How to Price White-Label Delivery Without Killing Your Margin

Start from hours, not from competitors

Estimate the real delivery hours per client per month, apply your blended fulfilment rate, then set the retainer at a multiple that protects strategy and sales time.

The 3x rule of thumb

If fulfilment costs you $500 per client per month, a $1,500 retainer keeps roughly a third for delivery, a third for overheads and sales, and a third as profit.

Build a buffer into scope

Cap included hours explicitly and price overflow at your sprint rate. Unlimited scope is the fastest route to a negative-margin client.

Review quarterly

Client scope creeps quietly. A quarterly hours review against actuals keeps pricing honest for both sides.