As great as client work is, it isn’t without its challenges.
One of the toughest things about freelancing or agency work is the unpredictability. You’re swamped with work one month, and your bank account grows to reflect that. But the next month might mean a drought—hardly any work or checks coming in at all.
Your income might be inconsistent, but your expenses aren’t. Rent, student loan payments, and utility bills come every month. It can be hard to make a budget or plan for them or when you aren’t sure how much money is coming in.
It’s easy to start stressing about when you’ll see that check, wire transfer, or PayPal notification. And anxieties about money aren’t the only obstacles. It’s also hard to schedule new client work when you don’t know what the workload will look like from your current clients.
Ready to overcome those challenges and enjoy some much-needed security and peace of mind?
Writing proposals with a monthly retainer—and submitting them to your best clients—can help. Keep reading to find out how to do it!
Monthly Retainers Can Give You an Income You Can Count on
Instead of never knowing how much money you’ll make each month, wouldn’t it be nice to nail down a fixed amount with your top clients?
It’s possible. A lot of agencies and freelancers are already doing it. They’ve gone from the unpredictability of one-off projects to more secure arrangements: monthly retainers.
Monthly retainers let service providers specify certain tasks or set aside a designated amount of time they’ll be available to a client in exchange for a fixed amount of money.
You get the security you need—and a monthly income you can count on. And the client gets guaranteed access to your services. Done right, it’s a win-win situation for everyone.
Most of the time, monthly retainers don’t just materialize out of thin air though. You have to sell clients on the value of a long-term arrangement… similar to how you have to sell them for one-time projects.
But there are important differences. Strategies that persuade clients to hire you for a one-time project don’t necessarily persuade them to agree to a monthly retainer. You have to package your services and present them in a different way.
How to Sell Clients on Monthly Retainers
Selling clients on retainer agreement is a little more complicated than selling them on one-time projects, but it’s worth the trouble.
Nailing down a retainer agreement or two gives you the stability of a regular paycheck, makes it easier to schedule client work, and saves time you would’ve spent marketing yourself to land new clients.
Interested in approaching your top clients about a retainer arrangement but don’t know where to get started?
Here’s how to do it…
1. Getting Your Foot in the Door
Getting a new client to agree to a monthly retainer happens about as often as a waiter in Los Angeles becoming an Oscar-winning screenwriter overnight.
Clients are understandably hesitant about agreeing to any long-term deals before they’re 100% confident in you and the value you can deliver. The best way to overcome their skepticism is by demonstrating your expertise in a one-time project.
Proposals are critical with these as well. So if you’re looking to save time and use yours to land more clients, be sure to check out some of our free proposal templates or other articles on the Bidsketch blog.
Win the One-Off Project
This part is self-explanatory. Odds are you won’t get the chance to approach clients about a monthly retainer if you haven’t already established a business relationship with them.
That starts with finding a project that’s a good fit for your skills and submitting a compelling proposal that stands out from all the boring, generic ones they receive.
Once you land the one-off project, you’re in the perfect position to take the relationship to the next level.
Nail the One-Off Project
Submitting monthly retainer consulting proposals is a key part of landing long-term relationships with clients and making your income more consistent…
But even the best proposals in the world won’t get clients agreeing to keep you around if you don’t impress them with the initial work you do.
Once a client hires you for a one-off project (and you think there’s potential for it turning into something more), nail that project. Go out of your way to deliver as much value as you can and wow that client.
Going above and beyond might take longer than it takes other service providers to churn out mediocre work, but it’s worth it. Seizing every opportunity leaves an unforgettable impression. And it will help you with your long-term strategy: turning more one-time jobs into monthly retainers.
Approach the Client about a Retainer
After you’ve shown clients what you can do for them in one or more projects, they’ll be more receptive to a long-term arrangement.
Sometimes a client will be so impressed with your work they’ll approach you about a retainer arrangement directly. That’s what happened to freelancer Lisa Stein. But more often than not, it’ll be up to you to initiate the monthly retainer conversation.
It only takes a quick phone call or email to feel out a client’s interest in a monthly retainer. No hard selling needed. Tell them you’ve been thinking about how a long-term arrangement would help them better accomplish their business goals.
Then, if they’re open to the idea, offer to write up a monthly retainer proposal that lays out everything you’d provide—and the value of working with you on a long-term basis.
