Freelancing Best Practices

How do you build a long-lasting career as a freelancer, instead of it being a stopgap or short-lived side hustle? For starters, optimize for interesting, focus on financial longevity, and diversify your offerings. Passing the decade milestone as a freelancer, I’ve identified what’s helped to sustain my interest in the work, continue to drive demand from clients, and other insights that have made self-employment a viable, rewarding path. In my latest for Fast Company, I explore lessons in building a long-term practice based on what’s proven effective for myself and other freelancers. ➤ Niche down strategically so it’s clear what you offer, the types of clients you serve, and what’s unique about your expertise. You can’t be everything for everyone, get specific instead. ➤ Consistently share your ideas publicly, whether through podcasting, a newsletter, or otherwise so clients find you based on your insightful ideas and solutions. ➤ Craft a deployable network. According to Lola Bakare, build relationships with colleagues across sectors, and when the time is right, deploy their willingness to support you. “Be very willing to not just ask for help, but surround yourself in help,” she suggests. You can’t just rely on yourself to make it happen. ➤ Secure social proof. “Over-index on social proof. Early in your career, it's essential to ensure you're being taken seriously,” advises Dorie Clark. “The best way to do this is to gather as much social proof - i.e., easily understood and verifiable symbols of your competence - as quickly as possible.” ➤ Prioritize reliability. “This doesn't mean you have to perform perfectly. It means that you need to show that you value the relationship, and have appreciation and respect for clients who've hired you. That means doing what you've committed to doing, when you've committed to do it, and ensuring open communication around that process,” says Melissa Doman, M.A. ➤ Commit to yearly growth by setting aside time annually to go in-depth on a new learning opportunity that allows you to explore a new area of your business or expand upon an existing offering. ➤ Learn from missteps. “We will all make mistakes, and in my early years, I made a costly error when I relied on a verbal agreement with a friend. That experience taught me the indispensable value of contracts. By clearly defining what our services include—and do not include—we eliminate confusion and potential disputes. It's a preventive measure that has saved me from challenging clients,” added Nicte Cuevas. ➤ Pass on misaligned work. “Many freelancers burn out by working for difficult clients at low rates and then quit. They do this because they need the work — any work. If you can help it, don’t go full-time until you have enough savings to confidently turn work down. Even better, don’t go full-time until your business is threatening to interfere with your job,” suggests Josh Garofalo. Read the article below for all the lessons in more detail. ⭐

I have a question for my freelance friends out there: What’s something you wish more people understood about freelancing or running your own business? Ya know, over the past few weeks, I’ve had some really honest conversations with friends who freelance...the kind of conversations you don’t always see in public. And it made me realize…there’s a lot about the life of being a freelancer that we don’t talk about in the open. So, I want to talk about it. Because here’s the truth: Freelancing isn’t just a different kind of job. It’s running a business. Full stop. But I think a lot of people oversimplify what that actually means. I’ve heard things like, “Just quit your job and become a freelancer,” or “I’m burned out, so I’m thinking I’ll quit and try freelancing instead.” As if freelancing is something you can just casually fall into. As if it’s the easier path. As if all it takes is making a Canva logo and updating your LinkedIn headline to “Freelancer.” But the reality? Freelancing isn’t some carefree alternative to a 9–5. It’s a commitment. A risk. A full-time job plus a dozen other roles you didn’t ask for. And I get it! I really do. On the surface, freelancing sounds like freedom. No boss. No 9–5. Work from wherever. Take on the projects you want. But what most people don’t see is everything that sits underneath that. The mental weight. The financial risk. The constant self-promotion. The dry spells when no one’s hiring and you’re still trying to make rent. The hustle that doesn’t stop just because you’re busy...in fact, it doubles when you’re busy, because you’re already preparing for when things slow down. Freelancing means being your own sales team, your own finance department, your own legal team, your own IT, and your own project manager. You have to market yourself, pitch yourself, sell yourself..over and over and over again. You have to know what you’re good at, price your work accordingly, write your own contracts, handle your own taxes, buy your own software, drive your own professional development, and figure out your own health insurance. You don’t get to coast for a few days between projects. You don’t get paid time off. You don’t get to turn your brain off at 5pm. And even if you have savings and experience and a good reputation...it can still be scary AF. Now don’t get me wrong...I love freelancing. I chose this. I’ve worked hard to make it work. But I also spent almost a decade preparing for it. And I’ve learned the hard way that it’s not something you casually fall into. At least, not if you want to stay in it. Let’s make the conversation more honest for those who are considering this path...and a little more vulnerable for those already on it. Because if you’re out here building something on your own, you shouldn’t have to feel like you’re doing it alone. #eLearning #InstructionalDesign #LearningAndDevelopment

