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Another way to approach it (and this depends HIGHLY on the client) is to charge them on a per-feature basis. For example if we were to build our own CMS with lets say Wordpress's functionality it would take like 300 hours to do. Probably even more. And the cost of that to do from scratch would be huge. So with that said charging someone for a CMS install at a flat rate using a feature list as your selling point makes the client feel like they are getting an extraordinary deal. At that point, then you charge for billable hours From a business standpoint doing things like this HIGHLY decreases your overhead. This way your non-billable work such as phone-calls, follow-ups, MEETINGS and initial consultations are digested a whole lot easier. Not to mention this also compensates for any slow points in the yearly cycle.