Wanted to share a couple of thoughts that began as an email thread.
My #1 rule of freelancing:
Freelancing is it’s own profession, and it takes time to learn, maybe a year. That’s on top of the marketable skills that you already bring to the table.
Here are the other things that I think I have learned in the last year or so as a freelance strategist for various agencies, design firms, and a couple of my own clients:
2. Never say no to any offer to discuss potential work.
This came directly from my friend and former colleague Michael Beavers. Deadlines change, projects get pushed back or canceled, clients find someone cheaper/better/more familiar. Early on I was unsure if a promise of work a couple of weeks away meant that I should turn down other opportunities that came my way. But MB told me that nothing is ever solid until you are walking in the door on your first day. So keep your options open.
3. Don’t confuse being part of the team with being a short-term contract employee.
In particular, set boundaries on your scope and your hours.
This has probably been the hardest for me. My natural tendency has been to take my fulltime mentality into contract work- treat it as an extended audition, help out wherever I can, agree to do an hour or two here and there for other projects. It’s a slippery slope and very hard to figure out how to manage. Don’t forget that at the end of the day you are going to get shown the door (and hopefully be invited back later).
4. Figure out what your optimal schedule is, and then try to build your practice around it.
This seems like a no-duh but I think I have only been clear recently that personally I am trying to work as many hours as possible. I thought for example that having a day or so off a week would be rejuvenating, good for scheduling additional work etc., but it my case I rarely enjoy that extra day and instead would prefer to schedule a longer block of time off between gigs. Your mileage may vary on this.
5. Start by working with one client at a time
Ideally you should ease into freelancing by working with one client at a time. When you’re a freelancer, especially early on, every new project is like starting a new job- you have all the additional burdens of being the new guy/gal. It’s a lot on top of being expected to perform immediately.
Inevitably though you will find yourself juggling 2 or more clients. Managing multiple projects, clients, and agency relationships is an advanced skill that you should work up to. A (former) 10-yr freelancer gave me her rule of thumb: a maximum of 2 agencies regardless, and three projects total.
Be up front with clients if you are working on more than 1 project at a time. Agencies often want to hire you at around 20-25 hrs/wk, which theoretically should allow you to have an additional client. One thing that MB taught me is to be upfront with clients when they hire you less than FT that you will want to use their space, their phones etc to work on either you own business development or other client work at such times as you are not on the clock. It’s fair and much better than hiding out in conference rooms or taking calls on the street.
6. Heed the aura
This is another one of those skills that you figure out over time. An “aura” is actually a term from my wife’s work (she’s a neurologist). People with epilepsy usually have a sixth sense, an “aura”, right before they are about to have a seizure. There is a point when things are humming along in a long-term contract when (with experience) you can tell that things are coming to a close. Meaning, at least for Strategy, that my gigs have tended to be open-ended and I have swung from project to project. When you start to feel the aura, it’s time to go back into sales mode and start figuring out where your next project is coming from. You don’t want to be starting at zero when your project has wound down.
