If you’ve ever looked at your monthly statements and felt a sting seeing how much revenue went to credit card companies, you’re not alone. For accounting and professional services firms, that 2-3% fee on every transaction isn't just a minor cost of doing business—it's a significant profit leak that can add up to thousands of dollars a year. This is where the strategy of passing on credit card fees to customers comes into play. It’s a direct way to protect your bottom line, but it often comes with questions. Is it legal? Will clients push back? This guide will walk you through everything you need to know, from the legal rules to the best way to communicate the change, so you can plug that revenue leak with confidence.

Key Takeaways

• Know the Law to Avoid Headaches: Before you add a single fee, verify that your state and credit card network allow it. The rules vary by location, so doing a quick compliance check protects your firm from fines and keeps your payment processing secure.
• Make It a Choice, Not a Mandate: No one likes surprise fees. To maintain trust, be upfront about your policy and always offer a fee-free payment option. When clients can choose between paying a small fee for convenience or using a free method like ACH, it keeps them in control.
• Use the Right Tools to Automate: Don't create more manual work for yourself. A modern billing system can automatically apply your fee policy based on the payment method a client chooses. This eliminates errors, saves time, and ensures you protect your profit margins on every single transaction.

What Are Credit Card Processing Fees?

If you’ve ever looked at your monthly statements and wondered where a chunk of your revenue went, you’ve probably met credit card processing fees. Simply put, they’re the cost of doing business with credit card companies. Every time a client pays you with a credit card, a small percentage of that transaction goes to the card-issuing bank, the card network (like Visa or Mastercard), and your payment processor. It’s the price of convenience for your clients.

While these fees are a standard part of accepting plastic, they don’t have to be a drain on your firm. One way businesses recoup this cost is by adding a small fee, often called a surcharge, to the client’s bill. It’s important to know that credit card surcharges are meant to compensate for processing costs and should only apply to credit card transactions, not debit cards or ACH payments. Understanding these fees is the first step toward creating a payment strategy that works for you, not against you.

How Fees Impact Your Business

Let's be real: credit card processing fees can feel like a pesky, unavoidable tax on your hard-earned revenue. For accounting and professional services firms, these small percentages add up quickly, especially with high-value invoices or recurring retainers. Over a year, you could be losing thousands of dollars, which directly impacts your profitability and cash flow.

Passing these fees on to clients is a way to protect your bottom line, but it’s a delicate balance. While it can improve profitability, it’s essential to handle it legally and consider the potential impact on customer relationships. The goal isn't to surprise your clients with hidden charges but to create a transparent payment policy that keeps your firm financially healthy while still offering the convenience your clients expect.

Breaking Down the Components

The term "processing fees" actually covers a few different charges bundled together: interchange fees, assessment fees, and the processor's markup. But you don't need to get lost in the weeds. What matters most is understanding the rules around what you can pass on to your clients. When you add a surcharge, it isn't just a number you pull out of thin air.

Legally, surcharges are capped. They can't be higher than the actual cost you incur for processing the card, and they generally can't exceed 4% of the total transaction, whichever is lower. The exact rules can vary by state and card network, so it’s not a one-size-fits-all situation. Think of it as recouping a direct cost, not as a way to add profit.

Protecting Your Profit Margins

At the end of the day, every dollar counts. When you absorb credit card fees, you’re effectively giving a small discount on every single credit card transaction. This is a common frustration for business owners, and many feel it directly impacts their profitability. If 3% of your revenue is walking out the door before it even hits your bank account, that’s a significant leak in your financial bucket.

Implementing a surcharge program is a strategic move to protect your revenue. By passing the processing cost to the client who chooses that payment method, you ensure you receive the full value of your services. Using a billing platform that automates this process can make it seamless. For example, a system like Anchor can be set up to automatically pass on credit card fees by default, so you can protect your margins without adding another manual task to your plate.

Is It Legal to Pass on Credit Card Fees?

So, you’re thinking about passing credit card processing fees on to your clients. It’s a smart way to protect your profit margins, but the big question is: can you actually do it? The short answer is yes, usually—but it’s not as simple as just adding a line item to your invoice. The legality of this practice, often called surcharging, depends on a patchwork of federal laws, state-specific rules, and even the policies of the credit card companies themselves.

