A 20% cut in your transaction costs doesn't improve your profit by 20%. It can improve it by a lot...
In the last post we saw how large buyers push their transaction costs onto you. Now flip it. When you work through the right professional services marketplace, you can move a chunk of that friction onto the customer - and have them pay for it, willingly.
The same principle, pointed the other way
Transaction costs get allocated to whoever has less leverage. Big corporates use their size to push friction down onto suppliers. Individual Professionals rarely have that leverage alone - but an online marketplace for professional services does, and it carries that leverage on your behalf.
What "shifting the fee" actually means
On a well-designed marketplace for professional services, several of your most expensive transaction costs are handled by the platform and paid for by the client:
- Getting found - the platform does the marketing that brings the client to you, instead of you spending unbilled hours prospecting.
- Trust and verification - the client relies on reviews and platform checks, so you spend less time proving you're credible.
- Payment security - escrow means the money is committed before you start, so your collections risk and chasing time drop sharply.
- Dispute handling - a defined process replaces the hours you'd otherwise spend arguing over small sums.
The client pays a platform fee for all of this - a fee that covers friction you would otherwise absorb yourself and bury in your margin.
Why the client accepts it
Because they get something for it: a vetted Professional, a secure payment, verified reviews, and a fallback if things go wrong. The fee buys them reduced risk - genuinely worth paying for. You're not extracting anything unfair; you're letting a third party carry the friction and charge the party who values the protection most.
What it does to your economics
Go back to the engagement you costed earlier in the series. Now strip out the parts the marketplace absorbs:
- Less prospecting time (the client came to you).
- Less time proving trust (your reviews do it).
- Less collections risk and chasing (escrow holds the funds).
- Less dispute exposure (a process exists).
Those are exactly the front and back-loaded indirect costs that hurt small engagements most. Remove them, and low-value work that used to run at break-even can become genuinely profitable — quietly widening the range of clients you can afford to serve.
The takeaway — and the series in one line
Transaction costs are the hidden tax on professional work. You can't eliminate them, but you don't have to be the one who pays them. See them, measure them, shrink them, notice who's making you carry them - and then shift the ones you can, through a professional services marketplace, onto the party best placed to bear them.
Get it right, and you improve your margin without raising a single price or working a single extra hour.
Check out our guide to Profitability in Professional Services here.
