Posted in Top tips, Tools & Advice,
Thinking of turning away from a permanent career and stepping out into the world of freelancing? If you are, you're certainly not alone. More practitioners than ever are opting to pause their permanent careers in favour of a more flexible, independent working model. But how do you do it? And what are the really important things you shouldn't overlook? Here's our 10-point guide to making the leap.
Permanent CVs tell the story of a career, while freelancers sell outcomes or solutions. The market itself is driven by skills and services, a more transactional approach than you may be accustomed to but one that makes honest conversations a lot easier. Position yourself in a similar way and try to articulate the services you offer and why you're good at them. Each becomes something a client can buy.
You're now running finance, sales, HR, marketing and L&D. This can be a real mindset shift so take every opportunity to upskill and build your experience both before and after you make the leap. You should also get to grips with our old friend IR35. Your professional skills will only be 70% of what you do, the rest is critical to keep your business alive.
You are now your own best sales tool. That can be challenging but it also means you get to make all the editorial decisions! That can be a refreshing contrast to slower-paced, multi-layered corporate environments but it means you need to stay visible by posting thoughtful, honest content. Reconnect with former colleagues and don't be afraid to ask satisfied clients for introductions or recommendations. Perfect the art of following up without becoming a nuisance and you'll soon find people can't hire someone they've forgotten exists.
As a freelancer, you're almost always there to fix a problem. Although temporary talent can be a good way of building out a team, it's much more likely you'll be in demand to:
Position yourself in those terms by asking 'what problems am I known for fixing?'. Those should become your primary services.
Freelancing successfully is all about skills-based hiring, not jostling for position. There's very little hierarchy here, which many find refreshing after the constraints of corporate. Don't be distracted by the hegemony of job titles. Instead ask yourself do you like the brief, the company, the people. If you do, go for it but be prepared to muck in. Almost all interim roles will bring a healthy combination of tactical and strategic.
One of the biggest mindset shifts can be moving away from traditional salary thinking. Don't forget, clients are buying speed, judgement, reassurance and experience. Your day rate reflects years of expertise, not just hours worked. Work out your 'get-out-of-bed' fee. All of us have financial commitments to consider so think about your base rate and go from there.
Freelance work can be wonderful – and lucrative. It can also be transient and unpredictable. Although you may find yourself bouncing from one assignment to the next in year one, it could always be a rather more barren picture in year two. Be prudent and figure out what you need to stay afloat when times are tougher.
Turn your skills into a slick proposition and reduce potential frictions when an assignment draws close. Make sure your LinkedIn profile is spick & span, collate some testimonials, hit on your preferred payment model and your rates, think about whether a portfolio or a personal website are the easiest way to showcase your skills to suitors. Be easy to contact and responsive and always try to be upfront about your availability. You'll find decision-makers will often need someone yesterday.
Many people underestimate the emotional impact of switching modes. Careers take years, if not decades, to build. That's a lot of toil and even the most robust of egos can take a hit when an illustrious past isn't acknowledged as we may feel it should be. Freelance careers are about whether you can do the job right here, right now and at most levels and in almost every environment you will be expected to roll up your sleeves and pitch in.
As an interim, your reputation is your brand. You will ultimately live & die by the quality of your services so be prepared to deliver consistently and from day one, to be assiduous on deadline management and generally leave teams and organisations stronger than you found them.
Ultimately, successful interim & freelance professionals don't simply market their experience, but confidence. Clients are often under severe pressure, facing uncertainty or filling a leadership gap. They want someone who can arrive quickly and assimilate to their environment almost overnight, making sound judgements and delivering results with the least possible hand-holding. That's the real product: not just skills & expertise but experienced leadership on demand.
Ben Mitchell is the Head of Interim The Work Crowd
Whether you need interim, fractional or freelance expertise for a project, to plug a gap or upskill your team, or you are exploring new opportunities as an independent consultant, The Work Crowd can help you connect.