How can freelancers maintain a steady stream of work?

When you’re a freelancer or solo independent contractor, you are your own Marketing Department. It’s up to you to make the contacts and generate the work that will enable you to grow your business.

Freelance newcomers and veterans alike need to continually broaden and update their work-finding and marketing skills not only to sustain their current workloads, but also stay ahead of the competition. Two keys to being successful at this are consistency and dedication. The search for work is constant part of your independent enterprise, so you’ll enjoy it more if you develop a passion for finding the next big project.

Obviously, the best sources of new business are current customers. Doing good work for them will keep them coming back, which is why you also need to be a stickler for client satisfaction. Always stand behind your work and try to gauge client expectations at every step, and then exceed them.

It’s also important to stay in touch with your clients, even if you already have a substantial backlog of work. Check in periodically to ask how things are going, what projects or initiatives may be in the works, and remind them that you’re ready to help out if the need arises. They’ll appreciate your proactive interest, and planting that seed may pay off immediately, or in several months when things start to slow down on your end.

Also recognize that building your personal brand is important. As a sole operator, your brand is you, so focus on leveraging your special knowledge, style or expertise. But don’t lock yourself in to tightly. The most successful independent contractors try to build new skills and leverage existing ones to higher price levels.

A substantial number of Web sites specialize in matching freelancers with potential clients. Their approaches are as varied as the range of industries they cover. Some work on a bid system where employers post projects and freelancers bid on the work. These sites will likely take a cut of your proceeds. Then there are job boards, where projects are posted and you respond with a pitch letter and resumé directly to the employer. You may need to pay a fee to access these resources, so it’s a good idea to find out whether the amount of work or contacts generated is worth the investment.


Richard Strug
Greater Princeton Area SCORE (Chapter 631)
Serving Mercer and Middlesex Counties