2. Coming up with an Ongoing Service
It’s easy for a client to understand why you’d prefer a monthly retainer. You’ll get stable work, a set schedule, and a secure paycheck.
But what’s in it for the client can be less obvious.
What happens when you approach a client about a retainer and they ask you, “Why should I hire you monthly instead of as needed? What’s in it for me?” There are the types of questions on most clients’ minds.
Failing to identify their long-term value—and convey it in a compelling way—is one of the biggest sticking points stopping freelancers from getting the retainer work they want.
For some types of client work, the transition to a monthly retainer comes naturally…
SEO experts can continue to build backlinks and stay abreast of search engine algorithm updates in order to keep their clients’ businesses ranking well. And it makes sense for a PR firm to monitor and manage press about a client on an ongoing basis.
But what about other service providers like designers, developers, and marketers who handle mostly one-time projects? They can land monthly retainers as well… if they’re willing to get a little creative.
Turning One-Off Projects into Retainer Agreements in “Difficult” Industries
If you’re working in a niche where it’s mostly one project after another, you can still enjoy the security of a monthly retainer arrangement with your best clients.
The key is getting clear about why it’s worth it to keep you around instead of seeking out a new service provider whenever they need work done.
For one thing, your time spent helping the client with their one-time project has familiarized you with their unique needs, workflow, and business goals. Working with you again will save them time because you already have a base level of knowledge…
And continuing to work with you going forward will save even more time; you’ll become increasingly efficient. That’s a good point to emphasize when you’re looking for a retainer. If a client agrees to X hours per month, they’ll get more and more value from you because you’ll be able to work faster with an intimate knowledge of their business.
Another thing that help you land retainer arrangements in “difficult” industries is offering complementary and related services. If you’re a web designer, for instance, you could offer to help a client out with basic technical support and website maintenance. Marketers could also offer to create content designed to get leads. And so on.
Your biggest friends are a familiarity with the client’s unique situation and packaged or bundles deals.
Offering Ongoing Services: Examples
Here are a few ideas to get you started landing more monthly retainers in the marketing, web design, and web development industries:
- Regular consulting sessions
- Emergency consulting sessions (for product launches, PR issues, etc.)
- Interviewing target customers to gather feedback and develop customer profiles
- Ongoing competitive research to identify new opportunities in the client’s niche
- Ongoing management of the client’s social media platform and/or PPC campaigns
- Inbound marketing packages (blog posts, social media posts, emails, etc.)
- Split-testing, tracking, and optimizing the client’s website for conversions
- Benchmark reporting
- Minor design and layout updates
- Regular design consulting sessions
- “Design audits” to spot ideas to improve UX and conversions of client’s website
- Conducting surveys on the client’s website for ideas to improve functionality
- Integrating the design into marketing materials, social media profiles, etc.
- Ongoing technical support covering minor issues (such as using the CMS)
- Regular reporting to cover how design changes impact key performance metrics
- Ongoing maintenance and upgrades
- Emergency on-call technical support to handle bugs, crashes, etc.
- Training sessions to empower the client’s team to use custom functionality
- Regular consulting sessions
- Performance audits to assess the client’s website
- Security audits to assess the vulnerability of the client’s website to threats
- Regular benchmark reporting
3.Representing That Service in Your Monthly Retainer Proposal
Once you’ve decided which of your services would benefit the client long term, it’s time to win the client over with a monthly retainer proposal.
A solid proposal won’t just help convince a client to hire you. It also lays out a procedure about the work you’ll be doing every month, when and how the client should pay, what it takes to cancel the retainer, and more.
That probably sounds like a lot of details to handle up front. But the better you can iron these out before a retainer begins, the smoother it will be once you get started.
Here are some important things to keep in mind…
Set Client Expectations Early
A client hiring you to redesign a website has a pretty good idea of what to expect. It’s a one-time thing, and it usually isn’t a problem to straighten out any differences if you aren’t on the same page.
But what if that same client signed a monthly retainer where you agreed to provide minor design updates and ongoing technical support? What do “minor design updates” mean? Are you or them the one who should be working out that glitch with their web host?
Like weeds in a garden, it’s easy for clients’ expectations to grow out of control over the course of long-term project. Because they’ve reserved a chunk of your time, some clients start to think they’re entitled to work you had no intention of doing.
You give in a little here and there, and it becomes a pattern. Eventually you find yourself doing twice as much work as you anticipated.
