Tips for Succeeding as a New Freelancer

Dear freelancers, This year, I need you to run your strictest programme yet. No more “let’s just see how it goes” energy. We’re moving like strict businesses. okurrr. Start here: 1/ Have contracts in place. Every time. 2/ Set communication hours. You’re not a 24/7 helpline. 3/ Stick to your T&Cs. Boundaries are part of the service. 4/ Take deposits. Your calendar is not a free holding space. 5/ If a potential client is giving you the runaround, run away. 6/ Get clear on the scope before you start. “Can you just…” will finish you. 7/ Don’t undercharge yourself just to “secure the bag.” Cheap clients are rarely low stress. BUT. By doing all this, you also need to make sure your service is matching the standards you’re setting. Professionalism isn’t one-sided. So also: ✨ Deliver on time. Or communicate early. ✨ Make the process smooth, not stressful. ✨ Overcommunicate progress so clients feel secure. ✨ Take pride in the details; quality is your reputation. ✨ Leave clients feeling like they made the right investment. This isn’t just about helping yourself. It helps the whole freelance community. When you undercharge, overdeliver for free, ignore contracts, or move messy, it lowers the standard for everyone else trying to run a serious business. We can be kind. We can be flexible. But we cannot be unserious. Yours sincerely, A seasoned freelancer

I left my full-time job 7 years ago this month (time flies!) to start freelance writing. Here are 7 things I've learnt that I wish I'd have known back then: 1/ Create a separate bank account for all of your income and pay yourself a salary from that account. It stops you living invoice-to-invoice and helps you manage cashflow. It's also good for saving $$$ if you only take X amount each month. Anything you earn on top is saved. 2/ Tax is expensive. Create another bank account (or space inside your existing one) to save for it. Put 30% of every invoice in there. Have an emergency back-up, too... Especially in your first year. Payments on account in the UK are a nightmare. 3/ Relationships are EVERYTHING. I wouldn't have 99% of my clients, nor work with companies with such high budgets, without an intro to them (or vice versa.) 4/ Set aside at least 1 hour/week to learn new stuff. Never think you've learnt it all. 5/ Do what you said you'd do, when you said you'd do it. 6/ If your rates don't scare you, they're not high enough. Think of the value you bring with your content and charge an extra 20% for the benefits you don't get for being a freelancer (i.e. insurance, PTO, sick leave, etc.) 7/ Work-life balance is HARD when you do both in the same house. Have a dedicated workspace and office hours. Don't work outside of those. Nothing is ever that urgent. I can't stick to 7 so here's a bonus: Don't feel pressured to set long working hours. Just because you worked 8 hours/day in an office, it doesn't mean you have to now. You'd probably drag out the same work you could do in 4 hours by cutting distractions and focusing. (Now, I only do "real work" in the afternoon.) What would you add? 👇

In 2008, I left a staff reporter job at a national newspaper to go freelance. Here's what I've learnt since as a tech-focused freelance content/media consultant and journalist. 1. Pay for accounting software to send invoices and record expenses; hire an accountant to file your accounts/tax returns 2. Try to arrange regular/retainer corporate work (e.g. ghostwriting company blogs, White Papers) before going freelance. 3. Try to build a 3-6 month+ cash buffer for lean months and to reduce the risk of you taking badly-paid work with nightmare clients 4. Know your worth! The core journalism skills (rapid research, sharp thinking, pattern analysis, a plausible manner; great interviewing, writing and editing) are transferable and in high demand among all types of business and industries, especially in PR/marketing. 5. When business is good, experiment with your fees, increasing them by 10% with each new client … 6. … And don't forget to keep on marketing yourself on LinkedIn etc. Keep in touch with former and prospective clients to maintain your sales pipeline 7. Don't wait months for payment because a client's internal issues mean you can't finish the project. For new clients and large projects, charge a 50% deposit, payable before work starts. Invoice for the rest when you submit the first version of the work. (Consider payment terms of 14 days rather than 30.) 8. Late payment. A few days after payment was due, email your commissioning manager to politely remind them that payment is overdue. If no response, deal with the company's account's dept. If delays continue, stop being so nice and understanding. Warn the company you'll take legal action to enforce your contract and will also consider naming and shaming them on social media. 9. Never underestimate how long edits take for corporate writing. Factor this faffing and writing by committee into your fee. I normally allocate about about one day for edits for an in-depth blog - longer for a White Paper. 10. If you're advising clients on story angles for blogs or media pitches, or reviewing/planning content/media pitches as part of a writing commission that's "strategy" or "consulting". Management consultants charge vast day rates for stuff like that. Charge as a separate service. 11. Early on - money permitting - book a few sessions with a business coach who specialises in working with freelance journalists/content writers. Building your business skills is just as, if not more important, than improving your "craft" - writing/editing/reporting skills. 12. Send possible clients a one-page form to fill in before your first "introductory"/"discovery call". Key Qu's: 'what's your budget for X work?'...'when do you hope to start?...', 'what do you want the content/media outreach to achieve?' 13. Keep a firewall to separate your journalism and corporate work. Hope some of this is useful. With recent media layoffs I know a lot of journalists will be going freelance. Good luck and solidarity.

