As a freelancer of 10 years, one of the questions I get asked most often is “How do I determine how much to charge?”

The very first criteria you must establish is how much you need to make. Other ways of asking this are: What is a livable wage for you? How much do you value your work? What rate would you feel fairly pays you for the work you are being asked to do? What number would be too low and make you feel resentful and taken advantage of?

Now that you you have a number in mind, remember to add about another 30%. As a freelancer, you pay your own taxes (federal, state, maybe city, Social Security and self-employment), no one is paying you benefits (health insurance, dental insurance, life insurance) and no one is paying for your supplies and equipment.

Your next step is to figure out if this number you have in your head matches reality in any way. The best way to do that is ask. Ask other consultants doing similar work. If you can, ask, “How much money would you charge for this kind of project?”  If you don’t have the type of relationship where you feel comfortable being that blunt, ask, “What price range do you think is acceptable for this kind of project?” You can try asking your client, “What is your budget for this project?”

If you are a woman, remember to ask men, not just women, as men, on average, ask for and charge more than a woman doing the same job.

If you don’t have anyone to ask, look at the salary for a comparable staff position, figure out what the hourly rate is and add your 30% on top. If you’re in the non-profit world Professionals for Non-Profits conducts an annual salary survey. If you’re in the private sector, there are lots of ways to find salaries online these days like Salary.com.

So does your number match reality?

Maybe yes, maybe no. If yes, you’re good to go. If no, well then, your current life priorities must determine what to do. Maybe freelancing is not for you because you can’t support your kid and pay your loans on a freelancer’s salary. Maybe you’re between jobs and you need to make any amount of money to keep you going until you find a new one.

Finally, when negotiating with a client, start at the high end. A client will bargain you down, but they will almost never bargain you up. Unless you are way out of the ballpark (and after your research you shouldn’t be) a client will be willing to negotiate to the number they have in their head.