Getting this wrong can land you in hot water, facing fines or even losing your ability to accept credit cards altogether. But don’t worry, it’s completely manageable once you understand the landscape. Think of it as a three-layered compliance check: federal, state, and card network. You have to get the green light from all three. We’ll walk through each layer so you can make an informed decision for your firm and implement your policy with confidence, keeping everything transparent and client-friendly.

What Federal Laws Say

Let's start at the top with federal law. In the United States, federal regulations do permit businesses to add a surcharge to credit card transactions to cover processing costs. However, they put a clear cap on how much you can charge. The rule is that the surcharge cannot exceed the actual cost you incur for processing the card, and it can’t be more than 4% of the total transaction amount, whichever is lower.

This cap is designed to prevent businesses from profiting off of surcharges. You’re only allowed to recoup your costs, not turn fees into a new revenue stream. This federal guideline provides a baseline, but it’s just the first piece of the puzzle. It’s crucial to remember that state laws can add another layer of restrictions on top of this federal rule.

A Look at State-by-State Rules

This is where things get a bit more complicated. While most states follow the federal guidelines and allow surcharging, a handful have their own laws that either restrict or outright ban the practice. As of now, passing on credit card fees is illegal in Connecticut, Maine, Massachusetts, and Oklahoma. It's also important to note that laws can change. For example, California enacted a new law that bans most credit card surcharges starting in mid-2024.

Because the rules vary and evolve, you have to check the specific credit card surcharge laws by state where your business operates. Some legal experts even advise considering the laws in the state where your client is located. Staying current on these regulations is key to remaining compliant.

Following Card Network Rules

Even if you’re in a state where surcharging is legal, you’re not quite in the clear yet. The major card networks—think Visa, Mastercard, American Express, and Discover—each have their own set of rules you must follow to be able to pass on fees. Violating these rules could result in fines or the termination of your merchant account.

Generally, these networks require you to notify them and your payment processor of your intent to surcharge 30 days in advance. They also have strict disclosure requirements, meaning you must clearly inform customers about the fee at the point of entry, at the point of sale, and on their receipt. The surcharge must be listed as a separate line item and cannot be combined with the base cost of your service.

Keeping Your Documentation in Order

Proper communication and documentation are your best friends when it comes to implementing a surcharge. Transparency isn't just a rule; it's the foundation of a good client relationship. No one likes surprise fees, so you must disclose your policy clearly and upfront. This means updating your engagement letters, proposals, and your website’s payment page to reflect the fee structure.

This is where a streamlined system can make all the difference. Using a platform with interactive proposals ensures clients see and agree to all terms, including any potential fees, before they even sign. When a client connects their payment method upfront, they’ve already consented to the terms you’ve laid out. This eliminates confusion and makes the entire billing process a smooth, positive touchpoint that builds trust instead of creating friction.

How to Pass Credit Card Fees to Clients

Once you’ve confirmed that passing on credit card fees is the right move for your firm, it’s time to figure out how you’ll do it. There are a few different ways to approach this, and the best one for you will depend on your state’s laws and your relationship with your clients. Let’s walk through the most common options so you can make an informed choice.

Option 1: Surcharging

Surcharging is probably the most direct method. It involves adding a small fee to transactions that are paid with a credit card to cover your processing costs. This fee usually doesn't apply to debit card payments. Think of it as an itemized charge for the convenience of using a credit card. While this practice is permitted in most states, the rules can get tricky. Some states have specific limits on how much you can charge, while others have banned it completely. Before you go this route, you’ll need to check your local credit card surcharge laws to make sure you’re staying compliant.

Option 2: Convenience Fees

A convenience fee is a slightly different approach. Instead of charging for using a credit card specifically, you charge a fee for using a non-standard payment method. For example, if you typically accept checks by mail, you could charge a convenience fee for paying online. This fee can be a flat rate or a percentage of the transaction. Clients often find this more palatable than a surcharge because it’s framed as a charge for a specific convenience rather than a penalty for using a credit card. It feels less like a hidden cost and more like an optional add-on for a premium service, which can make for a smoother client experience.

