书写程序时应遵循的规则_您可能在计算自由职业者率时全错了，因此请遵循此策略...
書寫程序時應遵循的規則
by Benek Lisefski
由Benek Lisefski
您可能在計算自由職業者率時全錯了，因此請遵循此策略 (You’re probably calculating freelance rates all wrong — so follow this strategy instead)
如何以價值而非時間來思考。 遵循此定價策略以找到您的真實市場價格。 (How to think in terms of value, not time. Follow this pricing strategy to find your true market rate.)
When you first start freelancing it’s very difficult to determine what to charge. You have no previous context, and colleagues are often tight-lipped about their own financials.
首次開始自由職業時，很難確定收費標準。 您沒有以前的背景，而同事經常對自己的財務保持沉默。
I admit I was clueless about pricing when I started. How about you?
我承認，剛開始我對定價一無所知。 你呢？
Many freelancers make the mistake of using an online rate calculator to set their freelance hourly rate. There are heaps of these calculators online, and they all follow the same pattern:
許多自由職業者錯誤地使用在線費率計算器來設置其自由職業時薪。 這些計算器在線上有很多，它們都遵循相同的模式：
This seems logical, but it’s completely backwards.
這看似合乎邏輯，但完全是倒退。
Let’s ignore the fact that there may be better ways to price yourself than hourly rates. When you first start out, value-based pricing isn’t a realistic option. Most of us will come to terms with the fact that we are trading our time for money by charging by the hour, at least for the first few stages of our careers as consultants.
讓我們忽略一個事實，那就是比小時費率更好的定價方式 。 剛開始時， 基于價值的定價不是一個現實的選擇。 我們大多數人都會接受這樣一個事實，即我們是按小時收費，這至少是在我們作為顧問的職業生涯的前幾個階段中，通過時間來賺錢。
The problem with these popular hourly rate calculators is that they get off on the wrong foot right from the first step. There may be no connection at all between your desired annual salary and your actual value to the market. If you’ve come from being previously employed, it’s easy to think “I’d like to keep making at least as much as I was making at my last job.” But why assume that you’ll retain that same value in the freelance market?
這些流行的小時費率計算器的問題在于，它們從第一步開始就走錯了腳。 您期望的年薪和您對市場的實際價值之間可能根本沒有任何聯系。 如果您以前曾受雇，那么很容易想到“ 我希望至少保持與上一份工作一樣多的收入。 “但是，為什么要假設您將在自由職業者市場中保留相同的價值？
If you haven’t been previously employed in a capacity that provides enough reference for this decision, then you’re literally picking a number out of thin air. The alternative is to spend the time to interview colleagues with a similar skill-set and experience level as you, in order to form a baseline as context for this figure. And that assumes you can find enough of these people that will be open and honest about their pricing!
如果您以前沒有以能夠為該決定提供足夠參考的能力受雇，那么您實際上是在憑空挑選一個數字。 另一種方法是花時間去采訪具有與您相似的技能和經驗水平的同事，以形成一個基線作為此數字的背景。 前提是您可以找到足夠多的這些人，他們對他們的價格持開放和誠實態度！
It’s a big ask. No wonder most people take the easy way out and ask a calculator to figure it out for them.
這是一個很大的問題。 難怪大多數人會采取簡單的方法，并要求計算器為他們解決問題。
So you end up with a starting figure that rarely has concrete justification in real life, and all other calculations from that are tainted. The resulting hourly rate isn’t backed up by much of anything, and can be way above your actual value. You struggle to find work and think freelancing is too hard.
因此，您最終得到的起始數字在現實生活中很少有具體的依據，而由此得出的所有其他計算也受到污染。 所得的小時費率并沒有得到太多支持，并且可能遠高于您的實際價值。 您很難找到工作，并認為自由職業太難了。
This is all a misunderstanding of what rates mean. Let’s look at some pitfalls of the rate calculator system that amplify this confusion.
這都是對利率的誤解。 讓我們看一下速率計算器系統的一些陷阱，這些陷阱會加劇這種混亂。
陷阱 (Pitfalls)
計費時間從未像您想象的那樣多 (Billable hours are never as many as you think)
Let’s say you did manage to get some solid context for the determination of your desired annual income. You went through the calculation to come up with an hourly rate. You paid close attention to detail on all the expenses to ensure you didn’t short-change yourself.
