If you follow the advice in this blog and our upcoming book, and if you craft and consistently execute a smart marketing plan, it won’t be long before you have more work than you can handle.
I realize this may sound like a pipe dream. It seemed like an impossible goal when I was starting out and was desperately looking for work. And a couple of times since then, when I lost big clients, I wondered if I’d ever be super-busy again.
But I’ve seen too many freelancers turn their businesses completely around in a matter of weeks to know that being booked solid is very achievable. And I’ve done it myself more than once.
So the issue is NOT whether or not it’s possible. The issue is what the heck you’re going to do once you have more work than you can take on.
Here are some ideas on how you can do that effectively.
- See if client can wait. Sounds obvious, but sometimes we’re afraid to ask. You don’t want to upset the client, especially if you have a great relationship with them. However, it’s surprising how many clients will be OK with waiting a few weeks for the needed deliverables. They understand that most of us are a company of one, and if you’re good and they really like you, many will be willing to wait a bit.
- Take it on…and just figure it out. If you’re starting out and maybe even moonlighting as a freelancer, your schedule is already going to be pretty tight. But when you’re trying to build a business, you’re going to have to make some sacrifices and say “yes,” even if it means pulling in a couple of late nights or working through the weekend. Just make sure you’re doing it for the right reasons and for the right clients.
- Outsource some of the mechanics. Can you outsource certain elements of the project? For instance, if you’re a writer, you can often hire someone to help you with research, editing and proofreading for a reasonable fee. Don’t get hung up on the costs. If it means the difference between bringing on a great new client and passing on the opportunity, it may be well worth it.
- Outsource some of your administrative duties. Can you find someone to do your billing and/or bookkeeping? Trips to the post office or office-supply store? Lawn maintenance or housecleaning? I know, I know. Some of you find enjoyment in these activities. If you do, fine. But if you hate them—and if you can find a pro who can do them faster and better (and help free up some of your time)…well, you know my answer.
- Find and train a potential partner. Consider partnering up with a junior-level practitioner in your field. Someone you can train in your processes, systems, approaches, formulas. This takes time, energy and patience. But in the long-run, you may be able to scale your business and add to your income by marking-up someone else’s efforts. And when you want to go on vacation, this individual can help keep your business humming.
- Refer the business to a trusted colleague. Why not create a network of trusted colleagues whom you can send work to? You can either form a reciprocal arrangement (where they in turn send work your way when they’re slammed). Or you can agree on a finder’s fee to be paid out upon final payment.
- Form a small freelancer group. I’ve talked with freelancers who have successfully created small, informal groups of pros with complementary skills. The idea is to work as a team on projects for a select group of clients. Each member of the team takes on a different part of the project. Or in some cases, only one or two of the team members work on the entire project (depending on the availability of the team members). If structured properly, such an arrangement can give your business a little more diversity. And it can help you channel work to others that you can’t take on by yourself.
- Revisit your “ideal client” description. I’ve written before about the importance of having a detailed description of your “ideal client.” Such a description allows you to make better decisions—especially when you have too much work. If you find yourself in this situation, make sure to revisit your ideal client profile. And when an opportunity comes up, ask yourself, “How closely does this client and project match my ideal profile?” The answer to that question will very likely help you make the right decision.
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Ed Gandia is the co-founder of TheWealthyFreelancer.com and co-creator of The “Launch Email” Technique: The Fastest Way to Attract Good-Paying Clients as a New Freelancer.
Photo, Squirrel Heaven, courtesy Dawn on Flickr
{ 11 comments… read them below or add one }
Hey Ed, great tips! I’m a big fan of the first two strategies. As you build skills and reputation, clients are more willing to wait for a time when they know they’ll reap the benefits of your full attention. If you try to “squeeze it in” you might not turn out your best stuff.
Of course, this isn’t always feasible, and rather than losing the business, I’ve logged some late hours to come through for a client in a crunch. This also goes a long way toward building a good reputation for being willing to go above and beyond when needed, but you do have to be careful that this doesn’t become what’s expected on a regular basis.
Great post Ed! I’ve found myself in this position many times over the past couple years. It seems my profession of User Experience is growing, and my reputation in my home city of Chicago has brought me many referrals. If I can’t take on a project, I will do my best to help the client with a referral or offer to work with them on a limited basis if it benefits their immediate need. I try to find any way I can help, especially if it’s a new client. The end of every request involves me thanking the client for contacting me and letting them know I will be in touch if I should find someone who can help, or if my availability changes. I got over the fear of never hearing back once I realized I was getting repeat calls even if I wasn’t available for every job.