Option 3: Cash Discounts

If adding fees feels a bit off-brand for your firm, you can flip the script and offer a cash discount instead. This involves setting your standard price to include credit card processing costs and then offering a discount to clients who pay with cash, check, or ACH. This frames the situation in a more positive light—you’re rewarding clients for using a lower-cost payment method instead of penalizing them for using a credit card. The best part? Offering a discount for cash payments is legal in all 50 states, making it a simple and compliant option for any firm.

Set Up Your Fee Structure

No matter which option you choose, setting it up correctly is crucial. The golden rule is transparency. No one likes surprise fees, so you need to be crystal clear with your clients about any additional charges before they pay. This means disclosing the fee on your proposals, invoices, and at the point of payment. Being upfront not only keeps you compliant but also builds trust. When clients understand why a fee exists and see it clearly communicated, they’re far less likely to feel blindsided. It shows you respect them and are committed to an honest business relationship.

Integrate Your Payment Processing

Manually adding fees to every invoice is a recipe for headaches and human error. The easiest way to manage this is by using a payment processing system that handles it for you. Modern billing platforms are designed to make this seamless. For example, Anchor’s automated billing system allows you to set your payment terms upfront in your client agreements. You can offer clients the choice to pay via free ACH or by credit card, with the transaction fees automatically passed to them by default. This takes the manual work and awkward conversations out of the equation, ensuring you get paid correctly and on time, every time.

How to Talk to Clients About Fees

Talking about money can feel awkward, but when it comes to credit card fees, clear communication is your best friend. Your clients value your expertise and transparency, and that extends to your billing practices. Being upfront about why and how you handle processing fees isn’t just about compliance; it’s about maintaining the trust you’ve worked so hard to build. A surprise fee on an invoice can sour a great relationship, while a straightforward conversation can actually strengthen it.

The key is to frame the discussion around choice and convenience. You’re not forcing a fee on anyone; you’re providing payment options and being transparent about the costs associated with them. When clients understand the “why” behind a fee and see that you’ve given them fee-free alternatives, the conversation shifts from a complaint to a simple business transaction. By preparing your team, clarifying your policies, and using tools that make these terms clear from the start, you can handle the fee conversation with confidence and keep your client relationships on solid ground.

Disclose Fees Clearly and Upfront

The golden rule of passing on fees is: no surprises. A client should never discover a processing fee for the first time when they receive their invoice. All major credit card networks require you to clearly and conspicuously notify customers about any surcharges before they complete a transaction. This means building the disclosure right into your engagement process.

Your proposal or engagement letter is the perfect place to outline your payment policies. Explain the different payment methods you accept and note any fees associated with them. For example, platforms with interactive proposals can present payment options in a simple, e-commerce-like format. This allows clients to see that they can choose a free ACH transfer or opt for the convenience of a credit card payment, which includes a processing fee. This upfront clarity meets compliance rules and, more importantly, sets clear expectations from day one.

Train Your Team to Answer Questions

You might have the fee policy memorized, but what happens when a client asks your project manager or an associate about it? Every client-facing member of your team should be equipped to explain your firm’s payment policies confidently and consistently. A fumbled explanation can make the firm seem disorganized or, worse, like it’s trying to hide something.

Hold a brief training to get everyone on the same page. Explain what the fee is, why you’re implementing it, and how to talk about it. Provide a simple script, like: “We offer credit card payments for your convenience. The small processing fee is passed on directly from the credit card company. We also offer a free ACH payment option if you’d prefer to avoid that fee.” Transparency is crucial for customer acceptance, and a well-prepared team ensures every client gets the same clear, professional answer.

Offer Fee-Free Payment Options

Passing on a credit card fee is much more palatable to clients when they have a free alternative. It shifts the dynamic from a mandatory charge to a choice. Instead of feeling penalized for using a credit card, clients can see it as paying for a convenience. The most common and effective fee-free alternative for professional services firms is an ACH bank transfer.

When you present your payment options, position ACH as the standard, free method and credit cards as a convenient alternative with a corresponding processing fee. This empowers the client to make the best choice for their business. Platforms like Anchor make this easy by allowing clients to connect their preferred payment method when they sign a proposal, putting them in full control. By offering fee-free payment options, you show that your goal is to be flexible, not to nickel-and-dime them.