假設您確實獲得了確定所需年收入的可靠依據。 您經過計算得出了一個小時費率。 您密切關注了所有費用的細節，以確保您不會改變自己。
You’re still going to land short of your goal, because your billable hours are a fantasy.
您仍然無法達到目標，因為您的可計費時間是一個幻想。
When you’re a freelancer, you are also running a business. You are doing everything: admin, marketing, accounting, proposals, quoting, networking. If you used to be an employee, you either didn’t have to do those things, or you got paid to do them.
當您是自由職業者時，您也在經營業務。 您正在做的一切：管理員，市場營銷，會計，提案，報價，網絡。 如果您曾經是一名員工，那么您要么不必做這些事情，要么就可以得到報酬。
As a freelancer, you have to wear all those hats and you don’t get paid for most of it. The amount of time you have for actual focused work is 75% or less of the time you’re “working”. That means a standard eight-hour day might only have six billable hours.
作為自由職業者，您必須戴上所有這些帽子，而您大部分都沒有得到薪水。 您進行實際重點工作的時間是“工作”時間的75％ 或更少 。 這意味著標準的八小時工作日可能只有六個計費時間。
If you start with the false assumption that you can bill for 40 productive hours per week, you’ll be quickly disappointed, unless you’re willing to work a lot more daily hours to make up for the admin time. But most of us get into freelancing because we want a more flexible schedule, more time for family, more time for leisure. Working a lot more is not part of the freelance dream.
如果您錯誤地假設您可以每周收取40個生產小時的費用，那么除非您愿意每天增加工作時間來彌補管理時間，否則您很快就會感到失望。 但是我們大多數人都開始自由職業，因為我們想要一個更靈活的時間表，更多的家庭時間，更多的休閑時間。 多做工作不是自由職業者夢想的一部分 。
I run a really efficient freelance business, with admin and marketing time cut down to a bare minimum, and I still average no more than six billable hours per day.
我經營一家非常有效的自由職業者，將管理和營銷時間減少到最低限度，但我每天平均仍不超過6個計費小時。
你不會一直在工作 (You won’t have work all the time)
Don’t forget that you may not have a continuous stream of work to fill all potential billable hours. In fact, if you’re new to freelancing, you’ll almost certainly not have consistent work until you build up a reputation and a larger client base. Even very successful, in-demand freelancers like myself will have bits of downtime — maybe a week or two between projects when schedules can’t align perfectly, or a slow patch around the holidays— that can eat into expected earnings.
不要忘記，您可能沒有連續的工作來填補所有潛在的可計費時間。 實際上，如果您不熟悉自由職業，那么幾乎可以肯定地說，只有在建立聲譽和擴大客戶群之前，您的工作才能始終如一。 即使像我這樣非常成功，需求旺盛的自由職業者，也會有少量的停機時間-可能無法在時間表之間完美匹配的情況下在項目之間間隔一兩個星期，或者在假期前后打補丁，這會吞噬預期的收入。
Your definition of billable hours needs to account not only for the extra admin tasks required to run a freelance business, but also for the uncertainty of work in your pipeline.
您對計費時間的定義不僅要考慮開展自由職業所需的額外管理任務，還要考慮管道中工作的不確定性。
不切實際的收費率猖ramp (Unrealistic charging rates run rampant)
The result of all this faulty rate calculating is that you’re told to charge more than you’re actually worth, if you want to meet you annual earning goals. The reality might be that your current level of value can only earn you half of what you expect. You’re not yet valuable enough to make full-time freelancing work for you. More on this later.
所有這些錯誤的費率計算結果是，如果您想實現自己的年度收入目標，就會被告知要收取比實際價值更多的費用。 現實情況可能是，您當前的價值水平只能為您帶來期望值的一半。 您的價值還不足以為您提供全職自由職業。 以后再說 。
At best, these online rate calculators can be a useful tool to help you learn about your costs of doing business, and to budget a baseline rate you’ll need to make ends meet. That can form a good reference point to fall back on when you determine your rate.
