Ann writes: “I’m in the beginning stages of trying to go out on my own. But there are two big chains around my neck. I’m currently employed at a small agency as a director-level specialist, with more than 15 years in my field. I’ve a had a few stealth meetings with outside clients to develop […]
General
The most lucrative ways to specialize
Yes. Specialists always do better. There is no debating this. I can’t think of any freelancer who made it big as a handyman. The world already has plenty of all-purpose copywriters, versatile translators, general web designers and utility infielders. Don’t jump into that haystack. You will be lost forever. It sounds paradoxical, but the longer your ‘list of services’, […]
What if you doubled your fees? Tomorrow?
Years ago there was a cranky old freelancer I looked up to. He was an artist and illustrator who had made his own way since the days of Mad Men. He did brilliant work. Made piles of money. He was in demand. He answered to no one, drank too much and smoked like a diesel. […]
What numbers should you watch?
You and me, we are working the simplest business model there is. Let’s not complicate things more than necessary. First, the tax people want to know how much money clients gave you, and how much you spent on business expenses. The easy way is to get those numbers from your 1099s and bank records. That’s […]
The Freelancer’s Guide to Saying ‘No’
First thing: You are allowed to say no. It’s a perfectly acceptable answer. It is always an option. You are not obligated to take on every assignment and every client that blows in. You are not required to accept a lousy fee or lopsided terms, either. I hear from too many freelancers who are agonizing over this. […]
Charge what you’re worth? Please, no.
“You should have the confidence to charge what you’re worth.” When I see advice like that, I wince. I have been there, been stung. “You should know your worth as a designer.” “Your fees should reflect your worth to the project.” Oh boy. That’s the wrong way to think about it. Get that word ‘worth’ […]
No more self-inflicted discounts
I catch myself doing this from time to time. And I always want to slap myself. It’s what Mike Monteiro of Mule Design calls ‘negotiating on behalf of the client.’ Which means, when wrestling with an estimate or a quote or a proposal, we end up finding all sorts of reasons to lower the fee. I was […]
Freelancing Rules of Thumb
1. You should lose at least one out of four assignments because you’re too expensive. If you land every job, you’re not charging enough, or, you are irresistibly charming. Either way, you should charge more. 2. Time from first contact with a client, to seeing any money from them: minimum 30 days. Yes, even if […]
Moving up the fee scale: From nuisance to indispensable
The worst place to be is where your work is something the client doesn’t much care about. Maybe it’s some nuisance item to be checked off a to-do list. Or maybe it’s something they need, kind of, but it doesn’t matter how good it is, or who does it. You are auto insurance. Gutter cleaning. […]
Young freelancer, veteran freelancer
When I first started, I was a newbie without a clue. I had no writing credentials, no body of work. My track record was about as long as my thumb. Also, most of my clients were much older than me. They saw me as some slightly amusing kid. The only way to get around my […]