Picture this: It’s 2022, I’m burnt out at my agency job, and something inside me snaps. Two weeks later, I quit. Two months after that, I abandon the job hunt and dive headfirst into freelancing… with zero clients lined up. Was it reckless? Absolutely. Did it work out? Eventually — but not before I learned some hard lessons. Freelancing is equal parts terrifying and liberating. While I don’t necessarily recommend my “leap first, figure it out later” approach, I can share what I learned the hard way — so you don’t have to. I also asked some friends in Top of the Funnel for their tips, and together, here's a mega-list of do's and don'ts for starting freelancing! ✅ The Do’s: What Actually Works ✔️ Build Your Emergency Fund First – Have at least 3-6 months of expenses saved. ✔️ Start With Your Network – Your next client could be a former coworker, manager, or even a friend. ✔️ Build a Pipeline Early – Even when you're busy, keep pitching and networking so you’re not scrambling later. ✔️ Charge What You’re Worth – Low rates = recipe for burnout. Research market rates and price accordingly. ✔️ Find a Great Tax Pro – Self-employment taxes will sneak up on you. Don’t wait to figure them out. ✔️ Learn to Be Tenacious – It’s not just about talent. Freelancers who stick around the longest tend to win. ✔️ Work On Your Portfolio – Showcasing great work makes a big difference. ✔️ Request Testimonials – Happy clients are your best marketing tool. ✔️ Find Community – Fellow freelancers can be your biggest source of referrals, advice, and sanity. ✔️ Treat Freelancing Like a ‘Real Job’ – Set work hours, take breaks, and budget for sick time & vacations. ❌ The Don’ts: Learn From Our Mistakes 🚫 Don’t Undercharge Just Because You're New – Clients won’t magically start paying more later. 🚫 Don’t Ignore the Business Side – Contracts, invoicing, and financial planning are just as important as the work itself. 🚫 Don’t Panic During Slow Months – Use downtime to market yourself, build skills, and rest. 🚫 Don’t Burn Out on Freelancing Platforms – Fiverr & Upwork can be a starting point, but they’ll underpay and take a cut. Keep your revenue streams diverse. 🚫 Don’t Say Yes to Everything – Bad-fit clients and projects will drain you. Be selective. 🚫 Don’t Work for Free – “Exposure” doesn’t pay the bills. Even trial projects should be paid. 🚫 Don’t Jump Into Freelancing With Rose-Colored Glasses – Flexibility is great, but freelancing also means irregular income, constant outreach, and self-discipline. 🚫 Don’t Hesitate to Ask for Help – Whether it's pricing, contracts, or taxes, someone in your network has already figured it out — lean on them. 👉 Want the full breakdown, plus real stories from experienced freelancers? I dive into each of these lessons (and how I learned them the hard way) in my latest post for command + create, linked below. Thinking about making the leap? Already in the trenches? Drop a comment — let’s talk about it. 👇

Advice I would give to you BEFORE you start your freelance business if we were sitting down having coffee: - Don't low-ball your pricing. It might be tempting to price your services super low, but it actually makes you seem less desirable. Clients will think, "If the price is this low is the service even good?" You can price a little lower in the beginning to get experience and client reviews, but make it clear it's a limited-time starting price. - Don't stay hourly. Hourly means you're paid based on the time you spend doing the work, but as you become more efficient, you're paid less while still providing the same (if not better) value. Focus on getting paid for the value you provide, not the amount of time it takes. Move to project-based or retainer as soon as you can. - Niche down. You can start as more of a generalist in your field, but don't stay there. Determine what you want to be known for and lean in to that by niching down. You'll also be able to charge more because your credibility is specific. Think about the knowledge, experience, and expertise you have and how that can help you to niche down. - Create work boundaries. It's easy to work all the time when your income is directly tied to your output. You'll eventually get burned out if you don't have clear boundaries in place. Determine when you're working and when you're not, then put your laptop away. - Don't take just anyone as a client. Make sure clients are a good fit for working with you. You'll regret it if you take on a crappy client just for the money. Explain the benefits of your services but don't sell your soul just to get a client. Your dream client could be right around the corner. - Create community in your work. Being a freelancer can be lonely. Your family/friends may not get what you do or how to help when something comes up. Find a work community that you can lean on when you have questions, need advice, need resources, and for general connection. - Always be learning. Keep up with changes in your field and spend time learning new skills if it makes sense for your services - the higher skilled you are the more you can charge for your expertise. - Keep your business and personal finances separate. Don't make it messy by combining your freelance businesses finances and personal. I recommend following Profit First (a book by Mike Michalowicz). Dedicate a monthly CFO day. The percentages I use: 5% goes to profit acct 50% goes to owner pay acct 15% goes to tax acct 30% keep in operating expense acct - Be aware of scams and be thoughtful where you search for jobs. There are so many scam job postings out here. If it seems too good to be true, it likely is. There are also a lot of freelance job boards/platforms that don't post quality jobs and recirculate low-paying jobs. Find your trusted sources and revisit them frequently + sign up for notifications of new jobs. Continued in comments ⬇️