Most founders are terrified of their own worth. The traditional business advice says: "Start low and build up." But after working with hundreds of entrepreneurs, I've learned something counterintuitive: Undercharging by 300% isn't just bad for your wallet, it's bad for your clients. Last year, I watched a brilliant consultant struggle with this exact problem. She was charging what felt "safe" instead of what she was worth. When she finally made the shift to premium pricing, something beautiful happened, and it changed how I think about creating fair value exchanges. Here's what I learned about honoring your worth while believing in mutual success: 1. Commitment Over Comfort When people invest appropriately, they're committed to their transformation. Fair pricing attracts founders ready to do the work, not just observers. I've seen consultants charge too little and watch clients disengage, then price fairly and see those same clients implement everything with dedication. 2. Partnership Filter System Fair pricing attracts the right founding partners for mutual growth. You're not just serving clients, you're choosing who you grow with. This creates beautiful partnerships where both parties are invested in extraordinary outcomes. 3. Excellence Creation Mechanism Appropriate pricing gives you resources to create exceptional experiences and deliver transformation at the highest level. When compensated fairly, you can focus entirely on results instead of worrying about covering costs. 4. Positioning Clarity Tool Your pricing positions the value of the outcome, not just the service. Fair pricing communicates the level of transformation you're committed to delivering and signals your belief in what's possible. 5. Abundance Building Practice Every time you price fairly, you're practicing abundance thinking. You're believing there's enough success for everyone and modeling the mindset your clients need for their own growth. 6. Sustainable Impact Engine Fair pricing creates the foundation needed to truly serve at your highest level. This sustainability allows you to show up fully and build long-term relationships based on mutual respect and shared success. This isn't just about charging more, it's about creating systemized, beautiful partnerships where transformation becomes inevitable. When you price your work fairly, you're not being greedy. You're being generous with your belief in what's possible for the founders you serve. The question isn't "Will people pay?" The question is: "Do you believe enough in the transformation you deliver to price it fairly?" The future belongs to those confident enough to value their impact appropriately. It starts with one conversation where you honor both your worth and theirs. __ Enjoy this? ♻️ Repost it to your network and follow Matt Gray for more. Want help applying this in your business? Send me 'Blueprint' and let's chat. Only for founders ready to scale.

