title: How to make freelance clients understand the costs of developing and maintaining mature products?
body: <p>I have a freelance web application project where the client requests new features every two weeks or so.  I am unable to anticipate the requirements of upcoming features.  So when the client requests a new feature, one of several things may happen:</p>
  
  <ol>
  <li><p>I implement the feature with ease
  because it is compatible with the
  existing platform</p></li>
  <li><p>I implement the feature with
  difficulty because I have to rewrite
  a significant portion of the
  platform's foundation</p></li>
  <li><p>Client withdraws request because it
  costs too much to implement against
  existing platform</p></li>
  </ol>
  
  <p>At the beginning of the project, for about six months, all feature requests fell under category 1) because the system was small and agile.   But for the past six months, most feature implementation fell under category 2).  The system is mature, forcing me to refactor and test everytime I want to add new modules.  Additionally, I find myself breaking things that use to work, and fixing it (I don't get paid for this).</p>
  
  <p>The client is starting to express frustration at the time and cost for me to implement new features.  To them, many of the feature requests are of the same scale as the features they requested six months ago.  For example, a client would ask, "If it took you 1 week to build a ticketing system last year, why does it take you 1 month to build an event registration system today?  An event registration system is much simpler than a ticketing system.  It should only take you 1 week!"  Because of this scenario, I fear feature requests will soon land in category 3).  In fact, I'm already eating a lot of the cost myself because I volunteer many hours to support the project.</p>
  
  <p>The client is often shocked when I tell him honestly the time it takes to do something.  The client always compares my estimates against the early months of a project.   I don't think they're prepared for what it really costs to develop, maintain and support a mature web application.</p>
  
  <p>When working on a salary for a full time company, managers were more receptive of my estimates and even encouraged me to pad my numbers to prepare for the unexpected.   Is there a way to condition my clients to think the same way?</p>
  
  <p>Can anyone offer advice on how I can continue to work on this web project without eating too much of the cost myself?</p>
  
  <p><strong>Additional info</strong> - I've only been freelancing full time for 1 year.  I don't yet have the high end clients, but I'm slowly getting there.  I'm getting better quality clients as time goes by.</p>