Most business owners underestimate the gap between physical security and cyber protection—and even more don't know how pricing works differently for each. Understanding these two service lines separately will help you position your consulting practice competitively and capture clients who desperately need both.
Why Pricing Differs Between Physical and Cyber Consulting
Physical security consulting typically involves on-site assessments, door-to-door inspections, and hands-on vulnerability testing. You're traveling, spending time in the field, and producing written reports with photos and recommendations. Cybersecurity consulting, by contrast, is often remote, scalable across multiple clients simultaneously, and relies heavily on automated scanning tools and software licenses.
This fundamental difference drives pricing structures. A locksmith-turned-consultant charging for a physical security audit needs to account for labor, travel, and site-specific findings. A cybersecurity firm can spread fixed software costs across many clients, allowing lower per-client fees but higher total margins.
Physical Security Consulting: Typical Fee Models
Most physical security consultants charge either hourly rates or fixed project fees.
Hourly rates for on-site security assessments typically range from $75 to $250 per hour, depending on your market, credentials, and specialization. If you're certified by organizations like ASIS International or have 10+ years of experience, you can command the higher end. Include travel time in your billable scope—clients expect transparency on how you account for it.
Fixed project fees work better for predictable jobs:
- Small retail location assessment: $1,500–$3,500
- Multi-building commercial complex: $5,000–$15,000
- Apartment building or warehouse: $3,000–$8,000
- Critical infrastructure evaluation: $10,000–$50,000+
These ranges assume a thorough walk-through, vulnerability identification, written recommendations, and a follow-up meeting. Longer timelines or larger properties push fees higher.
Cybersecurity Consulting: A Different Price Architecture
Cybersecurity consultants often use subscription or retainer models because ongoing monitoring and updates matter.
Monthly retainers for small-to-mid-sized businesses typically run $1,500–$5,000 depending on company size, network complexity, and risk level. Larger enterprises pay $5,000–$15,000+ monthly for dedicated support.
Per-project assessments (penetration tests, vulnerability scans, compliance audits) cost $2,000–$10,000, again scaling with scope. A one-day network vulnerability assessment for a 50-employee firm might be $3,500; a multi-week assessment for a financial services company could hit $25,000+.
The key: cybersecurity lends itself to recurring revenue in ways physical security often doesn't, unless you're offering alarm monitoring or ongoing perimeter patrols.
The Hybrid Advantage
Smart consulting firms offer both. A comprehensive security audit that covers physical access, surveillance systems, and network security creates stickier client relationships and justifies higher overall fees. You can position this as a "360-degree security assessment" and charge $8,000–$20,000 for small-to-mid businesses.
Bundling also reduces your sales friction. Instead of pitching two separate consultants, clients get one trusted advisor. You can upsell monitoring, system upgrades, or training after the initial assessment.
Positioning Your Services for Growth
Clarify your expertise upfront. If you specialize in physical security, own it. Don't pretend to be a cybersecurity expert unless you genuinely are—referrals to trusted partners build credibility, not cost you leads.
Use credentials strategically. CPP (Certified Protection Professional), PSP (Professional Security Practitioner), or industry-specific certifications justify premium pricing. Display them prominently on your website and proposals.
Offer tiered packages. A "Basic" assessment covers essential vulnerabilities and costs $2,000. A "Comprehensive" review adds deep-dive interviews, historical risk analysis, and implementation roadmap—priced at $5,000. A "Premium+" includes 90-day follow-up monitoring and actionable dashboards at $7,500. This gives price-sensitive clients an entry point while capturing higher-budget decision-makers.
Document everything. Your reports are the product. Include photos, specific findings, risk ratings, and implementation timelines. Clear, professional documentation justifies your fees and becomes a sales tool for upsells.
Listing your services on platforms like Mercoly helps potential clients find you when they're actively searching for security assessments, helping you win leads and close deals faster.
Frequently Asked Questions
Q: Should I charge separately for travel time on physical security audits? Yes—factor travel time into your total hours or add a flat travel fee ($150–$300 per site) unless you're within 15–20 minutes. Clients accept this if you're transparent upfront.
Q: Can I offer both physical and cyber consulting without deep expertise in both? Absolutely—partner with a trusted specialist for services outside your wheelhouse and earn referral fees or subcontract margins. This keeps clients in your ecosystem while maintaining credibility.
Q: What's the best way to price recurring security monitoring? Charge monthly retainers ($500–$2,000) for routine check-ins, perimeter patrols, or alarm system monitoring. This predictable revenue stream offsets the lumpiness of one-time audit fees.
Start by auditing your current service offerings, positioning them clearly by specialty, and testing the tiered pricing model with your next five prospects.