This may sound too obvious to state, but if you are inundated with work, it may be because you are under-charging, in which case it is time to raise your rates!
@Emma I think most freelancers strive (or should) to raise rates periodically. However, I don’t think all the extra work coming to a freelancer is the result of their rate. I know freelancers who raise their rates and still run into the “too much work” issue. It’s a contrasting position to be in when we hear of the economic demise of colleagues and businesses around us. I think a freelancer’s network, reputation, experience and overall quality of presence on the job is what brings in the work.
Great post and very timely for me. I just started my business a few months ago and am starting to reach my capacity point. I just got another inquiry today from a potential client and was wondering how to handle additional work when I read your post. Thank you for the advice!
You have to be careful about farming out work to other writers. If the copy isn’t top-notch, it will hurt your reputation. I’ve been working on this, but it’s incredibly hard to find people you can really trust.
I also agree with Emma. If you’re charging low fees, you’ll get buried quick. I’ve always used busy times to up my fees with new clients. In-demand means “higher value,” so there’s no reason for a $15 an hour writer to hand work to other writers. Boost your fees until you start losing jobs THEN decide what to do with overflow.
There’s a lot of excellent advice here. I agree with Dean that periods when you’re getting buried is a great time time to test higher fees and a new client’s willingness to wait for an opening in your schedule. I also will farm out research or pieces of a project so I can concentrate on the elements I do best and what clients are really paying me for.
It’s all good.
Kara – I agree. You have to be careful, and you have to learn when to say “No.” The benefit of developing long-term clients is that you get a chance to develop a good understanding of what you’re willing and not willing to do. You develop mutual respect and therefore minimize these “I need it yesterday” requests.
Albert – That’s a great place to be — congrats! Isn’t it funny how more work seems to come your way when you’re booked solid? It’s one of the big reasons why we need to stay booked with work (besides the income, of course!)
Emma – You’re right. That can sometimes be the case.
Kim – Glad to hear it came in at the right time. Serendipity at it’s finest!
Dean – I’ve had the same experience. But it hasn’t been so much a quality issue as one of style. Part of the reason my clients hire me is my unique style and approach to the work. It’s very difficult to duplicate that when it comes to writing. The more creative your field, the more difficult it’s going to be to farm out part or all of the work. But my point in the article is that every project has at least one or two aspects that are more left-brain-oriented and can be outsourced without much hassle.
Roberta – Research is a perfect project component to outsource. Designers and other creatives have similar aspects of a project that lend themselves to this sort of delegation.
Great comments, y’all! Keep ‘em coming!
Timely advice for me, Ed. The comments were helpful, too!
Thanks for the helpful reminders about how to handle it when it seems overwhelming.
Hi Ed. This is really helpful information. Some of what you write is obvious to industry veterans, but the gentle reminder sure helps. I’m intrigued with idea #7, a new one for me. I’d really like to form a “hot team” of writers here in Oregon, but am not sure how to go about it. This is a clever idea and very appealing to me – love collaborative projects and the joy of team success.
BTW, I’m a successful Fortune 500 Company Marketing Executive, moonlighting as a freelance writer – a strange and demanding combo. I’ve been playing this dual role for the last 25 years, writing everything from restaurant and wine reviews to engineering company news releases. The work just keeps flowing in – all of it from word of mouth recommendations.
I’ve just purchased your book “The Wealthy Freelancer” and recommend it to anyone who takes this business seriously (Pete Bowerman also puts out good ideas in his helpful freelancer titles). The last “Bios” page in your book turned me on to this blog, I’ve bookmarked the site as a favorite, and I plan to harvest the information here on a regular basis. Keep up the good work guys!
Kirk – The “hot team” concept can be done virtually if you don’t know enough freelancers in your area whom you’d enjoy working with. Peter Bowerman (freelance commercial writer and author of “The Well-Fed Writer”) has had great success with this strategy. He and 3 or 4 other freelance writers formed a group like this a few years ago. They promote their services as a separate entity. When projects come in, I believe the way they handle it is they figure out who’s available/interested. Sometimes they work collaboratively; other times I think one person will take on the whole thing. I believe he talks about this in the latest version of “The Well-Fed Writer” (sounds like you may already have it; highly recommend it!)
I commend you for your efforts as a part-time freelancer! I know it’s not always easy when your free time is limited, but it can be a great income stream — and a nice back-up plan should your day job go sour.
Thanks for your kind words on the book! Glad to have you here!