Episode Summary
What happens when you realise your pricing model isn't just flawed—it’s sabotaging your freedom?
This is a raw, practical, and candid conversation with Elina Jutelyte, founder of the Freelance Business Community, who has spent nearly a decade navigating the complex web of freelance economics across Europe.
In this month's European Freelancer Special, we pull back the curtain on the emotional labour of pricing, the illusions sold to new freelancers, and how impostor syndrome sneaks in when we confuse execution with expertise.
We discuss transitioning from charging by the hour to charging by value (and why both approaches still have a place), how motherhood reshaped Elina’s business model, and what the gig economy gets completely wrong about autonomy.
If you’ve ever wondered why your pricing doesn’t feel right—or how to break the cycle—this one’s for you.
"I had retainers, hourly rates, day fees, projects... but I was still losing money. Something had to change."
Timeline Highlights
[00:28] Bernie welcomes Elina to the European Freelancer Special
[00:42] Elina introduces herself and the evolution of the Freelance Business Community
[01:39] First event of the year: Freelance Business Pricing Forum
[02:27] The emotional confusion around hourly pricing—and why it’s not always bad
[03:48] How Elina lost money switching pricing models—and what she learned
[05:07] What the Pricing Forum will cover: psychology, raising rates, minimum pricing, AI, and more
[06:28] Bernie reflects on experience, confidence, and the psychology of writing proposals
[07:50] Why confidence and asking the right questions matter more than we admit
[08:23] The invisible cost of not investing in your freelance education
[10:09] Bernie asks about zero-hours culture, gig economy realities, and exploitation
[12:11] Platform workers, fake independence, and the complexity of freelance categories in Europe
[16:47] "You started freelancing for freedom, but now you’re working twice as hard."
[18:36] Elina on burnout, motherhood, and the transition to consultancy
[20:36] Realising you already have a framework—but haven’t named it
[21:45] Elina’s formula: Fix yourself first, then help others
[22:45] AI for freelancers: Proposals, clarity, and unexpected prompts
[26:21] Using AI to unlock hidden knowledge in academic research and everyday tools
[28:16] Closing thoughts and links to everything mentioned
Freelance Pricing Isn’t Just Maths
From Circle to Confidence
Elina shares how she transitioned the Freelance Business Community from scattered tools to a unified home on Circle—and how that shift mirrors the clarity she’s building around freelance pricing. The move wasn’t just technical; it was emotional. It’s about stepping into your value and bringing others with you.
Pricing Isn’t Morality
Hourly rates aren’t evil. Project fees aren’t the holy grail.
Elina dismantles the myths and emotional narratives that confuse freelancers—and reveals how her assumptions cost her money until she took a step back and recalibrated.
When Working for Yourself Becomes a Trap
How working “for yourself” can slowly become worse than employment.
Elina explains how parenthood forced her to redesign her business—and how that moment of constraint created clarity, priorities, and a better offer.
Burnout, Branding & Becoming a Consultant
Many freelancers are already consultants, but don’t realise it.
We discuss how to name your frameworks, document your processes, and transition from endless execution to high-trust advisory roles.
Zero-Hours, Gig Work & Fake Freedom
We delve into the complex realm between freelancers and platform workers.
Bernie shares examples from Just Eat and Uber, while Elina outlines how European governments are grappling with fake independence and what policies might help.
AI Isn’t the Future—It’s the Assistant You’ve Needed
Elina and Bernie swap tools and tactics—from Google Notebook to ChatGPT—and discuss how they utilise AI to accelerate research, refine proposals, and reclaim hours lost to administrative tasks and formatting.
Links & Resources
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