Freelance rates: how to set
your prices in 2026

Setting your rates is the most dreaded exercise for freelancers, especially when starting out. Too expensive, you lose clients. Too cheap, you work at a loss without realizing it. This guide gives you a concrete method to calculate your daily rate, reference benchmarks by sector and the pricing mistakes you must avoid.

1. The TJM: the standard freelance metric

The TJM (Taux Journalier Moyen, or average daily rate) is what you charge for one day of work. It is the standard reference used by virtually every freelance platform, staffing agency and enterprise client in France.

Some freelancers also use an hourly rate, especially for short engagements or time-based billing. The conversion is straightforward: TJM / 7 hours = hourly rate (based on a standard work day).

Others prefer fixed-price billing (a set fee for a defined deliverable). This is often more profitable because you charge for the value of the outcome rather than time spent. However, it requires solid estimation skills.

2. How to calculate your daily rate in 5 steps

Step 1: Define your target net monthly income

Start with what you actually want to take home each month, after all deductions. If you were previously employed, use your last net salary as a baseline. For first-time freelancers, €2,500-3,500 net is a realistic initial target for service-based work.

Step 2: Add social contributions

Depending on your legal structure, contributions represent a significant share of gross revenue:

• Auto-entreprise (BNC): 21.1-23.1% of revenue
• EURL (income tax): approximately 45% of profit
• SASU: approximately 80% of gross salary paid
• Portage salarial: 45-50% of revenue excl. tax (charges + management fees)

Step 3: Factor in professional expenses

Even under auto-entreprise (where you cannot deduct expenses), your real costs exist and must be covered by your rate: computer equipment, software (invoicing, design, etc.), professional liability insurance, health insurance, training, coworking, travel.

Budget an average of €300-800 per month in professional expenses depending on your activity.

Step 4: Account for gaps between contracts

A freelancer does not bill 220 days per year. Between holidays, prospecting, admin work and periods without a client, the realistic utilization rate is 70-80%, meaning roughly 15-18 billable days per month (180-216 days per year).

Step 5: Calculate your TJM

3. Average daily rates by sector in 2026

These ranges reflect average rates observed on French freelance platforms (Malt, Creme de la Creme, Comet) and through staffing agencies. They vary by experience, specialization and location.

Note: Paris and Ile-de-France rates are typically 15-25% higher than other regions. Remote work has narrowed this gap but not eliminated it.

4. Fixed price vs daily rate: when to use which

Daily rates suit long engagements (staff augmentation, technical assistance, time-based billing). Fixed pricing works better for well-defined deliverables: website creation, SEO audit, document writing, specific feature development.

Fixed pricing lets you decouple income from time. As you gain efficiency with experience, your effective hourly rate increases without the client paying more. This is a virtuous mechanism, provided you estimate project scope accurately.

Rule of thumb: if the client asks "how many days?", propose a daily rate. If the client asks "how much for this project?", propose a fixed price.

5. The 7 pricing mistakes to avoid

• Benchmarking against minimum wage: you are not an employee. Your rate must cover contributions, expenses, holidays and gaps. A €200/day rate often translates to net income below minimum wage.
• Comparing with low-cost platforms: freelancers at €50/day on some international platforms have neither the same costs nor the same legal obligations as you.
• Lowering prices to win a contract: a client who chooses you solely for the lowest price will leave as soon as they find cheaper. Better to lose a prospect than work at a loss.
• Not billing preparation time: meetings, back-and-forth, research and coordination are all part of the work. Include them in your estimates.
• Forgetting downtime: if you calculate based on 22 billable days per month, you overestimate your annual income by 20-30%.
• Never raising rates: inflation, your growing expertise and market demand justify annual increases of 10-15%.
• Negotiating against yourself: state your rate, then wait for the response. Do not spontaneously lower it before the client has even reacted.

6. How to negotiate with clients

Rate negotiation is normal and should not feel confrontational. Here are the key principles:

State your rate with confidence. No "I think..." or "it would be roughly..." Just say: "My daily rate is X euros." Hesitation in your voice invites downward negotiation.

If the client pushes back, adjust scope, not price. Rather than dropping from €450 to €380, offer to reduce the scope: fewer deliverables, fewer meetings, a more flexible deadline. Your daily value stays intact.

Acceptable trade-offs: long-term commitment (>3 months), guaranteed volume, upfront payment, recurring work. These reduce your risk and justify a pricing concession.

Put everything in writing. The negotiated rate, scope, payment terms and late payment penalties should all appear in your quote or service agreement. Dokta lets you generate these documents in a few clicks.

FAQ

What is a TJM (daily rate) for freelancers?

TJM (Taux Journalier Moyen) is the rate a freelancer charges per day of work. It is the standard metric in France for freelance engagements. Calculate it by dividing your target net monthly income (plus contributions and expenses) by the number of billable days per month.

How do you calculate your rate as a new freelancer?

Start with your target net monthly income (e.g. €3,000). Add social contributions (~25%), professional expenses and a margin for gaps between contracts. Divide by 18 billable days per month (realistic average). The result is your floor rate — never go below it, even for your first client.

Should you display your rates publicly?

It is a personal choice. Showing a range on your website filters unqualified prospects and saves time. Not showing them gives more flexibility to adapt pricing per project. When starting out, transparency is often more effective at attracting serious clients.

How to raise your freelance rates?

Specialize in a high-value domain, collect client testimonials and increase gradually (10-15% per year). Give regular clients advance notice. Raise rates based on demonstrated value, not financial pressure.