Answering Common Client Questions

No matter how clearly you disclose your fees, you’ll occasionally get the question: “What is this fee for?” Be prepared with a simple, direct answer. Avoid industry jargon like “interchange fees” or “merchant services.” Instead, explain it in terms your clients will immediately understand.

A surcharge is simply a fee that helps your firm cover the costs charged by credit card companies for processing a transaction. A great response is: “That’s the processing fee that Visa/Mastercard charges for the transaction. We pass that cost through so we can offer the convenience of paying by card without having to raise our overall service rates for all clients.” This answer is honest, positions the fee as a direct pass-through, and reinforces that you’re trying to keep your rates fair for everyone.

Why Transparency Builds Trust

Ultimately, every interaction with a client either builds or erodes trust. While it might seem like a small detail, how you handle billing and fees speaks volumes about your firm’s integrity. Hiding fees in the fine print or springing them on a client after the fact is a surefire way to damage a relationship. On the other hand, being upfront and honest—even when it involves a potentially sensitive topic like fees—shows respect.

Proper communication about your billing policies is crucial. When you’re transparent, you’re telling your clients that you value fairness and have nothing to hide. This approach transforms a potentially negative touchpoint into a positive one that reinforces your role as a trusted advisor. A clear, consistent, and client-friendly approach to billing doesn’t just get you paid faster; it strengthens the foundation of your client relationships for the long term.

Putting Your Fee Program into Action

Once you’ve sorted out the legal side and planned your client communication strategy, it’s time to get everything up and running. This is where the rubber meets the road. Putting your fee program into action involves a few key steps, from setting up your software to making sure your disclosures are crystal clear. The goal here is to create a smooth, compliant, and almost invisible process that works for both you and your clients. A well-implemented system shouldn't feel like a hassle; it should just be part of how you do business.

Getting the technical and logistical details right from the start will save you countless headaches down the line. Think of it as building the plumbing for your firm’s revenue stream—you want it to be leak-proof and reliable. By focusing on clear notices, the right technology, and consistent monitoring, you can successfully recover processing costs without creating friction in your client relationships. Let’s walk through the practical steps to make it happen.

Post Required Signs and Notices

Transparency is non-negotiable. Before a client ever gets to the payment stage, they need to know a fee might be applied. The major credit card networks require you to clearly and conspicuously notify your customers about any extra charges. For professional service firms, this doesn’t mean putting a sign up in a physical office. Instead, this notice should be built directly into your proposals, engagement letters, and the payment page itself. Make sure the language is simple and easy to understand, leaving no room for surprises when the invoice arrives. This upfront honesty builds trust and prevents awkward conversations later.

Set Up Your Systems and Software

Manually adding fees to every invoice is a recipe for errors and wasted time. Your systems should handle this for you. While some payment processors have clunky workarounds, the best approach is to use a platform where fee-passing is an integrated feature. Tools like Anchor are designed to automate this entire process. When you build a proposal, you can set your payment terms upfront. The system automatically gives clients the option to pay via free ACH or by credit card with the fees passed on, ensuring you’re compliant and your revenue is protected without any extra effort from your team.

Choose How to Calculate Fees

Your goal with passing on fees is to recoup your costs, not to turn a profit. Most card networks have strict rules about this. Generally, surcharges in the US cannot exceed 3%, though some states have slightly different caps. The simplest method is to apply a flat percentage fee that reflects your average processing cost. Check your merchant statements to find your effective rate, and use that as your guide. This keeps your calculation straightforward and easy to justify if a client asks. Remember to document how you arrived at your percentage in case you ever need to show your work.

Monitor for Ongoing Compliance

Launching your fee program isn't a "set it and forget it" task. State laws and credit card network rules can and do change. It’s a good practice to schedule a yearly check-in to ensure your fee structure, disclosure language, and system settings are still compliant. You’ll need to follow credit card company rules for surcharging, which includes notifying them of your intent and never applying fees to debit card transactions. Staying on top of these details ensures your program remains on the right side of the law and protects your firm from potential penalties.

Protect Your Revenue

At the end of the day, the reason you’re doing this is to protect your hard-earned revenue. Credit card processing fees might seem small on a single transaction, but they can add up to thousands of dollars over a year, representing significant revenue leakage. By passing these costs on, you ensure that you receive the full value of every invoice. This simple change strengthens your cash flow and improves your profit margins, allowing you to reinvest in your firm’s growth. It’s a strategic move that makes your business more financially resilient and sets you up for long-term success.

