Re: UKNM: Going Freelance

[Archie Bell]

I thought Lois' contribution about the pitfalls of the freelance life was

spot on; that's effectively how I started Waverley Lane in the (off-list)

field of office IT systems - but jings! we're in the door with a lot of

clients now and get asked all sorts of questions about "getting on The

Internet" and that's why I like this list - thanks everybody for the

constructive contributions - hope my tuppence-worth here is OK!


But anyway, to Steve's comments:


> 1. Be prepared to accrue absolutely no value.

> It is a hand to mouth existence, you have nothing to sell at the end of it

> and nothing to own.


It ain't necessarily so - depends just what your field is. What we try to do

is to be so effective that our clients can't do without us - that means

service with a smile, no bullshit, quality quality quality, and they keep

coming back (so far!). This avoids every job having to be a fresh sale which

is good for both parties - so build the relationship and stay close to the

client.


Ask your accountant - they build their own businesses par excellence - doing

your tax return year after year! And small accountancy firms are bought by

the big guys for about 100 to 120 percent of gross annual recurring fees at

the moment, so the purchasers see retained value in the client list of the

business and the repeat work that can be expected from that list. I accept

that accountancy is perhaps more established and quantifiable than much of

what gets discussed here, but the principle holds good.


> If you plan to be a

> freelancer for the foreseeable future then bear in mind it is a lifestyle

> business (one that clearly suits Lois) but you ain't ever going to get

rich.


Not so! You can leverage it up into anything you want. Read "The E-Myth

Revisited" by Michael E Gerber for more on this.


> 2. Be prepared to be forgotten.

> I have found it impossible not to immerse myself in a business in order to

> establish how best to help it - this is primarily on strategic work - and

> with that immersion comes a sense of emotional belonging (call me a

softie).

> When the project is over and they stop paying your fees they will never

> volunteer contact again.


This could be so, but we haven't had it happen to us yet (in 2 years). We're

up front about overall costs; these will include for the "immersing in the

business" period at the start with a new client in the way that a management

consultant would - but we never never never mention the word "consultant",

although that's what we're doing to get to know the client's people and how

they work, to give "best practice" advice and assistance.


The "getting to know the client" needs doing; it takes nerve and faith in

your own value to get paid for it; but it will pay off long-term by giving

you the inside knowledge to encourage your client to take that next

half-step when you know they need to, which leads on...and on...and on;

which builds a partnership and repeat business, see above.


Lois' comment about avoiding work that brings hassle is relevant here - if

you're good, you're honest, and you make yourself easy to talk to, the good

guys will come back to you and you won't need the "hassle" clients.


> It can be lonely and it does require you to be that all round business

person as > well as that practitioner of your skills; some people find this

very difficult.


Agreed in spades! But so satisfying to be able to do *your* business *your*

way!


Hope this wasn't too long and rambling - throw it out if it is, Sam. I'm off

out for an evening shift myself at a good clients' premises - my choice - do

lots tonight, quick daytime visit before the weekend to hand-hold, result -

happy people and more work!


Cheers!


Archie Bell



  ===================================================


    Waverley Lane - IT for Business

    Office Systems - Networks - Databases

    Professional - Efficient - Practical

    0131-476-0000


    now on the web at http://www.waverleylane.co.uk


  ===================================================



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