The best way to keep this from happening is to stop it before it begins. Spell out exactly what a client can expect from you each month.
This could be in the form of a list of work deliverables. Here’s how that might look for a web designer offering to provide ongoing website maintenance:
- Minor updates to XYZ Company’s website design, at client’s request
- Regular updates to WordPress content management system and related plugins to keep XYZ Company’s website fast and functional
- Technical support via email and Skype to help XYZ Company’s team use WordPress and their email marketing platform, AWeber
- Monthly meeting with XYZ Company to discuss ideas for improving website design and to deliver an analytics report detailing work accomplished that month
Or you could specify a maximum amount of hours you’ll reserve for work with that client each month. Deciding to work hourly or by the project is a personal decision that depends on your niche and the type of work you’ll be doing.
Regardless if you frame your deliverables as a list of services or a set number of hours, define your terms. “One weekly blog post” could mean a 500-word post or a 2,500-word one. Don’t leave it up to interpretation, and it won’t come back to haunt you later.
Get It All in Writing
One-time projects are usually pretty straightforward. You do the work you agreed to do, and the client pays you a lump sum or over the course of a few project milestones. Then you’re done.
Monthly retainers can get more complicated than that. But you can avoid potential complications by being thorough about work and payment procedure in your proposal.
It takes some work up front, but it saves a lot of time and trouble later on. And it helps manage clients’ expectations and keep them happy when everything is running smoothly.
In one of our other articles, Greg Ciotti ran down an excellent bullet-point list of what to get in writing for your monthly retainer proposals. Here’s an excerpt from the relevant section:
- The amount you’re to receive each month
- The date you’re to be paid by
- Any invoicing procedures you’re expected to follow
- Exactly how much work and what type of work you expect to do
- When your client needs to let you know about the month’s work by
- What notification you need before the retainer relationship can be ended
- Anything else that is relevant for ensuring that work is completed in a timely fashion
The last thing you want to do is a solid month of work only to run into a payment issue with a client. It’s worth the trouble to take care of these potentially thorny issues up front.
Include Accountability or Regular Reporting
We all know what happens when you start dating someone…
Every moment is special. You appreciate every little thing he or she does. And you can’t wait to go out again. Time can wear away at that sense of excitement, though; the longer you see someone, the easier it is to take them for granted.
A healthy approach to monthly retainers is to “sell the client one month at a time.” Successful proposals win you the chance to help a client that first month. But your work after that determines whether the relationship will continue. The sales process never ends.
Adding a regular accountability or reporting element is a great way to justify the work you did that month and re-sell the client on continuing the retainer arrangement.
Here’s how a reporting element might look in a marketing agency’s monthly retainer proposal:
ABC Agency will meet with XYZ Company’s team once a month to deliver analytics reports detailing the impact of ABC Agency’s marketing initiatives in terms of new website visitors, email subscribers, and customers.
ABC Agency’s team will field questions and gather input from XYZ Company’s team, as well as offer recommendations to make marketing initiatives more profitable based on research of XYZ Company’s competitors, industry, and any product developments.
Give Clients (and Yourself) an Easy Way out
Some agencies and freelancers get aggressive about “locking in” retainer agreements for a quarter, a year, or even longer. It’s understandable; they want stability and the ability to plan their business. But it’s unnecessary, and it scares away good clients.
There’s no need to try to get clients to commit to a long-term retainer agreement. It’s counterintuitive, but giving clients an easy way out of retainers actually encourages them to stick around.
A retainer that’s renewable every month works like a guarantee. It shows clients you’re so confident in the value of your long-term services you’ll let them leave freely if they’re unhappy. And it makes it easier for you to get out if the arrangement turns sour.
The language for the process to cancel the retainer might look like this:
This agreement will renew automatically at the end of each month unless either XYZ Company or ABC Agency provides written notice of cancelation. Either party can terminate the agreement for any reason with 30 (thirty) days advance written notice to cancel. If XYZ Company does not provide proper notice the month it intends to cancel, retainer fees are due in full for that month.
Spell out What Will Happen if the Workload is More or Less Than Anticipated
With monthly retainers, your client’s demands will fluctuate from month to month. They might have a ton of you to do in January, but hardly anything in February. The only way to know for sure is to wait and see.
That’s why it’s a good idea to spell out what will happen if the workload is lighter or heavier than anticipated.