Let's get real for a moment. You know those months where your inbox is eerily quiet? When you start wondering if your last client was actually your last client? Yep, as someone who used to be a lone freelancer, I've been there. More times than I'd like to admit. Freelancing can sometimes feel like you're on the world's most unpredictable rollercoaster. But over the years, I've crafted a strategy to not just survive, but thrive during those 'no income' months. Grab a cup of coffee (or tea, if that's your jam), and let's dive in. 🌺The Rainy Day Fund: First things first, always have a safety net. You know those days of abundance right? Instead of spending the money on things you only want (not need) , set it aside. I set aside a portion of my income during the good months. It's not just about paying bills; it's about peace of mind. 🌺Upskill Time: No clients? No problem. I use this time to learn something new. Whether it's a course on a new design tool or brushing up on marketing trends, I come out more marketable than before. In fact, my first portfolio as a freelancer (which gave me my first $1,500 here on Linkedin) was borne out of one of these dry spell days. 🌺Network, Network, Network: Remember that coffee date you kept postponing or that webinar you bookmarked? Now's the time. Opportunities often come from the most unexpected chats. Human beings can't function well alone. You need other people. Which makes me wonder if the phrase “Self-made” is actually correct. 🌺Re-Evaluate and Pivot: I take a step back and assess. Is there a service that's not getting traction? Maybe it's time to pivot or repackage. Use this period to get expert feedbacks and improve on something. Innovation is the only way to stay ahead in the world of today. 🌺Self-Care Isn't Selfish: It's easy to spiral into anxiety. But I've found that a walk in the park, spa dates, a good book, a weekend getaway or even a Netflix binge can recharge you and take your mind off things for when the next client comes knocking. 🌺Reconnect with Past Clients: A simple 'Hey, how's it going?' can lead to repeat business. It's not about being pushy; it's about staying top of mind. 🌺Golden Nugget Alert 🚨: The Portfolio Revamp: This is my secret weapon. I take this downtime to polish my portfolio, update with recent work, and sometimes even do mock projects. It keeps my creative juices flowing and often attracts new clients who see my updated work. Portfolios are extremely important and if you don't have one, you're missing out. A well-crafted portfolio can be the difference between a 'maybe later' and a 'let's work together now!' If you're wondering how-to get started, you can find a curated list of optimized portfolios through the link In my bio or comment section. In wrapping up, remember this: Dry spells don't define your worth or talent. They're just a part of the freelancing or even entrepreneurship journey. So, tell me, how do you handle the quiet months?

🚨 Thinking About Going Solo? Here’s my unfiltered advice for aspiring solopreneurs in coding and health information: 💡 If you crave stability and steady paychecks, solopreneurship may not be for you. There are ups and downs. Income fluctuates. Clients don’t always pay on time. In fact, the bigger the organization, the slower the payment in my experience. And yes, contracts can be canceled with little notice. 💸 Set your rates with intention. Don’t lowball to get in the door—you’ll regret it. The clients who pay the least often demand the most. Meanwhile, those willing to pay top dollar tend to respect your time and expertise. When you underprice yourself, you don’t just hurt your own business, you devalue the entire profession. (This includes ridiculously cheap education as well-there is a balance) 🧭 Set boundaries early. You train your clients how to treat you. If you’re available 24/7, they’ll expect it forever. Respect your time and communicate during business hours. You’re building a business, not becoming someone’s 24/7 safety net. 🙅♀️ Not every client is worth it. Choose the right clients—those who value your skills, respect your time, and appreciate your work. Don’t chase every dollar. It’s not worth the drain on your energy or integrity. 🌱 And finally—don’t quit your day job just yet. Build slowly. Test the waters. Learn as you grow. Solopreneurship is a journey, not a leap. 💬 If you're a fellow solopreneur, what lessons have you learned the hard way? #MentoringMonday #Solopreneur #HealthInformation #MedicalCoding #ConsultingLife #EntrepreneurMindset #BusinessAdvice

Many people stress the importance of having a side hustle. But where do you begin? Here’s what I learned on the path to becoming a top-rated freelancer in the top 1% on Upwork, with 100+ successful projects and 5-star reviews: ⭐ Start simple. Platforms like Upwork let you dip your toes into freelancing — no website, cold outreach or marketing needed. (And yes there are cons to the pros, more about that in another post.) ⭐ Pick a skill you enjoy and know well. Make sure there is a demand. ⭐ Protect yourself. My first potential client was a scammer! Always follow the platform’s terms of service to stay safe. ⭐ Study other freelancers. How do they position themselves? What keywords do they use? What do they charge? ⭐ Diversify your services. Offering more than one skill means more opportunities. ⭐ Build a standout profile. Use keywords your ideal clients are searching for, show how you’ll solve their problems, and make it clear why you’re the right choice. ⭐ Start your portfolio from scratch if needed. Create mock projects for the clients you dream of working with. ⭐ Consistency is everything. Bid on jobs daily. You probably won’t get most of them. At first, you might get paid total crap. Keep going. ⭐ Go above and beyond for every single client. That trust is gold, especially early on. ⭐ Vet your clients carefully. A bad review can hurt more than a low-paying job. If you’re still doubting whether you can do it, just know I almost didn’t start. I thought about taking a part-time retail job instead. I’m so glad I took the leap, and you can too. If an employer pays you to do a job, why wouldn’t a client?