Overcoming Common Hurdles

Let’s be real: deciding to pass on credit card fees can feel a little daunting. You might be worried about how clients will react or how to even get started without messing something up. It’s completely normal to have questions. The good news is that these hurdles are totally manageable with a bit of planning. Think of it less like a giant leap and more like a few well-placed steps. By anticipating potential bumps in the road—from client pushback to legal fine print—you can create a smooth, confident transition for your firm and your clients. Let's walk through some of the most common challenges and how to handle them like a pro.

What If Clients Push Back?

This is probably the number one concern, and it’s a valid one. No one likes surprising their clients with new fees. While some customers might be taken aback at first, you can soften the landing with clear communication and smart choices. The key is to be upfront and explain why you’re making this change. Frame it as a way to keep your core service prices fair and stable for everyone.

The best strategy is to give clients options. By offering a fee-free payment method, like ACH bank transfers, you put the choice back in their hands. They can opt for the convenience of a credit card or choose the free alternative. This simple move transforms the conversation from "you have to pay this fee" to "you can choose how you want to pay." Tools like Anchor build this choice directly into the proposal process, so clients select their preferred payment method from the very beginning.

Staying on the Right Side of the Law

Navigating the legal landscape is non-negotiable. Credit card surcharge rules can be a patchwork of state and local laws, and they change more often than you’d think. For instance, surcharging is not allowed in states like Connecticut and Massachusetts. Meanwhile, other states have very specific rules about how you can implement these fees.

It’s crucial to do your homework. Before you implement any new fee structure, you need to check your specific state's laws and any regulations from your local bar association if you're in the legal field. For example, a new California law that took effect in 2024 bans hidden surcharges, requiring the advertised price to be the final price. When in doubt, a quick chat with a legal professional can save you a massive headache down the line.

Solving Technical Setup Issues

You’ve done your research and are ready to go, only to find out your payment processor makes it nearly impossible to pass on fees. It’s a surprisingly common and frustrating problem. Many business owners using platforms like Square have found themselves stuck, unable to automatically add processing fees to invoices, which can directly impact profitability.

Instead of trying to find a clunky workaround, look for a system designed to handle this from the start. The right platform will seamlessly integrate fee-passing into your workflow. Anchor, for example, eliminates this entire technical headache. Because clients connect their payment method when they sign your proposal, the system automatically handles the transaction according to the terms they’ve already agreed to. If they choose a credit card, the fee is passed on by default—no manual adjustments or technical frustrations required.

Getting Your Team on Board

Your team is on the front lines of client communication, so they need to be in the loop. If a client has a question about a new fee on their invoice, the last thing you want is a team member who is caught off guard or gives incorrect information. Consistency is key to maintaining client trust.

Before you roll out any changes, hold a team meeting to explain the new policy. Make sure everyone understands why the change is being made and how it works. It’s helpful to create a simple FAQ sheet they can refer to with answers to common questions. This ensures that no matter who a client speaks to, they get the same clear, confident, and correct information. This small step can make a huge difference in how smoothly the transition goes.

Keeping Your Program Running Smoothly

Once you’ve launched your new fee program, the work isn’t quite done. The key to long-term success is maintaining transparency in all your client communications. You can’t just mention the fee once and assume clients will remember it forever. It’s a best practice to clearly disclose any fees at every stage.

This means including the policy in your engagement letters, showing it on your invoices, and having it visible on your payment page. Platforms that automate billing, like Anchor, are great for this because they build the terms right into the initial agreement. The client sees and agrees to everything upfront, which prevents any confusion later. By making transparency a core part of your process, you turn a potentially awkward conversation into just another routine part of doing business.

How to Measure and Improve Your Program

Passing on credit card fees isn’t a “set it and forget it” task. To make sure your program is working for your firm and your clients, you’ll want to regularly check in on its performance and make adjustments as needed. A successful strategy is one that saves you money without harming your client relationships. By keeping an eye on a few key areas, you can refine your approach over time and ensure it remains fair, compliant, and effective.

