Re: Charging enough. New solo practices should establish an hourly rate that allows them to spend 50% of their time on business development. Nearly everyone t

Re: Charging enough. New solo practices should establish an hourly rate that allows them to spend 50% of their time on business development. Nearly everyone thinks they can get by with less, and they can -- for a while. You don't develop sales muscle without exercising it a lot. A related point: Figure out your keep-the-lights-on-and-rent-paid number. Then? Maintain: * Billings of at least 125% of that; and * No single client accounting for more than 20% of your book of work.