Underpricing isn’t just a mistake—it’s a fast track to burnout. Let’s fix it... because it’s one of the biggest things new consultants screw up. Here’s the deal: when you’re coming out of a corporate role and starting your own consulting business, setting your prices can feel like a complete guessing game. Go too high? You’re afraid clients will run for the hills. Go too low? Now you’re stuck doing premium-level work for bargain-basement rates—and good luck raising those prices later. I see this all the time. People underprice themselves, and it snowballs into burnout, frustration, and a business that’s running YOU instead of the other way around. Let me hit you with some facts: • 72% of new consultants say pricing is one of their biggest challenges (Source: Consulting Success). • Consultants who charge too little are 50% more likely to burn out in the first year (Source: Freelancer’s Union). Pricing isn’t just about numbers—it’s about confidence. Get it wrong, and you’ll feel stuck before you even start. Here’s What Happens When You Don’t Fix This You’ll constantly second-guess yourself: “Am I charging too much? Too little? What’s everyone else doing?” You’ll struggle to scale: Clients will expect discount rates forever. Worst of all? You’ll work twice as hard for half the money, and the resentment will creep in. Here’s How to Fix It Study the Market: Look at 3–5 consultants doing similar work. What are they charging? What’s included? How are they packaging their services? Know Your Floor: Calculate the minimum you need to charge to hit your income goals. Don’t just guess—do the math. Offer Choices: Create 3 pricing tiers: Basic: A small, no-frills package. Standard: Your main offer, full value for your regular rate. Premium: Add extra value and charge more. Test and Adjust: After every project, ask yourself: Did I charge enough for the value I delivered? If not, bump it up. Repeat until it feels right. The Truth About Pricing Your pricing tells people how much you believe in your own value. If you don’t charge what you’re worth, no one else will take you seriously. But when you own your rates, you attract the right clients, the right opportunities, and the right results. Don’t wing it. Grab my "Consultant Pricing Guide" and get clear on your rates, your value, and how to package your services to grow your business. Comment "PRICING" or DM me and I'll send it your way.

Freelance experts: “Be more selective with clients!” Freelancers: “Super. Thanks. And how, pray tell?” Use these 10 practices to identify bad-fit clients before you become entangled: 1. Institute a minimum engagement, meaning don’t accept projects below a certain value. This is the easiest way to minimize the time you’d otherwise spend on price-sensitive tire kickers. 2. Institute a minimum timeline, meaning don’t agree to turnarounds time of less than X days. This will protect you from clients whose urgent deadlines are a result of their own poor planning. 3. Don’t do spec work or free “test” projects. If a client needs to see “what you can do,” send the link to your portfolio. If you don’t have a portfolio, produce some work you’re proud of, on your own—no clients asking for free samples required. 4. Require a deposit before you start the project. The client doesn’t work for free, and you don’t either. Oh, they really must get started asap? Oh look, here’s the link for paying with a credit card! How convenient. 5. Don’t offer discounts in exchange for future referrals. In fact, don’t offer discounts at all. If a client doesn’t have a big enough budget for everything they originally wanted, dial back on the scope. 6. Don’t jump into big projects or retainer relationships until you’ve tested the relationship with a one-off planning project. A paid audit, project roadmapping engagement, or strategy session can give you significant insight into what the person will be like to work with and save you many unpaid hours of discovery and project scoping. 7. Use a solid agreement. A living, breathing attorney created mine. It’s long and dense and I hate it and I love it because it’s better than Advil for preventing headaches. Maybe you know the feeling. If you don’t have a good one, sign up for Moxie. Their contracts alone are worth the monthly subscription. 8. Tie installment payments to dates in the calendar not to project milestones. If the project value is less than $5,000, I charge 100% up front. If it’s more than that, I charge 50% up front, 25% at 30 days, and the final 25% at 60 days. I don’t want my money held hostage by client delays. 9. “When people show you who they are, believe them the first time.” Maya Angelou said that once to Oprah, but she might have been saying it to every freelancer ever. Keep your peepers peeled. Notice what clients do more than what they say. 10. Remember that people are remarkably consistent. The client who’s sloppy with communication early on will grind your gears throughout the project. The client who’s prompt, respectful, detail-oriented, and decisive early on will continue to continue to be easy to work with. You still “go positive and go first,” as Peter Kaufman recommends, but as you see yellow flags and notice a familiar pattern emerging, you discreetly protect yourself by sticking to these practices—project deposits, et al—or by finding the nearest door.

