How to price a training course or workshop

A good course price covers your costs at realistic attendance, leaves a margin and still makes sense to the person approving the expense. Start with the numbers, then decide how to present them.

1. List every cost

Split costs into fixed costs, which you pay however many people come, and costs per attendee.

• Fixed: venue, trainer or speaker fees, travel, equipment, marketing, the registration platform's flat fee.
• Per attendee: printed materials, catering, certificates, any percentage platform fee and card processing.

2. Use realistic attendance, not room capacity

Price for the number of people you expect, not the number of chairs. If you usually fill a room of 30 with 24 people, use 24. Your past events are the best guide.

3. Find your break-even price

Break-even price = fixed costs ÷ expected attendees + cost per attendee.

Example with sample numbers: a one-day course with a $800 venue, a $1,200 trainer and $39 for registration has $2,039 in fixed costs. At 24 attendees, that is $85 each. Add $25 per person for materials and lunch, and the break-even price is about $110 before card processing.

Price above break-even with a margin you are comfortable with. In the example, $150 per seat leaves about $40 per attendee before card processing, and covers a few no-shows or empty seats.

4. Watch how fees grow with price

With a percentage fee, every price increase also increases the platform's share. At 5%, a $150 ticket costs $7.50 in platform fees, or $180 across 24 attendees. A flat fee stays the same whatever you charge. Compare both in the fee calculator.

5. Add ticket types with a reason

• Early bird: a lower price with a clear deadline. It brings registrations forward so you can confirm the course or cancel early.
• Group: a lower price per person for three or more from one organization.
• Standard: the full price after the early bird deadline.

Use coupon codes for partners, returning trainees or member organizations instead of creating a ticket type for each one.

6. Make it easy to approve

Many professional trainees need a manager or finance team to approve the cost. State what is included, the date, the duration and any certificate of attendance. Ask for the company name at registration so invoices and receipts are correct.