I'd suggest something like: pitching new clients at last_rate * 1.2 if you're starting more than three weeks out, last_rate * 1.1 if you're starting more than

I'd suggest something like: pitching new clients at last_rate * 1.2 if you're starting more than three weeks out, last_rate * 1.1 if you're starting more than 1 week out, last_rate if you can start immediately, and last_rate * ( .95 ^ num_weeks_since_last_project) if it has been a while since you had work. Also, avoid round numbers: $110 says "this is my market rate" $100 says "I am rounding up, let's negotiate" The two keys to making this work are: 1) always be over delivering and learning and 2) keep utilization up, when your time is scarce you have real credible negotiating power on rates.