這些在線費率計算器充其量是一個有用的工具，可以幫助您了解自己的經商成本，并為維持收入所需的基準費率進行預算。 當您確定費率時，可以作為參考。
But it should not be mistaken for a real-world rate. Those calculators don’t take into account almost everything that’s really important about determining the right rate for you.
但這不應被誤認為是真實的匯率。 這些計算器沒有考慮到幾乎所有對您確定正確利率至關重要的因素。
考慮定價的更好方法 (A better way to think about pricing)
Time to get back to reality. Forget your preferred salary or even your baseline living wage. Your hourly rate should have very little to do with how much you think you’d like — or need — to earn. What really determines your rate is how much value you offer your clients.
是時候回到現實了。 忘記您的首選工資，甚至忘記您的基本生活工資。 您的小時費率應該與您認為自己想要或需要賺多少錢無關。 真正決定您的費率的是您為客戶提供多少價值。
I’m not a gung-ho capitalism lover who thinks “the market” will solve everything. But you can only command a rate that clients are willing to pay. They have to perceive enough value in you to justify that rate, otherwise you’ll get no work. And no work at a high rate is worse than some work at a fair market rate. The amount of money you think you need to make doesn’t enter into that equation.
我不是認為“市場”能解決所有問題的資本主義愛好者。 但您只能命令客戶愿意支付的費率。 他們必須察覺到您有足夠的價值來證明這個比率，否則您將一事無成。 而且， 沒有高效率的工作比某些以公平市場價格進行的工作更糟糕。 您認為需要賺到的錢不會計入該等式中。
將您的心態轉向價值，而不是時間 (Change your frame of mind towards value, not time)
We need to stop thinking about this backwards. Stop framing the decision about rates around what you need to earn and how much time you can work. Instead, start thinking in terms of value on offer. Your rate is a reflection of your value to your clients — compared to the value of your competitors — and nothing else.
我們需要停止倒退思考。 停止圍繞有關您需要賺取的收入和可以工作多少時間的費率制定決策。 相反，開始考慮所提供的價值。 與競爭對手的價值相比，您的價格反映了您對客戶的價值， 僅此而已 。
With this frame of mind, we can see that rate calculators — based on expected earnings divided by time — don’t account for the value you provide your clients. The only assumption is that more time equals more value.
有了這種思路，我們可以看到，基于預期收益除以時間得出的費率計算器無法說明您為客戶提供的價值。 唯一的假設是，更多的時間等于更多的價值。
But we know from experience that this is rarely the case.
但是我們從經驗中知道，這種情況很少發生。
If you have five more years and experience and heaps of new skills along the way, but your cost of living has stayed the same, should your rate be higher? A rate calculator would say no. But of course the answer is yes. Rate calculators don’t take into account skill, experience, professionalism, or effort, when in fact those things are the largest contributors to the rate you can command.
如果您還有五年以上的工作經驗，并且在此過程中積累了許多新技能，但是您的生活成本保持不變，那么您的比率會更高嗎？ 費率計算器會拒絕。 但是，當然答案是肯定的。 費率計算器不考慮技能，經驗，專業性或努力，而實際上，這些因素是您可以命令的費率的最大貢獻者。
If you’ve learned new techniques that allow you to do the same work twice as fast as you could before, you want to be compensated for that by doubling your rates. Rate calculators don’t take into account the speed at which you work or the quality of work performed.
如果您已經學到了新技術，可以讓您以兩倍于以前的速度完成相同的工作，那么您希望通過倍增費率來獲得補償。 費率計算器不考慮您的工作速度或工作質量。
Think of rates in terms of abilities such as experience, speed, skill-set, location, project management capacity, communication skills, and reliability. These are the metrics you should be judging yourself by.
根據能力來考慮比率，例如經驗，速度，技能，位置，項目管理能力，溝通技巧和可靠性。 這些是您應該自己判斷的指標。
您如何提高費率？ (How do you increase your rates?)
Simply increase your value. Gain more experience. Learn new skills. Refine your soft skills. Beat everyone on effort. Be ultra-professional.
