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Most freelancers set a rate by dividing what they want to earn by the hours they work. That number is always too low, because a large share of those hours is never invoiced. This works from billable hours instead.
Your year
What you want to earn after business costs.
Software, hardware, accountant, insurance.
All work, not only the invoiced kind.
52 minus holiday, sickness, and quiet weeks.
The portion of worked hours a client actually pays for.
Optional. Share of revenue reserved for tax.
Sales calls, proposals, invoicing, bookkeeping, admin, and unpaid revisions are all work, and none of them is invoiced. If 40% of your week goes on those, dividing your target income by every hour you work understates the rate by roughly the same 40%.
Most established freelancers land between 50% and 70%. If you are starting out, or you sell as much as you deliver, assume lower. Track it for a month before trusting a number — almost everyone guesses high the first time.
52 is wrong for everyone. Subtract holiday, public holidays, illness, and the quiet weeks that arrive whether you plan them or not. 46 is a realistic default; 44 is safer if you have never measured it.
It gives you a floor, not a price. It says what you must charge to reach your target — not what the work is worth, what the market pays, or what a particular client will accept. Those are separate questions, and the answer is often higher.
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