How To Turn Down Freelance Work Gracefully

If I’ve said it once, I’ve said it a thousand times: freelancing and consulting work are like sunlight; there’s enough for all of us to get a tan.

That said, in the coin flip of life, some days don’t feel like you’re operating in a world of abundance. This freelancing game can be brutal.  Sometimes things look bleak, and you wonder if you’re going to make it.

The minute you start radiating struggle or desperation, a predatory (at worst) or clueless (at best) potential client will appear, sensing your weakness and enticing you with a fat – or so they say – check, if only you can accommodate their abusiveness, idiocy, or micro-managing.

You begin to wonder how critical is it that you close this job? Ask yourself if you’re willing to be married to a client who is throwing up red flags before you’ve even done any business together?  Can you tolerate their behavior once there are stakes?  Sometimes you’ll decide that things just aren’t bad enough to willingly subject yourself to frustration.

The other side of the coin flip of life is that sometimes things are going like gangbusters.  Sometimes the freelancing game opens up and gives you the goodies you’ve been working so hard to acquire. Keep Reading…

Burning Consulting Questions: How To Get Clients?

I talk to a good number of freelancers/consultants, and I hear this same burning consulting question from a lot of people, both new and established:

I understand you run a successful consulting business and was wondering if you have any “tips” regarding how to get clients?

OK, here comes a “Constulants hate him” moment: I haven’t had to work all that hard to keep my business busy. I’ve been reasonably fortunate in two ways regarding client acquisition:

  1. 80% of my firms’ work comes from word-of-mouth referrals, and
  2. The other 20% comes from people just phoning in after finding my company on Google.

The majority of my business revenue comes from selling new projects to existing clients, far more so than by selling new projects to new clients.  My experience has been that the best answer to “how to get clients” is “sell to the clients you already have”.

That said, at the moment I do find myself looking to fan the flames of marketing a bit. I recently devised a new strategy for marketing my business locally, and I’m not 100% certain it’s going to work. Keep Reading…

12 Things I Learned in 12 Years of Freelancing

So, it turns out that Cogeian Systems turns 12 years old this month. I’ve decided to share some of my experience from these 12 years. Maybe it helps, maybe it doesn’t…but I hope it does.

1) Sometimes turning down work is a good idea.

I am a firm believer that freelance and consulting work is like sunlight; there’s enough for all of us to get a tan. But sometimes it doesn’t feel that way. Sometimes you’re up against a mortgage payment and the sales funnel is covered in dust. In these moments, a nightmare client will *always* appear, sensing your weakness and desperation, enticing you with a big fat check (but not as fat as it would be if you weren’t desperate), if only you can accommodate their abusiveness, idiocy, or micro-managing.

What do you do? Keep Reading…

Interview: Successful Freelancing (via The Freelance Podcast)

RJ from The Freelance Podcast was gracious enough to invite me on the show, hoping to share my 12 years of successful freelancing experience with his listeners. We get into a bit of the armchair psychology of being self-employed and maintaining persistence. We also discuss the “maker” mentality, both the good and the bad. Additionally, we discuss the importance of fellowship and how my podcast helps to keep me sane.

It’s a great podcast, a great host, and I’m flattered to have had a chance to be involved and share the ins and outs of successful freelancing. Head on over and check out the interview!

Three Big Questions New Consultants Need Answered

Very often, I will receive an e-mail from a developer hoping to go out on his own, asking “What is needed to get started in consulting?

Let me begin by telling you what is *not* needed: Permission! I say this up front because a lot of people who are otherwise qualified to go into business for themselves are waiting around for some third party to bless them. Don’t wait for some third party to validate you – if this is the move you truly want to make, then make it.

That said, off the top of my head I would suggest that you have the following 5 things in place: Keep Reading…