Despite my 17 years as a freelancer, I receive calls and e-mails like the following at least once a month:
“We really love your work. And we have a great opportunity for you at our exciting new media venture.”
Translation:
“We’re launching a new Web site/magazine/start-up and we’d love to have you do some consulting work for us. For free.”
My hopeful client will then explain that his or her company is poised to be the next Google. All this is meant to butter me up for their next line:
“It will be great exposure for you.”
No one ever bought groceries with exposure. The 20.9 million Americans working as consultants, freelancers, and small-business owners do not keep a roof overhead by getting paid in exposure, or “PIE,” as I call it.
But writers aren’t the only ones who routinely get asked to donate their time to clients lacking outsourcing budgets. Professional organizers, business consultants, life coaches, and all other manner of self-employed professionals get offered platefuls of PIE, too.
Sometimes you’ll convince yourself that a slice of PIE couldn’t possibly hurt your bottom line. But usually these gigs are as empty as the calories at your favorite bakery.
Before we discuss all the bogus PIE gigs out there, let’s consider when giving it up for free can work in your favor:
- You have no clients. If you have no client testimonials to speak of, you may have to do a short-term freebie or three to prove that you’re experienced. Freebies are also a great way for seasoned independents to test drive — and get feedback on — any new services they’d like to offer.
- Your dream gig has shallow pockets. Some low- or no-pay jobs really are worth their weight in PIE. For example, giving a talk at a highly publicized conference can land you new clients and paid speaking gigs.
- You’re donating your services to a worthy cause. Think high-profile auctions and fundraisers; the more PIE potential, the better. Although you’re doing the job gratis, send the client a short contract clearly stating what you will and won’t do.
On the other hand, if you’re offered any of the following payment schemes, I suggest you run for the nearest exit:
- Payment on spec. In the business world, it’s a bad idea to do work for any client who insists that you do the bulk of the project before they decide whether they like your work enough to pay for it. When it comes to spec work, just say no.
- Elaborate revenue models that would baffle even your C.P.A. While some attorneys, venture capitalists, and application developers have the means to work for revenue shares, getting paid if and when a company becomes profitable is not a financial option for most independent professionals.
- Credit for your work — and nothing more. Receiving credit for your work is hardly a substitute for getting paid. Besides, you should always get credit for a job well done.
When you agree to work free, you reinforce people’s misguided ideas that the self-employed are independently wealthy hobbyists. Don’t degrade your profession by letting a cheap client take advantage of you.
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Michelle Goodman is author of My So-Called Freelance Life: How to Survive and Thrive as a Creative Professional for Hire and The Anti 9-to-5 Guide: Practical Career Advice for Women Who Think Outside the Cube, both published by Seal Press. Visit her blog at www.anti9to5guide.com.
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Well said, Michelle.
Excellent article. I agree! I limit myself to a certain number of pro-bono clients each year as a way to give back. Other than that, though, I expect to be paid for my expertise and services. Yes, I just love seeing those promotions or offers to write an article for free but “we’ll give you exposure!” Sorry, but my utility company or the grocery store won’t take a byline as payment.
Also, in terms of doing work for possible future earnings–as I recently told another freelancer who has been doing quite a few editing jobs for free (a % of sales in the future)–future earnings don’t pay current bills!
Thank you for writing this!
Great article. I totally understand some people being nervous about paying a deposit or an amount up for a freelancer, but they also have to consider that the freelancer is spending their time and possible other earnings for someone else’s benefit. It is hardly fair to expect they do it for free.
I have to think someone will figure out the online revenue model that includes hiring professionals soon because quality content doesn’t create itself and quality writers can’t survive on virtual PIE. Thanks for a great acronym and article.
Timely article. I’m considering an offer to help build a contractor’s Web site in exchange for some business down the line.
People, the simple fact is this: We are experts at what we do. If someone else wants to hire you but then pay you nothing, they should simply skip you and do the work themselves (editorial work must not be difficult, time-consuming or require a high degree of skill, right?) Remember what John Lennon said about 10 minutes after The Beatles landed at JFK and the press asked him to sing something: “We need money first.”
I completely agree with this. Over the last 6 years of consulting I have done a handful of jobs for PIE (I love that term) but I knew exactly why I was doing it and what my expected reward would be. I have done it for some friends running for political office to help them out. I have also done it once or twice for a new service as you suggest to get both some experience and testimonials. The last reason I did it was unique and I will share that with everyone.
I had a long time friend who was starting an import company. He put up all the cash to bring in the container of goods, already had warehouse space to store it, and a truck to make deliveries. I had to put no cash into the venture. I simply agreed to do the marketing and consulting for the online eCommerce piece of the business in return for a percentage of all online sales and a percent of ownership in the business that I probably won’t realize until or unless we sell the business to a larger firm. I was able to get an equity stake in a viable business for nothing more than my time on a project. I get paid as we go and also would realize a large pay day if the company is ever sold. I figure I can’t really go wrong with a deal like this.
Lisa, Penny, JT, Michael Geoffrey – GREAT to see the unanimous support for the notion of working for free under *YOUR* terms. The stories and opinions you’ve shared here on this thread are inspirational to all freelancers. This is a topic that every new freelancer should understand well… Thank you for weighing in!
Laura, not that you came here looking for advice, but I’d just like to offer this — tread carefully! The promise of future work almost NEVER works out. I would only ever advise you do this in a situation like Michael described in his story… where the work he’s doing is for a long-term friend, and the upside is potentially huge. It’s one thing if you’re doing it because you “have no clients” as Michelle lists as a criteria in her article, but you approach it with the assumption that what you get will be a nice piece of work for your portfolio – and that’s it. If you’re ok with that, THAT should be the litmus test as to whether or not you do that project for free. In short… don’t do it on the promise of future work.