I've helped nearly 1,000 freelancers land 2,500+ engagements over the last 2 years. And I consistently see the same trends and patterns in the freelancers that get hired the most, vs. those that don't get hired at all. These are my 5 top pieces of advice for freelancers looking to get hired: → 1. Narrow + specialized focus always wins over broad, unspecialized focus Every brand wants to hire the "best" at something. Not someone who does an "ok" job at 10 different things. Focus your LinkedIn + freelancer marketplace profiles on 1-2 deep category and industry specializations and don't go too broad. → 2. Use your bio to clearly highlight how you help brands. I see too many freelancers be way too vague on their bios, saying things like: "I help mission-driven brands achieve incremental success through data-driven marketing strategies and better brands storytelling" WTF does that even mean?! Instead, say something like: "I help brands scale and improve efficiency of their paid social efforts via a combination of media buying, creative strategy, and offer testing." Be clear and avoid buzzwords. → 3. Don't pretend you're an agency Freelancers think it gives them more credibility to start an LLC and have a website that makes them look like a team or an agency. Hint: it does not. Most brands are now SPECIFICALLY looking for freelancers, and any indication otherwise actually turns them away. You don't need a fancy company name or a website. → 4. Have a clear, high resolution, professional headshot This goes without saying but 75% of freelancers actually don't have a good headshot. They use photos that: - Are from a wedding / social gathering - Are AI generated - Have a baby / dog / partner in them - Are low resolution / highly zoomed in It absolutely blows my mind that such a simple thing just isn't followed. If you can't put the effort into getting a professional headshot, are you really running your business the right way, and should others really trust you to help run theirs? → 5. They try too hard to "win" an engagement Don't be a try hard. If you get an interview with a brand, use that time to undrestand THEIR problems, then share if you're a good fit or not. If you seem like you'll do anything to win the project, brands will trust you less. Stick to what you're good at and don't be too flexible on reducing your rates (assuming they're reasonable to start with).

I still remember the day I left my prestigious marketing lecturer job in my 30s to dive into the world of freelancing. It felt like stepping off a cliff into the unknown. The first shock? Realizing I was competing with freelancers half my age. Doubt crept in. "Have I made a terrible mistake?" I wondered, feeling out of place and outpaced. But here's what I discovered: 1. Time is a great filter. Many young freelancers left the field, tried something else, stopped etc. but I persevered. 2. Age isn't a creativity killer - it's an asset. My maturity became my secret weapon. 3. Trust is everything. Clients valued my experience and reliability. Fast forward to today: I'm 41 now I'm not just freelancing I'm building an agency and multiple ventures! The key? Continuous effort and understanding the freelance game: * It's not just about skills - it's about handling pressure and building connections. * Clients want peace of mind and deliverables they can trust. * The ability to manage projects and people is invaluable. For those feeling stuck or doubting themselves, PS: If you take action, nothing can stop you. Here's how to start: 1. Plan your goals: Where are you now? Where do you want to be in 2 months? 2 years? 2. Set SMART Goals: Specific, Measurable, Achievable, Relevant, Time-bound. 3. Create a roadmap: Use mind-mapping and tools like Notion to visualize your path. 4. Hold yourself accountable: You're in charge of your journey. 5. Regular self-growth checks: Measure your progress or find an accountability partner. See, age takes a backseat when quality work shows up. Your unique experiences are your superpower - use them! #CareerTransition #FreelanceSuccess #PerseveranceWins #NeverTooLate

Some freelancers just get it. They follow instructions the first time, consistently meet deadlines, and deliver clean, compelling copy across categories, from commerce and culinary to travel, design, and the outdoors. I work with these pros again and again because they make my life (and job) easier. Whether I’m editing for a major commerce outlet or a buzzy travel startup, they show up, adapt, and knock it out of the park. To the freelancers who are reliable, versatile, and low-drama: I see you. I appreciate you. I’ll always advocate for you. Tips for Freelancers Who Want to Get Rehired 1. Nail the assignment the first time Read the brief thoroughly. Ask smart clarifying questions if needed, but not ones already answered in pitching guidelines and freelancer/style guides. 2. Respect deadlines (early > late) An editor’s dream? A freelancer who files early, or at least on time without reminders. 3. Stay versatile The more you can write—SEO roundups, narrative features, product copy, interviews—the more opportunities you’ll land. (However, it's also beneficial to be an expert and niche down in certain categories, but that's another post.) 4. Be communicative but concise Keep editors in the loop if something’s off track, but respect their time. Solution-oriented updates go a long way. 5. Make your work easy to work with Clear file names, correct formatting, proper sourcing—all of it matters. 6. Be someone editors want to work with again Professionalism + consistency = long-term work and referrals.