只需增加您的價值即可。 獲得更多經驗。 學習新技能。 完善您的軟技能。 努力擊敗所有人。 要超專業 。
Do you work faster or offer better quality work than a competitor? Charge more than they do.
您是否比競爭對手更快地工作或提供更高質量的工作？ 收取比他們更多的費用。
Are you more professional and reliable than your colleague. Charge more than they do.
您比同事更專業，更可靠嗎？ 收取比他們更多的費用。
Do your extra years of experience allow you to come up with the right solutions more economically? Raise your rates — because your experience is directly contributing to a better outcome for your clients, and your efficiency is saving them money.
您多年的經驗是否可以使您更經濟地提出正確的解決方案？ 提高費率-因為您的經驗直接為客戶帶來了更好的結果，而您的效率正在為他們省錢。
您的價值決定了自由職業者的正確時機 (Your value determines the right time to go freelance)
If you’re not yet valuable enough to earn a living at the freelance rate your market dictates, it could mean full-time freelancing isn’t right for you yet.
如果你還沒有足夠的有價值謀生的自由職業者的速度你的市場使然，這可能意味著全職自由職業者是不適合你呢 。
Consider getting employed for a few years to up-skill and increase the value of your craft, while freelancing in evenings and weekends to practice the skills of running a business. Then when you have the experience and confidence to command a higher rate, ease into full-time freelancing.
考慮雇用幾年來提高技能并增加手Craft.io的價值 ，同時在晚上和周末自由活動以練習經營業務的技能 。 然后，如果您有足夠的經驗和信心來要求更高的稅率，則可以輕松地從事全職工作 。
You learn faster where you have collaboration and mentoring. Freelancers who don’t have the same resources are disadvantaged. I went straight into freelancing after I graduated university. Looking back I would have been better off finding employment at a design agency for a few years or, at the very least, a business/design mentor to learn those early lessons twice as fast, and increase my market value quicker. Then I could have transitioned into freelancing at a point when the value I offered better correlated with the amount of money I hoped to earn.
在有協作和指導的地方，您學得更快。 沒有相同資源的自由職業者處于不利地位。 大學畢業后，我直接從事自由職業。 回顧過去，我會更好地在一家設計機構找到工作，或者至少是一名商業/設計導師，以兩倍的速度學習早期課程，并更快地提高我的市場價值。 然后，當我提供的價值與我希望賺取的錢數更好地相關時，我可能會轉變為自由職業者。
I was fortunate enough to have a low cost of living at the time, which allowed me to gradually build up full-time work and respectable rates over a transition period of 6–12 months. But not everyone has that luxury.
我很幸運，當時的生活成本很低，這使我能夠在6到12個月的過渡期內逐步建立起全職工作和可觀的薪資水平。 但是，并不是每個人都那么奢侈。
If you need to make full-time freelancing pay the bills from day one, don’t make the leap until your market value/rate is adequate to support your earning goals. Until then, find a career path that emphasizes increasing your value over all else.
如果您需要從第一天開始就全職自由職業者支付賬單，請不要飛躍，直到您的市場價值/利率足以支持您的收入目標。 在此之前，找到一條強調增加您的價值的職業道路。
基于價值的定價的門戶 (A gateway to value-based pricing)
The added benefit of basing your rate on value — rather than expected earnings divided by time — is that it’s easier to start thinking about value-based pricing methods and transitioning away from trading time for money.
將利率基于價值(而不是預期收益除以時間)所帶來的附加好處是，開始考慮基于價值的定價方法并從交易時間轉變為貨幣交易變得更容易。
Value-based pricing requires a huge shift in mind-set. Even if you’re thinking about your hourly rate as a reflection of value, it’s still tied to time. Decoupling your earning entirely from time spent on the job is another massive mental hurdle. To be perfectly honest, after 17 years of freelancing I’m still coming to terms with it and wrapping my head around the unique challenges of value-based pricing.
