Take the $100 an hour and multiply it by 1,500 hours a year. This is reflecting a 75% utilization rate; or 75% of a typical forty hour work week as billable time. Now you're at $150,000 a year gross.

Salary and Affordability

As a small business computer consulting firm, you will want to take a third of the gross and plow it into sales and marketing. Therefore you can afford a $40,000 base salary for your sales account executive. So, of that one third of your gross small business computer consulting income, $40,000 can go to the base salary and $10,000 can go to related marketing expenses.

Additionally, one third will take care of taxes, insurance and overhead items for the most part, and you have a third of it or $50,000 left to pay a technical staff salary.

Surpassing $100 an Hour

You may be considering exceeding a rate of $100 an hour for your small business computer consulting firm. At that point, you can hit what we call the not-so-imaginary-hourly-billing-rate ceiling.

Needless to say, if your small business computer consulting clients are paying $110 to $125 an hour, it gets even easier to be able to afford really bright, motivated, highly qualified sales and technical staff.

Higher Rates Equal Bigger Businesses

However, if you want to charge above $100 an hour in your small business computer consulting firm, you'll almost always need to move above and beyond sweet spot small business clients into really large small businesses, medium size businesses and enterprise-sized accounts that require a different business model and technical skill set.

Once you do that, you're going to be operating under a completely different type of business model. And you will need even more polished and seasoned salespeople to be able to handle those accounts.

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