Want 10 Hours Back Each Week? Time is your most valuable resource. To make the most of it, track and analyze your time in real-time—not just at the end of the week. “𝘉𝘶𝘵 𝘸𝘩𝘰 𝘩𝘢𝘴 𝘵𝘪𝘮𝘦 𝘧𝘰𝘳 𝘵𝘩𝘢𝘵, 𝘛𝘢𝘯𝘺𝘢?” People who prioritize efficiency and want to work "on" their business. Manually logging your time after each task keeps you aware of how long you spend on tasks and whether they're the best use of your time. This simple practice can significantly boost your productivity. For instance, I used to handle accounting myself. While I'm good at it, accounting drained my energy and affected my productivity for the rest of the day. Tasks that normally took me less than an hour would stretch out to three hours because I was so drained. Recognizing this pattern, I outsourced accounting and saved over 9 hours a month! 𝗧𝗶𝗽𝘀 𝘁𝗼 𝗚𝗲𝘁 𝗦𝘁𝗮𝗿𝘁𝗲𝗱: • Identify Your Top 3 Tasks • Log Time and Feelings After each task • Track Interruptions • Daily Review 𝘉𝘰𝘯𝘶𝘴 𝘛𝘪𝘱: 𝗠𝗼𝗻𝘁𝗵𝗹𝘆 𝗥𝗲𝘃𝗶𝗲𝘄: Have someone else review your log at the end of the month. They can help you uncover blind spots and offer tips for greater efficiency. What practices do you employ to optimize your time?

Early in my freelance career, I used to get excited anytime someone booked a discovery call. This could be a big client! I’d think. But half the time, the call would go like this: • “What’s your rate?” (before we even talked about their needs) • “Can you do this for exposure?” (…no.) • “We just need a few quick tweaks.” (but they wanted a full rewrite) I wasted so much time on low-value leads because I wasn’t qualifying them before the call. Great clients don’t haggle over pricing, ghost you for weeks, or expect luxury service for bargain-bin rates. They value expertise, respect your process, and understand that quality work is an investment. But here’s the thing: It’s your job to filter them out before you even get on a call. Before you schedule a discovery call, consider using these filters: 1. Make sure you are qualifying clients with pre-call questions. Ask about budget, goals, and timeline in your intake form. If they dodge or lowball? 🚩 2. Consider adding some pricing visibility. You don’t have to list your full rates on your website (I don't) or even give them if they ask in the first communication. But you can signal your pricing level (e.g., “Projects start at $X”). This filters out those looking for a bargain. 3. Look for communication clues. Are they professional in emails? Do they respect your process? If they’re already difficult before working with you, it won’t get better. 4. Prioritize referrals over random inquiries. Clients who come from referrals often have a better understanding of your value than cold leads. Your time is valuable. Spend it on clients who respect that. What’s your biggest red flag when it comes to spotting less-than-ideal clients? ____________________________________________________ We talk about topics like this and more on the Boss Responses podcast. Are you a subscriber?