Freelancers -- where do you find most of your work?

@Karyn - LinkedIn is useful for a Web-prescence - I have had several jobs because of  that. Basically, no matter what you do in terms of social media, you (IMHO) should always have a "hub" site, (such as http://www.pperf.co.uk). Did you see what I did there

Everything should always come back to that. I used to make it INCREDIBLY difficult for people to find my phone number - on the basis that if they DID call me, they were probably 90% definite on the pipeline, and all I had to do was close the deal

@Todd - 100 YEY!!!!!   The only "contracts" I really sign are NDAs. I always ensure that everything is agreed in emails, and I have never had any real problems. I am having one piece of business checked by legals at the moment because, (as already mentioned in this thread....) it is a deferred payment scheme based around profit-sharing with a cap over a fixed period of time. Again, I prefer to have carefully crafted "Gentlemen's Agreements", which suits the way I am as a person and try to run my business. On 2 occasions, I had to email valued clients and say "This is not working for me, I need to raise my prices, and here's why...." In both cases it was amicable, and accepted.

I always agree my billing period, (usually either "on completion" + 30 days, or "monthly" for rolling projects. everything elase I tend to do on a "goodwill" basis, trying to make it as informal as possible. You need to ensure you fit into company (client) culture. I have just, (for the first time in my freelancing career), been asked for Professional Indemnity Insurance of £2million. OK - costs me £182 per year, but it is a bona fide business expense, and that will be covered in a short while by being allowed to trade with this particular company, (a construction company who appear to build cities, and small countries etc..)

If in doubt, check with a small business adviser and/or legal advisor.

Bruce

@Karyn - best of luck. Let us know if we can help you out as you leap (and it IS a leap).

@Todd - Sorry to say, I don't have my own contract template usually the client has one and I sign theirs. They are usually more conservative than I am, wanting to ensure that I have appropriate worker's compensation insurance (in case I get injured while working for them and try to collect disability payments) and if it's a government client then there are reams of paper, terms, clauses to contend with.  I tend to avoid the government contracts or go in as subcontractor with an IT/Systems firm or larger consulting org who can own the risk. For smaller organizations, contracts are fairly straightforward and may be as simple as a one page description or an email. As long as it outlines the statement of work, which is the basic gist of what Jeannette posted. Mine also has specifics on review expectations (turnaround time and number of reviewers). Then I have business insurance (including "errors and omissions", much like Bruce described) to cover me just in case.  However, I am in Canada (and Bruce is the UK) where we are far less litigious, so not sure if that's helpful to you or not.

I almost always split projects into 2 phases: one for scoping and analysis to confirm estimates ante the second is to build the thing that we agree to. I don't tend to take any payment up front, but usually we divide the payment up by milestones, with the largest coming on completion or sometimes on a monthly basis if it's a longer term contract or less defined in terms of deliverables (not everything I do is e-learning). 

Not sure if this helps, but check it out anyway: http://speckyboy.com/2010/08/12/5-free-to-use-freelance-design-contract-templates/

Holly

Todd, I recently found this site through a design group (I'm a web designer as well)   It seems to be a legal-document sharing site & there are more contracts added everyday, maybe there is something of use? or at to give ideas.There is a 'freelancer' category under 'bundles':

http://www.docracy.com/

Sporadically jumping in and out of this convo, although I am reading every post entry. Good stuff!

As probably the newest member of the full-time freelance community, I can't agree more with Bruce and Holly. Building elearning courses/modules is the easy part - just learned skills. The more you practice, the better you get. The "perishable" skill and one that's the hardest to learn effectively is relationship building and client management.

Once you "sell" your services you immediately have to put on two hats: 1) Designer/Developer hat, and 2) Partnership hat. AND you have to continue to prove and earn those throughout the project. Completing milestones, meeting deadlines, staying at or under budget, etc., etc. is all project management stuff and goes without saying you need to be on top of your game. Overcoming obstacles, conflict resolution, influencing direction or perceptions, etc., etc. is...well, let's just say those situations will test your intestinal fortitude.

As for a contract template, I'll echo Bruce here that most clients either have an NDA or a template of their own. What I do is write a proposal document that outlines the scope, requirements, deliverables, fees, and any technical considerations. We volley that back and forth until we both agree. Then usually, that becomes the SOW (Statement of Work) that's tacked onto their org's standard contract.

One thing I've done recently is hire a contract lawyer. 1) To review any documents, NDA's I get that I'm not perfectly clear on before signing, 2) drafting RFP bids for larger clients, and 3) general legal biz documents I need created and/or reviewed. Like Bruce, I do a LOT of communicating via email, but that's mostly in regard to project decisions. I don't trust email when it comes to forming an agreement - that's going in writing and signed with a real ink pen. :)

Also, this is a real handy resource site - Freelanceswitch.com

Hi all,

Thank you for having a look at this demo.