I never wanted to be a freelancer. When I got made redundant 9 years ago, I just wanted a job. Instead, I fell into freelancing. I still don't know exactly how that happened. One minute I was polishing up my resumé, and the next I was a freelancer with a mismashed roster of clients. I did pretty much every project you can think of. I wrote resumés.I updated LinkedIn profiles. I wrote blogs about European tax law. I did executive interview coaching. I wrote real estate copy. I did voiceover work. I wrote fashion copy. I wrote funding proposals for startups. I wildly, tragically undercharged for all of it. It was an odd time. It taught me a lot. There are a few things that have stuck with me. 1. Once you get your eye in, you see opportunities for work everywhere. 2. If you want work, you have to put your pride to one side and make the ask. 3. Tell everyone what you do, all the time. Work comes from unexpected sources. 4. Real job security isn't a pay check. It's the ability to pivot quickly and sell yourself convincingly. 5. There are few joys greater than only having the meetings you actually want to have. 6. Except maybe the joy of realizing that, when you're a freelancer, if you work more, you get paid more. 7. Although working nights and weekends is a fast track to burnout. 8. You have to work on your own business all the time. Even when you're busy with client work. 9. Clients are not employers. It is expected and appropriate to tell them the best way to work with you, and set boundaries. 10. If you have the thought "I should probably put my prices up" you should put your prices up. 11. You have to have a little faith. And a lot of luck. 12. But you can make it more likely that you'll get lucky by putting yourself out there and trying to stay optimistic if you can. 13. Talking to people is usually the best way to figure out what to do next. Too much time in your head makes us all crazy. 14. Nobody is going to come along and tell you it's time to pivot, or raise your rates, or sell a new service, or update your website. That's all on you. 15. If you want something to work you have to commit to doing it properly for at least a few weeks. 16. Don't add a new thing - a new sales approach, a new service, whatever - until you've got the original thing working. Otherwise you'll just suck at more things at the same time. 17. New things are hard. Always. For everyone. If pitching feels hard, it's not because you're bad at it. It's because you've never done it before. 18. If in doubt, find someone who looks like they have the kind of business you want and copy what they do. 19. The more you rest, the more work you'll get done. Anyway, this is all a little "LinkedIn-guru-y" and I apologize. But I took too long to learn this stuff. Thought I'd share in case it's helpful to someone :) And I'd love to hear from other freelancers - what are the things you wish someone had told you when you started?

More than 35 years ago, I wrote my first magazine article. I was in my 20s and just starting out in my journalism career. Since this was pre-internet, I'd sent a pitch via snail mail. I waited weeks for a response and the editor said YES! It was a business profile for a local magazine and I got paid $50. I was terrified. All my insecurities bubbled to the surface: * Did I hook the reader with a compelling lead? * Did I capture the essence of the business? * Did I fact-check thoroughly? * Will my editor like my work? * Will the article resonate with readers? * Is the piece good enough? * Am I good enough? Today, I've written for The New York Times, Condé Nast Traveler, Good Housekeeping, AARP, Southern Living, USA Today, AAA, Lonely Planet, Hospitality Management, Success, and hundreds of other print and digital publications. 👉 Here's what I've learned: 1. Communication is key. Writing talent? Check. But here's the real game-changer: being a solid communicator can make or break your freelance business. The writers who truly succeed are those who listen intently, ask razor-sharp questions, and turn client feedback into gold. Your ability to be open to feedback and adapt is worth its weight in bylines. 2. Think like a business. Successful freelancers are strategic entrepreneurs. Track your income ruthlessly, set iron-clad boundaries, and constantly evolve your business model. I've seen SO many changes since the 1980s and have had to adapt every step of the way. Pro tip: Build your network--with prospects, clients, and other freelancers--because every relationship is a potential doorway to your next opportunity. (The bulk of my business comes through referrals.) 4. Adopt generosity as a marketing strategy. Don't hoard your knowledge--share it generously. (That's why I launched Experti•sh Freelancer newsletter!) 🙂 By teaching what you know, you're not giving away your competitive edge. You're establishing yourself as the go-to expert. Your unique experiences and insights are your trademark. More than three decades in, and I'm still learning, growing, and embracing change in this unpredictable freelance journey. #freelancewriting #freelancesuccess #lessonslearned