Coworking Space Pricing Strategy: How to Price Desks, Private Offices and Meeting Rooms

Pricing is one of the most powerful levers in a coworking business. Price too low and you fill up but never become profitable. Price too high and desks stay empty. The best operators treat pricing as a system: a ladder of products that attracts members, fills capacity and grows revenue per square metre.

Start with your numbers

Before looking at competitors, know your economics:

1. Monthly operating cost: rent, staff, utilities, internet, cleaning, software, marketing
2. Sellable capacity: the number of seats across hot desks, dedicated desks and offices
3. Target occupancy: a realistic stable figure, often 70–85%
4. Target margin

Minimum average revenue per occupied seat = monthly cost ÷ (seats × target occupancy)

Illustrative example: $15,000 monthly costs, 100 seats and 75% target occupancy gives a minimum average of $200 per occupied seat just to break even.

Build a product ladder

Members should be able to start small and move up.

Pricing models to choose from

Flat monthly memberships

Simple and predictable. Most spaces use them for desks and offices.

Per-seat pricing for private offices

Easy to understand for growing teams. Charge per seat with a minimum office size.

Credit-based access

Members buy credits spent on desk days, meeting rooms and printing. Flexible for part-time users but harder to explain.

Tiered memberships

Bundle access hours, meeting room credits and amenities into Basic, Standard and Premium tiers.

Price meeting rooms to create value

Meeting rooms generate strong revenue if priced well:

• Charge hourly rates for non-members at a premium
• Include monthly credits in memberships so members feel they get value
• Charge more at peak times if rooms sell out
• Offer half-day and full-day packages for workshops and events

Use discounts strategically

• Commitment discounts: quarterly, six-month or annual plans
• Founding member offers before launch
• Team discounts for multiple desks
• Off-peak memberships for evenings or weekends

Avoid permanent blanket discounts. They train members to wait for deals.

Add-ons that raise revenue per member

• Lockers and storage
• Mail and package handling
• Parking
• Printing and scanning
• Phone booth or podcast studio time
• Business address for registration
• Event space rental

How to raise prices without losing members

1. Give notice of at least one billing cycle, ideally more.
2. Explain the value: faster internet, new furniture, more rooms, better community events.
3. Apply increases to new members first.
4. Offer existing members a loyalty rate or a lock-in if they commit longer.
5. Review prices every 6–12 months against occupancy and competitors.

Track the metrics that tell you if pricing works

• Occupancy by product type and location
• Revenue per available seat and revenue per square metre
• Churn rate and reasons for leaving
• Day pass to membership conversion rate
• Meeting room utilisation by hour
• Receivables ageing: who is paying late

If hot desks are always full but private offices sit empty, you may be underpricing desks or overpricing offices. Pricing should follow the data.

Manage pricing in one place

AppZex Cowork lets you create membership plans for every product, calculate price, discount and tax automatically, book meeting rooms, and track occupancy, revenue, renewals and receivables by location, so you can see exactly how your pricing performs. Start a 14-day free trial, or read our guide on increasing coworking occupancy.