# How freelance language-service pricing works > A practical guide to choosing a pricing unit, calculating a sustainable floor, accounting for non-billable work, and explaining a quote to a client. Published: 2026-08-19. Updated: 2026-08-20. Last verified: 2026-08-20. Review interval: 183 days. Disclosure: none. ## There are three different numbers A sustainable floor, a market reference, and a client quote answer different questions. Confusing them produces the false precision that makes rate pages unhelpful. - Your sustainable floor is the minimum average revenue per billable unit your business model needs. - Market references show what a particular population reported or what buyers offer in a defined context; they do not know your costs or quality level. - A client quote prices a specific scope, service, schedule, risk, and commercial relationship. It may use several units and a minimum fee. ## Start with the annual business model This is the right first calculation because a freelancer does not bill every working hour. Sales, quoting, bookkeeping, software, training, terminology, backups, client communication, file preparation, revision, and unpaid leave still consume time or money. The ProZ rate calculator asks for annual business costs, desired personal income, working time, billable-language-work share, productivity, and holiday weeks, then derives annual billable units and a required rate per unit. Sources: [ProZ.com rate calculator](https://www.proz.com/?rc_ver=new&sp=rate_calc). ProZ guidance frames gross income as units processed multiplied by the rate and notes that desired income, capacity, and what clients will pay all influence the decision. Sources: [Determining your rates and fees as a translator](https://www.proz.com/wiki/index.php/Determining_your_rates_and_fees_as_a_translator). ``` annual revenue needed = business costs + desired personal income billable hours/year = working weeks × hours/week × billable share billable units/year = billable hours/year × productive units/hour sustainable floor/unit = annual revenue needed ÷ billable units/year ``` ## Choose the unit that matches the work - Source word: common when the source is stable and countable before work starts. - Target word: useful in some language pairs or publishing workflows, but the final quantity is not known at quote time. - Hour or day: clearer for research, editing, review, QA, terminology, engineering, consulting, meetings, or uncertain source condition. - Page or line: valid only when the counting convention is defined. A physical page is not a stable unit. - Finished minute: common for media, but transcription, timing, dialogue density, captions, audio quality, and delivery requirements still change the work. - Project or minimum fee: useful when setup, administration, communication, and file handling outweigh a small variable count. - Mixed quote: often the clearest option for a project with translation, review, engineering, media, expenses, and project management. ## Factors that change the quote - Language pair, direction, market variety, subject specialization, scarcity, and reviewer availability. - Source quality, file format, extracted-text quality, placeholders, layout, images, tables, audio, and version stability. - Service level: translation, transcreation, editing, MTPE, terminology, independent review, LQA, engineering, or accessibility. - Turnaround, weekend or time-zone constraints, fragmentation, meetings, portals, purchase-order requirements, and payment risk. - Reuse policy, translation-memory match bands, repeated content, machine-generated suggestions, and the actual effort required to verify them. - Confidentiality, security, tool licensing, insurance, retention, and approved-provider restrictions. ## How to present the quote A good quote lets the client change scope intelligently. Show the source version, line items, units, quantities, assumptions, excluded work, review, delivery, currency, expenses, taxes as applicable, payment terms, validity, and change-control path. ``` Software translation, en-US → fr-CA 8,420 source words × your rate Bilingual review 6.0 hours × your hourly rate In-build localization QA 1 project × agreed fee Rush adjustment shown as a separate line Minimum-fee adjustment only if the subtotal is below your minimum Total currency and tax treatment stated ``` ## Set prices independently ProZ states that it does not set a minimum rate and provides its calculator and community-entered data as information for individual decision-making. Sources: proz-rates-faq. Professional-association and government guidance warns competitors against agreeing on prices or competitive terms. Sources: [Antitrust Compliance Policy](https://www.atanet.org/about-us/policies/antitrust-compliance-policy/), [Spotlight on Trade Associations](https://www.ftc.gov/advice-guidance/competition-guidance/guide-antitrust-laws/dealings-competitors/spotlight-trade-associations). > Use calculators, surveys, and community figures as inputs—not as a tariff or agreement with competitors. ## Frequently asked questions ### What is a normal translation rate? There is no single normal rate. The answer changes with language pair and direction, market, specialization, source condition, service level, unit, turnaround, reviewer requirements, business costs, and client terms. Build your floor first, then research the specific market and quote the specific job. ### Should I charge less when a client provides machine translation? Not automatically. Inspect a representative sample and define the required outcome. Poor or unsuitable output can take as long as translation and adds verification risk; usable output may justify a different workflow and unit. ### Why use a minimum fee? Every job has fixed effort: intake, files, communication, setup, delivery, invoicing, and recordkeeping. A minimum fee keeps very small jobs commercially viable and should be disclosed before acceptance. ## Methodology Admas uses official professional-association, platform, buyer, and delivery documentation to explain pricing structure without publishing a tariff. Examples are arithmetic illustrations, not market recommendations. Every freelancer and supplier must set prices independently for their costs, capacity, expertise, market, risk, and local rules. ## Source register - [Antitrust Compliance Policy](https://www.atanet.org/about-us/policies/antitrust-compliance-policy/) — American Translators Association; verified 2026-08-20. - [Spotlight on Trade Associations](https://www.ftc.gov/advice-guidance/competition-guidance/guide-antitrust-laws/dealings-competitors/spotlight-trade-associations) — U.S. Federal Trade Commission; verified 2026-08-20. - [ProZ.com rate calculator](https://www.proz.com/?rc_ver=new&sp=rate_calc) — ProZ.com; verified 2026-08-20. - [ProZ.com community rates](https://www.proz.com/?sp=rates&sp_mode=rates_data) — ProZ.com; verified 2026-08-20. - [Determining your rates and fees as a translator](https://www.proz.com/wiki/index.php/Determining_your_rates_and_fees_as_a_translator) — ProZ.com Wiki; verified 2026-08-20.