone who translates 250 words an hour, you need to charge a lot more than someone who translates 600 words an hour.

At the end of all this, you should at least have a better sense of whether the numbers for your freelance business add up the way you want them to; and if you’re not making enough money, why you’re not.

• Perhaps you have tons of work, but it’s pervasively low-paying.
• Perhaps your rates are fine, but you need more work.
• Perhaps you translate very slowly.
• Either way, these calculations should help you base your pricing decisions on objective data, rather than on fear and vague speculation about “what the market will bear.”

In closing, a huge thank you to , who presented the pricing presentation at the ATA conference for many years before passing the baton to me and John, and whose booklet “I Am Worth It!” goes into greater depth on the calculation methods I’ve mentioned here!

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