How to Price Concierge Nursing Without Guessing

Copying another nurse’s hourly rate is not a pricing strategy.

Nurses are accustomed to seeing an hourly wage. Business pricing is different because the client-facing hour may be supported by additional unpaid work before and after the appointment.

Your price must cover more than the minutes spent with a client. A mobile or concierge service may also require travel, scheduling, review of records, care coordination, documentation, follow-up, supplies, payment-processing fees, insurance, software, bookkeeping, taxes, marketing, and uncompensated cancellations or gaps.

Start with the variable cost of delivering one appointment or package:

Direct labor + travel time + mileage + supplies + transaction fees + other delivery-dependent costs = variable cost to deliver

Your contribution margin is the selling price minus those variable delivery costs. That margin must be large enough to cover fixed overhead, owner compensation, taxes, reserves, and reinvestment; what remains after all expenses is profit.

For example, a $200 appointment is not $200 in profit. If delivery-related costs total $125, the contribution margin is $75 before fixed expenses and taxes. If acquiring that client through advertising costs $90, the first appointment loses money unless the client predictably purchases again with adequate margin.

That is why packages should not be created merely to make the price look larger. A package works when it matches a real client need, has a defined scope, remains operationally manageable, and produces sufficient margin.

Track at least:

1. revenue per client;
2. variable cost per visit or package;
3. contribution margin;
4. acquisition cost by channel;
5. cancellation and refund losses;
6. repeat-purchase or referral rate;
7. total hours, including non-billable work.

Your nursing expertise has value. Sustainable pricing protects your ability to deliver it responsibly.

Your next step: Calculate the cost of one real or proposed appointment using your expected labor time, travel, mileage, supplies, fees, follow-up, and variable overhead. Do not publish a price until you know what remains after delivery.

Use the Nurse Unchained™ Guidebook and Workbook planning tools to test your offer, cost, capacity, and revenue assumptions before a guess becomes a public price.

Note: The [SBA startup-cost guidance](https://www.sba.gov/business-guide/plan-your-business/calculate-your-startup-costs) recommends separating one-time expenses from monthly expenses and estimating costs before launch. Your service-level pricing analysis should also separate variable delivery costs from fixed business overhead.