Track These Key Metrics

Start by looking at the numbers. Are you actually recovering the costs you set out to? Track how much you’re saving in processing fees each month. It’s also smart to monitor client payment behavior. Are more clients choosing the fee-free ACH option you offer? Is there a drop-off in credit card payments? Credit card processing fees can be a significant expense, so seeing these savings in black and white will confirm your strategy is working. Also, keep an eye on your payment cycles. A well-implemented program shouldn't slow down how quickly you get paid.

Analyze Your Fee Structure

Take a moment every quarter to review the fee structure you chose. Is it still the best fit for your firm? For example, if you implemented a surcharge, double-check that it’s still compliant with your state’s laws. Remember, surcharging isn't legal in all states, so this is a critical compliance checkpoint. If you notice any friction, you might consider switching to a different model, like a cash discount program. Using a flexible platform makes this easier, as you can clearly present options like free ACH or client-paid credit card fees right in your proposals, letting clients choose what works for them.

Listen to Client Feedback

Your clients’ experience is just as important as your savings. Are you getting questions or complaints about the new fee? Or has no one even mentioned it? Silence is often a good sign, but it’s still wise to actively listen. You can gather feedback informally during conversations or by sending a simple survey. Both surcharging and cash discounting can sometimes upset customers, so paying attention to their reactions is crucial. Protecting your client relationships is paramount, and their feedback is the best guide for fine-tuning your communication and overall approach to ensure everyone feels respected.

Know When to Make Adjustments

Be prepared to be flexible. The rules around passing on fees can be complex, and they can change. The legal landscape varies by state and card network, so it’s important to stay informed of any updates that might affect your business. If you notice a negative trend in your metrics—like slower payments or an increase in client complaints—it’s time to make a change. This could be as simple as clarifying the language in your invoices or as significant as changing your fee structure entirely. The goal is to find a sustainable balance that works for both you and your clients.

Plan for Long-Term Success

A successful fee program is built for the long haul. This means establishing a regular review process to ensure ongoing compliance and effectiveness. Understanding the nuances of surcharges and convenience fees is essential to avoid penalties and maintain trust with your clients. By integrating this process into your standard financial review, you can protect your revenue and keep your cash flow predictable. Using automated billing tools can help by ensuring your policies are applied consistently, taking the manual work and worry off your plate and letting you focus on running your firm.

Frequently Asked Questions

What's the simplest, most compliant way to start passing on credit card fees? The best way to start is by being completely transparent from the very beginning. Update your engagement letters and proposals to clearly state your payment policy. The smoothest approach is to use a billing system that presents payment options to your clients upfront, allowing them to choose between a free method like an ACH transfer or paying by credit card with the processing fee included. This automates compliance and makes the entire process a non-issue from day one.

Will my clients be upset if I start adding a fee for credit card payments? This is a common worry, but you can avoid friction by framing it as a choice, not a penalty. When you clearly communicate that you offer a free payment option (like ACH) alongside the convenience of paying by credit card, you put the client in control. Most clients understand that processing cards costs money. As long as you’re upfront and give them an alternative, the conversation is usually straightforward and doesn't cause any issues.

Is there a difference between a surcharge and a convenience fee? Yes, and the distinction is important for staying compliant. A surcharge is a fee added specifically for paying with a credit card. A convenience fee, on the other hand, is a charge for using a non-standard payment method. For example, if your standard process is accepting checks by mail, you could charge a convenience fee for the option to pay online. The rules for each can vary, so it's important to know which model you're using.

How much am I legally allowed to charge as a surcharge? You can't just pick a number. The rule is that your surcharge cannot be higher than the actual processing cost you pay, and it’s generally capped at 4% of the total transaction amount—whichever is lower. The goal is to recoup your cost, not to make a profit from the fee. Be sure to check your specific state's laws, as some have lower caps.

What if I'm in a state where surcharging is illegal? Am I just out of luck? Not at all! If you're in a state that prohibits surcharging, your best bet is to implement a cash discount program. Instead of adding a fee for credit cards, you set your prices to include processing costs and then offer a discount to clients who pay with cash, check, or ACH. This approach is legal in all 50 states and frames the situation in a more positive light by rewarding clients for using lower-cost payment methods.