What if the client assigns you 40 hours of work when you’ve only agreed to 25 that month? What if they only need one blog article instead of the four you agreed to write? Your monthly retainer proposal is the perfect place to figure these things out.
An easy way to handle this: set the monthly payment you agreed to as the “floor” or minimum payment the client will make regardless of the work load. Then you can set out what will happen with payment if the workload exceeds the amount of tasks (or hours) you agreed to work each month.
An example might go like this:
XYZ Company agrees to pay a fixed amount of $1,500 (fifteen hundred dollars) per month. This amount retains ABC Agency for up 20 (twenty) hours of online marketing consulting per month. Any additional time ABC Agency works for XYZ Company during the month will be billed at $75 (seventy five dollars) an hour, invoiced at the end of the monthly period, and payable by the 10th business day of the following month.
It’s good business sense to give clients a heads up when they’re getting close to the maximum work you agreed that month. It helps them plan their budget, and it also shows them you’re genuinely interested in what’s best for them (instead of just inflating your monthly bill).
Get the Financial Stability You Deserve
Even if you’re working in an industry dominated by one-time projects, you can convince some of your best clients to keep you around month after month.
The key is proving yourself in a one-time project, packaging your services in a way that makes sense for the long haul, and sealing the deal with a monthly retainer proposal.
The worst thing a client can do is say “no.” And the rewards—regular income, security, and –are more than worth it!
How do you write a retainership proposal? ›
- List all of the client requirements and expectations. From this list, figure out what fits into which section. ...
- Practice writing persuasive pitches. A retainer proposal is indeed a pitch that you are making to the client. ...
- Follow a template.
- Client's name and contact information.
- Your business name and contact information.
- A detailed project description.
- Services or products provided.
- Pricing estimate.
- Terms and conditions.
- Estimated timeline.
So, how is a consulting proposal different from a business proposal? In a business proposal, two or more entities are expected to provide services to each other. On the other hand, a consulting proposal's main focus is the needs of the client and how these needs can be fulfilled by the consultant.How do you structure a retainer fee? ›
- Client pays a set amount each month to access a certain amount of time. ...
- Client pays a set amount each month for a specific set of deliverables. ...
- Client pays simply to have access to the freelancer.
A retainer agreement is a long-term work-for-hire contract between a company and a client that retains ongoing services from you (as a consulting business) and provides you with a stable amount of payments.What are the 4 C's in proposal? ›
An effective grant application will be clear, concise, comprehensive, and compelling. These four “C”s may help you focus the drafting and revision process for any application.What are the 5 steps of consulting engagement? ›
Engagement management has five major phases: proposal, kickoff, delivery, closure, and archive. The proposal has a project charter with three key components. A statement of work with background, scope, approach, and assumptions. The SOW specifies the deliverables that'll be provided to the client.How do I write an RFP for consulting services? ›
- Provide Background Information. ...
- Outline the Project. ...
- Describe Your Scope of Work. ...
- Define Goals, Metrics and Current Roadblocks. ...
- Define Your Budget. ...
- Include Submission Requirements. ...
- Review and Send. ...
- 5 Things to Look for When Hiring Independent Talent.
She had the highest bid. He made a bid of $100 for the painting. He made the opening bid.What should a bid proposal look like? ›
Your bid proposal should include a cover letter and executive summary that outlines the main project description. The rest of the proposal should provide substantial detail about the project and how you will manage the work.
What is an example sentence for bidding? ›
- Bidding is not expected to open until the new year. ...
- Bidding at auction can be a daunting process as you go up against hundreds of other people for the same lots. ...
- The bidding process exposed the greed of the ruling elite. ...
- It needs allies to do its bidding.
Seven C's of Consulting, Second Editionoffers just such a model, Mick Cope's proven 7Cs--client, clarify, create,change, confirm, continue and close.What are the 2 basic types of business proposal? ›
Types of business proposals
Business proposals can be solicited and unsolicited. A solicited proposal is sent upon customer request and can be formal or informal. An unsolicited proposal is sent out as a base test and, in this sense, is similar to a cold email.
Retainer fees are often based on the rates you would charge under other payment models. For instance, if you charge $100 per hour for your services and typically work 40 hours per week for clients, you would likely look to charge a $4,000 monthly retainer.What is retainer fee examples? ›
Example of a Retainer Fee
For example, a lawyer may charge a $500 retainer fee. If the lawyer charges a total of $100 an hour, the retainer covers all services up to the five-hour limit. The lawyer then bills the client for the cost of any additional hours they invest on behalf of the client.
