How do I price white-label work and keep my margin?
How do I price white-label work and keep my margin?
Price the client on the value of the outcome, not on your partner's invoice. Get a fixed price from your partner for a defined scope, add your strategy, project management and risk on top, and sell it as one number. Most agencies land between 20% and 50% over partner cost. The margin dies in change requests, so price those too.
Three ways to price it
Model | How it works | Best for | Margin risk |
|---|---|---|---|
Fixed bid + markup | Partner quotes fixed; you add your layer | Well-defined builds | Low, if scope is locked |
Time and materials, passed through | Partner hours at your rate | Fuzzy or ongoing work | Medium: clients see hours |
Retainer | Monthly fee for a pool of work | Upkeep and steady improvements | Low, if hours are capped |
What your markup actually pays for
Your markup isn't padding. Price those out loud, at least to yourself.
Strategy
QA review
The client meetings
The risk that you're the one accountable if something slips
Where agencies lose the margin
Enter a partner cost and a client price, then open the leaks. Each one costs you a share of the job. Plug it to see the fix.
Planned margin$16,00040% over partner cost
What's left$16,000Nothing leaking
How we price agency work. Pick the model that matches how your work comes in.
How we price agency work. Pick the model that matches how your work comes in.
Option 01
Fixed bid
We work with you to engineer the solution together, then put a final bid together for your client. The bid comes with an attached scope, and we agree the rate for scope changes before they happen.
- One price for a defined scope
- Change rate agreed up front
Option 02
Agency rate
A discounted hourly rate for agencies whose work comes in at an inconsistent pace, so you can put your own pricing together with confidence.
- Discounted hourly rate
- Built for work that comes in spikes
Option 03
Retainer
For agencies we're on the phone with regularly, running several projects at once, we reduce our rate even further. Efficiency goes through the roof: we understand your expectations, know who has the knowledge we need, and know which Mexican restaurant is your favorite.
- Our lowest rate
- Several projects at once
Our current agency terms
On a fixed bid, scope changes run at a rate we agree before the work starts, so you can price them to your client without guessing.
- 15Years with our longest agency partner
- 8+Agencies we've built for under their brand
- 30Days on call after launch
- NDAOn every engagement
When markup is the wrong model
The client already knows the partner and expects pass-through pricing.
You're adding no strategy or management.
Then a referral fee may be more honest.
Related questions
Should I hire internal developers or partner with a third party?
Hire when development is steady and part of what you sell. Partner when the work comes in spikes.
How does white-label web development actually work?
You sell and manage the project; the partner builds it under your name.
Should I tell my client I'm using a partner?
You don't have to, but never hide it if they ask.
Can a development partner handle SEO and AI visibility under my brand?
Yes. The technical half is engineering: keep the strategy and reporting, and let the partner fix what's under the hood.
How do agencies outsource development without losing control of the client?
Back to the agencies guide.
Pricing a build right now? Send the scope.
Pricing a build right now? Send the scope.
We'll send back a fixed partner price so you can build your number on solid ground.