基于價值的定價需要觀念上的巨大轉變。 即使您將小時費率視為價值的反映，它仍然與時間相關。 將您的收入與工作時間完全脫鉤是另一個巨大的心理障礙。 坦白地說，經過17年的自由職業之后，我仍然對此感到滿意，并將自己的頭顱圍繞著基于價值的定價所面臨的獨特挑戰 。
This is a huge shift for your clients as well. They need to buy into the concept of value-based pricing as much as you do, because it requires complete transparency and trust to help you define a project’s true value.
對于您的客戶來說，這也是一個巨大的轉變。 他們需要和您一樣多地接受基于價值的定價概念，因為它需要完全的透明度和信任來幫助您定義項目的真實價值。
嘗試每周計費，而不是每小時計費 (Try weekly, instead of hourly, billing)
One way to ease this transition is to start pricing your time in larger, more abstract chunks. I often price based on a weekly retainer system, where my work is charged by the week, instead of by the hour or day. I still define minimum and maximum numbers of hours that will be worked during each week. But it’s perceived by clients as a weekly fee, rather than an hourly rate. If the scope changes and we need to extend the project, no problem. Simply add on an extra week.
簡化此過渡的一種方法是開始以更大，更抽象的塊為您的時間定價。 我經常根據每周的固定系統進行定價，在該系統中，我的工作按周計費，而不是按小時或天計費。 我仍然定義每周將要工作的最小和最大小時數。 但是客戶將其視為每周費用，而不是每小時費用。 如果范圍改變了，我們需要擴展項目，那就沒問題了。 只需增加一個星期。
It’s a pricing system that retains most of the flexibility of hourly billing, and all the same ease of understanding and fairness. Yet, because the unit of time measurement is larger, the perception is that my rate is less connected to the number of hours I work. That forces clients into thinking more about the value I’ll be supplying during that week, rather than just how many hours.
它是一種定價系統，保留了按小時計費的大部分靈活性，并且易于理解和公平。 但是，由于時間計量單位較大，因此可以認為我的工作率與工作時間的聯系較少。 這迫使客戶更多地考慮那一周我將提供的價值，而不是幾個小時。
It’s a subtle difference. But that could be all it takes to tip the balance towards value-based pricing. If you get clients comfortable with a week-based pricing arrangement, they’re one step closer to embracing the abstraction of true value-based pricing.
這是一個微妙的區別。 但這僅是將平衡推向基于價值的定價所需要的。 如果您使客戶對基于周的定價安排感到滿意，那么他們將擁抱基于真實價值的定價的抽象又邁了一步。
每小時定價將保持不變 (Hourly pricing is here to stay)
Whether we like it or not! It remains the default method of pricing creative work. So — like many of us — if you’re stuck with hourly pricing, the least you can do is do it right.
無論我們喜歡與否！ 它仍然是對創意作品進行定價的默認方法。 因此-與我們許多人一樣-如果您堅持按小時定價，那么您至少可以做的就是正確地做。
Do everything you can to make sure your rate is in context of your industry and location, and is justified by your skills and experience.
竭盡所能，確保您的費率與您所在的行業和地理位置相關，并由您的技能和經驗證明是合理的。
Shift the way you present your pricing to clients so that you’re perceived as being more about value and less about time.
改變向客戶展示定價的方式，使您被視為更多地關注價值而減少時間。
When you do so, you’ll find you never get questioned about your rate. You never get called too expensive or too risky. Because your clients fall in love with the value you’ll offer them, and finding the right person to trust is invaluable.
當您這樣做時，您會發現自己永遠不會受到費用的質疑。 您永遠不會被稱為太貴或太冒險。 因為您的客戶愛上了您將為他們提供的價值，因此找到合適的信任人非常寶貴。
Please ? clap if you found this valuable, and ? follow me for more writing like this, as I unfold 17 years of freelance business knowledge ?
請 ？ c 圈，如果您覺得這很有價值，并且？ 當我展現了17年的自由職業知識時， 可否像我這樣寫或多寫？
訂閱即可在收件箱中獲得我最好的文章。 (Subscribe to get my best articles in your inbox.)
This story can also be found on solowork.co
這個故事也可以在solowork.co上找到
翻譯自: https://www.freecodecamp.org/news/youre-probably-calculating-freelance-rates-all-wrong-so-follow-this-strategy-instead-a5c738e51f70/
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