Attorneys typically charge an average of $100 to $300 an hour, while a consultant may charge $50 to $150. No matter your profession, though, it's good to find a reasonable rate that works with your experience level and your success rate in the industry.What should be included in a retainer agreement? ›
A retainer agreement is a contract between a client and a professional who requires an upfront payment applied to future work. A retainer can be set up as a one-time payment or for a recurring period. The agreement will detail compensation, hours, contingencies, and any other terms for the services provided.How do I write a retainer agreement? ›
- Hourly. Offer the client a specific number of hours of work per month. ...
- By deliverable. Promise to deliver a set number of “products” or “services” per month. ...
- For access. In some instances, a client might pay a monthly fee for access to your services.
- Abstract/Summary. The abstract is the most important component of the proposal. ...
- Statement of Need. What is the issue that you are addressing and why does it matter? ...
- Project Activity, Methodology and Outcomes. ...
- Evaluation. ...
- Dissemination. ...
- Budget and Continuation Funding.
- A well-stated definition of the problem. ...
- A clearly stated proposal to solve the problem. ...
- Awareness of alternative proposals. ...
- An evaluation of the benefits of your proposal. ...
- Possible counter arguments to your proposal. ...
- A careful analysis of your audience. ...
- A reasonable, sensible tone.
What are the 6 types of project proposal? ›
- Solicited. Sent to respond to a Request for Proposal. ...
- Unsolicited. Sent without an RFP. ...
- Informal. Sent in response to an informal client request. ...
- Renewal. Sent to an existing client to encourage them to renew your services. ...
- Continuation. ...
But you can always rely on the fact that any project will encompass these three basic principles: Process, People, and Prerequisites.What is the rule of 3 in consulting? ›
One of the most simple tools of communicating a message among consultants is the often shared three step approach: Tell them what you will tell them. Tell them. Tell them what you told them.What are the three 3 fundamental rules of consulting? ›
One of the best or at least most accessible theoretical frameworks I found was Gerald Weinburgers “secrets of consulting” which presents his three laws: There's always a problem. It's always a people problem. Never forget they're paying you by the hour.How do you write a strong RFP? ›
- Define your project and needs.
- Write an introduction.
- Explain your company's and project's history.
- Describe your project's requirements.
- Explain how vendors should respond.
- Outline your selection criteria.
- Note your timelines.
Who creates an RFP varies from company to company. Some businesses have an RFP manager whose job is to oversee the entire RFP process. Other companies have executives who manage RFPs by working with department heads. Many times, department managers issue RFPs related to projects in their departments.How do you write a simple bid? ›
- Client's contact information.
- Contractor's contact information.
- Job name.
- Purpose of the proposal and project.
- Services or products that would be provided.
- Pricing information.
- Additional terms and conditions of the agreement.
- Estimated project timeline.
- A bid is not an info packet. ...
- A bid should be personalised for the client. ...
- A bid should show that you clearly understand the job. ...
- A bid should show how you will provide value. ...
- The devil is in the detail. ...
- And don't forget.
- Why the bid is relevant – what the problem is.
- Strategic fit – explain how your application links to other priorities and initiatives.
- What the outcomes and impact will be if they fund it.
- Why your organisation is ideally placed to deliver the project.
Proposals are often organized into three sections: technical, management, and cost. The objective of the technical section is to convince the customer that the contractor understands the need or problem and can provide the least risky and most beneficial solution.
How do I make my bid stand out? ›
One of the best ways to make your bid stand out is to provide your potential customers with testimonials. The more you can show them that you've had successful projects and happy clients in the past, the easier it will be for them to trust your work.