@Kevin, this skin is a free download skin made by eCreators that I asked to translate into Spanish; that's why the whole course is in Spanish.

@Daniel, yes, since you first mentioned it, I'm working hard to translate all my profiles, resumé, etc. into English, and courses and websites aswell, but remember that I have a day job and I go the quickest I can...

So @Bruce, I try to think big, but in the while, I stop and breathe. Of course someone else can go faster, but I think there's a place for all of us when we're passionate about what we do...

@Holly, I actually collaborate with a translator so she checks my English, or when I don't have enough time, to translate directly. 

@All Thank you for sharing so much food of the mind for Heroes and aspirant-to-Heroes.

I promise to have this demo in (perfect) English very soon. And when I find the time to include voice over... you'll thrill!

Happy Friday!

Belén

Karyn: Congratulations on making the leap. If you can stomach the lean times early on, you'll do well.

Bruce's idea of a hub is a good one. It could be this forum for the time being. But perhaps even more important than that, though, is working toward a focus. What aspect of elearning do you enjoy most? That's usually a good place to start. For me, it's the voice over and graphic design aspects. It's so easy to become overwhelmed by the skills you "should" have as an elearning developer. Welcome to this lively thread and look forward to hearing from you. --Daniel

I'll chime in on your question, Daniel. I'm sure Bruce will have more to add.

Although I'm most comfortable with the overall design and instructional flow as it pertains to development, what really gets my juices going is being presented with a client's vision that's challenging. When a client as an "idea" that may or may not be instructionally sound, I take that as a challenge to 1) see their vision through from an instructional stand point, and 2) work with them collaboratively to come up with a solution. Typically, that leads to a new inspirational approach that I've not done in the past and it then becomes a personal challenge to develop. That's what keeps me going to wee hours of the night!

What Kevin is talking about above is passion for what he does.

You need more than to like what you do to (IMHO). If you like what you may survive in a state of mediocrity.

Passion can bring success beyond your wildest imagination.

I just read a sentence that sums this up in "Start with Why", (already mentioned on this thread, which I'm currently reading).

"I you believe in what you do - passion exudes".

Too complicated to fully explain, but buy the book, it offers some very compelling arguments to raise your game above the herd of mediocrity if you are a contractor.

It also offers some help explaining Daniel's questions around WHAT to specialise in, by asking WHY?

Yours passionately.

Bruce

Glad you're enjoying the book Bruce

A nice validation of some things I do that I thought were just plain weird!

Bruce

There should be a sense of play in your instructional design work -- a willingness to do more than is necessary.

I think being successful also requires some sort of personal "mission", some sort of passion.

If a prospect contacted you, it's probable that thay already know "...you do eLearning", so what do you tell them you do?

My "slogan" has always been "Making eLearning Simpler". There's a number of layers to this:

1> Simpler in that I try and simplify the process - I am sick and tired of bloated content providers who have to charge extortionate prices for courses that can financially support their bloatiness (SP?). Products such as SL allow a democratisation of production, the "little people" can produce powerful eLearning for the masses and the multinationals.

2> I try and make the project simple. They only ever (normally) deal with me - I run the show, and I make the entire project (hopefully) relatively pain-free.

3> I try to make the courses simple. That does not man they are not good, but they can still be simple, and effective at the measurable business level.

Passion for your cause is a differentiator - at the end of the day we all "...just build eLearning", so what makes YOU different?

Bruce

Happy Monday all

@ Bruce, I would say personal mission is also your differentiator or your brand messaging. Can I ask how long it took you to realize your slogan and how has it evolved through the life of your freelancing career? I've changed over the years as my clients have given me implicit (and explicit) feedback, wondering if your experience is the same.

@Daniel - if sense of play is something that you feel strongly about, then you should build on that as your differentiator. Just remember to link it to your prospective customers and define why they would care about that. Sense of play may be important to you, but if it alienates your client base, then you will be a lonely and poor instructional designer indeed! You've got to make it a win-win. 

@Ant - I am checking out the book now. Thanks for that tip! 

Holly

I spent 3 years building every detail of my business "in my head", so when I had the chance to actively participate in a cost-reduction programme (!), and found myself realising my dream (be careful for what you wish for...); it was already there.

I have not changed it in the 4+ years I have been freelancing.

Bruce

Daniel,

I've been focusing on relationships I have with HR directors (who may need to outsource Training from time to time) and Training Consultants, who do not do e-learning.  

Here's another observation, (not really related to the original question, but just to this thread...).

Only about 20 people have commented on this thread, and there was a bit of a "peak" in the first few days.

