6 Looking for work when you go freelance

Going freelance can be an incredibly exhilarating experience, and many people enjoy the freedom and choice that it affords them. On the flipside, it does mean that they’re solely responsible for finding work, for balancing their existing workload with the need to find future projects, keep an eye on their finances, and still have a private life!

It can all turn out well, however, as long as you work at building relationships and growing your network of contacts. If you went freelance but aren’t a natural networker, going out of your way to meet others for non-social reasons may not be an attractive option. If you don’t put yourself out, however, you run the risk of the work drying up one day, so you need build contacts as efficiently and with as little pain as possible. The good news is that there are plenty of ways you can do this, including harnessing the power of the Internet.

In many industries, the traditional hierarchical workplace just doesn’t exist any more, which means that the opportunities for freelancers are growing. Yes, it can be a big leap if you’ve spent the bulk of your career employed by an organisation, but many people find that they thrive in a freelancing environment and eventually have no wish to return to conventional employment in any case! To save headaches and financial crises, however, you need to make sure you have regular work coming in. The steps below highlight ways you can do that.

Step one: Let people know what you can do

Your clients engage you for the range of skills that you have and which they need at that time. Let people know what else you have to offer, however, so that you don’t get ‘typecast’. You don’t have to be pushy, just something such as ‘If you’re looking for help with marketing/sales/design, do let me know. I used to run the marketing/sales/design department in my previous job, and I’d be happy to talk to you about extending my contract for a few weeks to take this on.’

Another good way of showing how you can contribute further to a client’s business is to write a business case that supports your skills and shows how they could be used in a project. If you add some (realistic!) figures to your proposal, you’re doing some of the work your clients would have to go away and do themselves, so they’ll be grateful for your proactive approach.

Don’t be downhearted if this doesn’t work when you first try it: no one gets a win every single time, but you can learn from each pitch and improve them as you go forward.

Step two: Tap into your network of contacts

A good deal of freelance work is placed as a result of people’s contacts, both close and extended. Take some time to think through the various strands that make up your network: you’d be amazed how many people may be interested in your services, even if only tangentially. Be brave and remind people regularly of who you are, what you do, what news you have, and so on: e-mails, phone calls, and face-to-face meetings are all great ways to do this. As with all networking activity, however, remember that the traffic needs to go both ways. Ask other people how you can help them and they’re much more likely to want to help you. And always remember to say thank you for any leads you get.

TOP TIP

If you’re reinventing yourself as a freelancer following redundancy, do be careful if your first job is actually with the company that’s let you go. Even though you know each other well, you should still ask them to sign a contract with you for the new work you’re doing. It’s really important to start your new career on a professional footing and also to protect your own interests. Your contact at your former employer may move on, too, if things are in a state of flux, and you’d be wise to have all the details of your project laid out and confirmed in writing. List all relevant aspects that have been agreed (timelines, fees or hourly rates, a description of the work and so on). And remember to include payment terms and any cancellation conditions. Use the final draft of this contract as a template for future contracts.

Step three: Be visible and advertise yourself

Taking the initiative is a key part of freelance success, and as part of your campaign to do that, think about attending events tailored to your industry that will allow you to meet like-minded potential collaborators and clients, too. If you go to a conference, attend debates so you can find out about new thinking, hot topics, and trends. Talk to other delegates and follow up after the event so that you’re actively working towards establishing relationships, rather than expecting everyone to come to you. Take business cards with you so that you can give them to new contacts who might offer you future work.

On a similar note, why not offer to contribute to appropriate industry events by giving a presentation or writing an article in the accompanying brochure? Make sure your contact details are listed so that people know how to get in touch with you later. Also, be ready to comment on topical issues relating to your work. While you may not feel that you are the ‘go to’ expert in your field, people will start to perceive you as such.

Step four: Use the Internet

Used carefully, the Internet can be an absolute boon for freelancers. It allows you to find out more about existing and potential clients by visiting their sites, and you can network online too, which is a great option if you’re new to networking or unconfident about your social skills (see chapter 7). You can practise online before you try out other networking options. You can also use the Internet to boost your brand, via your own website or perhaps even a blog.

Common mistakes

You never say ‘no’

When the buck stops with you and you alone in terms of finding work, it can be hard to turn down opportunities. If you agree to absolutely everything, though, you just won’t be able to manage. Your standards may slip, clients may be reluctant to give you future projects, and you’ll end up losing money in the long term. Be sensible about what you can do well.

You allow work to take over other areas of your life

If you’re rushing to meet a tight deadline, it’s almost inevitable that you’ll end up working in the evenings or at the weekends. You’ll also need to squeeze in some time to look after your invoicing, to stay in touch with your accountant, and make new contacts. That’s a big to-do list. If it sounds familiar to you, schedule some time in your diary every week during working hours in which you look after these crucial details. Making sure you take regular holidays will also help you rest up and look after your commitments with friends and family, so remember to make time for your social and private life.

You put all your eggs in one basket

Take time regularly to look for new opportunities and customers. Even if you have a fantastic relationship with a large client, there are bound to be quieter times in their work schedule too, and if you rely on them for all your work you’ll soon come unstuck. Much of freelance life is characterised by peaks and troughs of intense activity and then fallow periods, so advance planning to keep your schedule more stable is an excellent idea. Don’t put off networking or feel that it’s a waste of time: being visible and making connections may not reap rewards instantly, but will come in handy eventually. And remember to put out feelers for work as soon as you’ve completed a big project—even if you feel you deserve a rest, you need to plan what you’re going to be working on next.

You don’t keep on top of paperwork

Few people enjoy dealing with invoices, contracts, tax returns, and the other admin issues that soak up so much time for the self-employed. Letting this side of your business slide, however, will eventually result in payments being delayed or missed, leaving you to pay for all your outgoings while struggling with no income. If your client has agreed that you can bill them or costs and expenses incurred over and above your hourly or daily rate (international phone calls, say, or travel costs), make sure you keep all receipts and that they are submitted with your invoices. Also, remember that the sooner you invoice, the sooner you’ll be paid. Cash-flow traumas are the number one reason behind small business failure, so make sure your business doesn’t become another casualty.

STEPS TO SUCCESS

Remind your clients of all your skills on a regular basis and don’t be afraid to ask whether you can help on new projects.

Don’t sit at home waiting for work to come to you—get out there and meet your potential clients face to face. Make an effort to go to relevant trade fairs and so on. Nothing ventured, nothing gained!

Make use of the Internet to communicate with others and advertise yourself. Although you may not get lucky first time round, the more visible you are, the more likely you are to pick up work when a client is wondering where to place it.

Don’t forget to make time for your friends and family. Although you need to work to pay the bills, you still need to make free time for yourself and if you relax properly you’re more likely to work more effectively too.