You need a 'Range of Fees and Charges' that are part of a formal 'Fee Agreement!' Leading to the Fee Agreement will be your assessment of the Client/Customer. First-Time Customers will pay more as they have an undefined 'Track Record!' - Established and Repeat Clients could be charged at a Lower Rate.
You need to establish a Basic Rate! for yourself as a Principal (Which Includes 'Overheads' but NOT Profit), together with rates for other staff! This 'Basic Rate' defines your RAW COST in carrying out the work. You then ADD, various Percentages and Fixed Amounts that will cover Profit, Risk, Client History, Programme, Deliverables, PIA Factor, etc., etc. Much of this calculation will involve Historic Information, and will be derived from Monthly, Quarterly and Annual Costs that have been accrued.
Another element will be the 'Fee Schedule!' - When you get paid! Your Fee/Rate will also consider the possibility of an 'Advance Fee' - Together with 'Terms and Conditions' such as Credit Periods, etc. An Advance Fee and Monthly Payments will encourage a LOWER Overall Fee - Yet, payment AFTER 6 Months of work (On 90 Day Terms) will command more!
The same works also for Fixed Fee Contracts and Variations. Ultimately, it is up to the Client/Customer! - If he declines, that should be regarded as a Client/Customer that you do NOT want!