A bid can be made by an individual or an agency as a response to another party that is interested in completing a project. A proposal is used to form a new relationship with a business and it generally involves competition with other businesses who are also submitting proposals.What do you say during bidding? ›
Some typical filler words taught at auction schools, are "dollar bid", "now", and "will ya give me?". The typically taught chant for beginning auctioneers follows the pattern: "One dollar bid, now two, now two, will ya give me two?What is a bidding quote? ›
The term "bid and ask" (also known as "bid and offer") refers to a two-way price quotation that indicates the best potential price at which a security can be sold and bought at a given point in time. The bid price represents the maximum price that a buyer is willing to pay for a share of stock or other security.What are the rules of bidding? ›
Once a bid is accepted, the seller has no right to accept a higher bid, nor can a buyer withdraw the buyer's bid[ii]. Generally, an auction is complete when the bid is accepted. A binding contract is created by the auction. The seller can also set a reserve price in advance.What are the 5 C's of consulting? ›
Intervention. The intervention provided training in consultation based on the 5Cs model, an educational tool designed to standardize and formalize the process of communication: Contact, Communicate, Core Question, Collaborate, and Close the Loop (i.e., review and repeat key information).What is McKinsey 7 step change model? ›
The McKinsey 7-S Model is a change framework based on a company's organizational design. It aims to depict how change leaders can effectively manage organizational change by strategizing around the interactions of seven key elements: structure, strategy, system, shared values, skill, style, and staff.Who developed the McKinsey 7 5 framework? ›
McKinsey 7s model was developed in 1980s by McKinsey consultants Tom Peters, Robert Waterman and Julien Philips with a help from Richard Pascale and Anthony G. Athos. Since the introduction, the model has been widely used by academics and practitioners and remains one of the most popular strategic planning tools.What comes first in a business proposal? ›
The introduction to your business proposal is always the title. Creating a strong, solid title page gives a prospective client an idea of the value proposition, as well as what is going to follow within the proposal. This is the first step in getting eyes on your work.What are the 4 types of project proposal? ›
The six major types of project proposals include: solicited, unsolicited, informal, renewal, continuation and supplemental project proposal.
What is 7 steps of consulting process? ›
The slide covers 7 step framework of consulting process. It includes, defining a problem, structure problem, prioritize issues, develop issue analysis and analysis plan, conduct analyses, synthesis findings and develop recommendations.What are the 8 steps in the consulting process? ›
The eight phases mentioned in Consulting on the Inside are contract, agreement, information and assessment, feedback, seeking alignment, change targets and transition strategies, implementation and the last one: evaluation and learning.What are the deliverables of a consulting project? ›
In project management, a deliverable is anything produced or provided at the end of a process. It can be something tangible like a book or phone or intangible such as improved sales or higher SEO rankings. The product can also be the size of ships and infrastructure or RFIDs and microchips.What is an example of retainership? ›
A recurring payment used for an ongoing relationship between the client and the consultant. Example: A client pays a retainer of 10 hours for accounting services every month.What is retainer agreement example? ›
A retainer agreement is a contract between a company and a service provider that lays out the details of a retainer arrangement, for example, the length of the retainer period, the payments that will be provided and details of termination.What is the difference between a retainer and a consultant? ›
A retainer fee is a sum that a client pays to a consultant to secure their services. Clients usually pay these fees upfront before consulting services begin. Although many consultants require full payment before they begin working, a retainer fee can also be a small sum that clients pay to secure service.What is the difference between retainer and retainership? ›
Retainership is a type of retainer paid by companies and firms as an alternative to long-term contracts. A retainership fee, also known as a retainer for short, is the fee charged by legal professionals that "retains" them to act on your behalf at any time during the year.What is a retainer for a consultant? ›
What is a consulting retainer? A consulting retainer is an up-front fee paid by the client for consulting work. This fixed sum is paid in full to secure the services of a consultant for a predetermined period, usually to assist with specific project deliverables.What is a retainer model? ›
What is a Retainer Model? A retainer is a pricing model based on the agreement that a client retains ongoing services from you. It's different from other pricing models in a way that the customer agrees to pay in advance during a set period of time for professional work to be negotiated later.What is the difference between a retainer and a salary? ›
A retainer is used to secure the time of a service provider, and the salary is typically paid at the start of every month with work carried out after payment. A contract is typically longer term and payment is made after the work has been carried out by the service provider.
What are the retainer rules? ›
The typical guideline for a removable retainer is to wear it full time, except for mealtimes and cleanings, for the first 4 to 6 months after your braces are removed, according to the Canadian Association of Orthodontists.How do you pitch a retainer to a client? ›
- Pitch only to existing clients or clients you know well. Never pitch a retainer agreement to someone you've never worked with before. ...
- Present the retainer as a way to get “front of the line” status. ...
- Highlight the benefit of predictable budgeting. ...
- Include a small discount (maybe)