Going back to the "Start with Why" concept...this thread is about the things that we need to do, and WHY we do them, whereas the "Technical Support" forum is about the "HOW".

I would have thought that this thread would have had a few more comments along the lines of "Hey! I'm not a freelancer, but how do these principles apply in my corporation?", (because they do...almost every one of them).

Perhaps those of us who freelance/have "income-generating-interests", (or perhaps those who voice an opinion in posts?) tend towards the WHY type of person? I guess we have to extend our "Leadership" type skills more, because we have to lead as well as "produce eLearning".

Not quite sure where I'm going here, just something that's been rolling around in what's left of my brain for a few days...

Just surprised that more people do not have more to say about what, I believe, is a thread on the most fundamental of topics to be successful at what we do (IMHO).

Bruce

Hi Everyone,

Thank you for starting this post Daniel.  I have been getting myself prepared to freelance.  I would like to have my first client by October of this year.  I have filed my corporation paper, set up my website, designed my business cards and brochures, and I'm trying to find new clients like you.  I believe we have some great ideas started here but I would like to know from Kevin, How did you get your first client?  and congradulations on the 90 days.  May you have many more 90 days.

Hi Everyone me again.  I forgot to ask this question.  Is there a book or would any of you offer some suggestions on how you price your services?  I know people don't want to give exact figures and that is fine I just need some ideas on how people are pricing their work.

Cannot answer the question, but here are things that you need to think about...

You price what people are prepared to, or have the budget to pay. That is your value.

You need to work out what is your "minimum acceptable", and then be prepared to never go lower. If you are working for Mom & Pop organisations, then they will have an upper limit, if you work for multinationals - so will they, but it will be higher. Mon & Pop or smaller companies are great, you just need to work for more of them.

It is soooo hard to make recommendations on this, as so many people differ, and there are so many ways to price a project, (fixed, per hour, risk/reward etc).

You also need to decide whether you are just going to work locally, state, nationally or internationally. The prices tend to go up (on whatever you charge...) as you go up that scale, and they also vary by scarcity of resource, (how many Articulate Storyline freelancers are there in the UK at the moment?  Not many.)

Can you supply the entire "product", or are you going to work through a network?

If the latter, what margin will you charge to the client and what will you pay your co-worker?

Your price will depend on what you want to do. Some people will not care, some people will consider that you represent great value if you are a competitive knockout from an incumbent to whom they are paying three times what you want.

I spoke to someone yesterday who showed me a course over lunch and then wanted a ballpark "...just for budgetting purposes". All he wanted was a ballpark to the nearest $1000. He was quite hapy with a "More than X less than Y answer".

Sorry that I have not answered your question, however, hopefully rather than muddy the waters I have given you some of the things that you will need to think about.

Best of luck Lisa - may the road rise up to greet you.

Bruce

Hi Lisa,

I've been "freelancing" doing illustrations and cartooning for better part of 20 years. All that work was primarily through friends and family that knew I could draw so never found the need or had to advertise. Then again, it was just a fun side hobby and didn't consider it as part of the overall family income. 

As for elearning and jumping off the cliff into this full-time, my first client came from this very forum. Actually, the Articulate Presenter forum. From there I entered the Articulate Guru contest in 2010 and won the Silver and was encouraged to enter it in DemoFest at DevLearn '10 which it won best in category and best in show. That single course launched my "official" freelancing efforts on a part-time basis. Along the way there's a lot of time spent engaging in other conversations whether that be on Twitter, LinkedIN or replying to other's blogs so folks know  you're still breathing. I try to attend two conferences a year as well for some face-to-face networking time.

Bruce, Holly, and others have already mentioned how to build from there. Bruce said it quite well where once he has a client, usually that client is just one department within and organization and more leads come from that single client. It took me about a year or so to start seeing return business from the same clients (same department or another department within same org).

Honestly, it's really striking the right balance in your life. Like a recipe where you're adding a dash of this and smidgen of that. If it tastes good, clients will come back for a second helping (metaphorically speaking of course).

Bingo!

Hi Lisa, that is a tough question but a big factor for me that comes into play is how much is your time worth to you? I started out charging lower rates but as my schedule became full my time became worth more to me so I increased my prices.  If you have plenty of time to work on the project you can consider a lower rate but if your schedule is packed with other projects then you're going to need to charge a higher rate.  Comes down to supply and demand.  If the demand for your time is high and supply is low then raise your prices.

Salesmanship is also a big factor.  You don't want to shoot yourself in the foot and charge too little and you don't want to lose the sale for over pricing yourself.  It's good to start high and negotiate down from there.  In a past life I worked in sales and learned that you need to dance to the music that the customer is playing.  You may charge a different rate for every project depending on the details of the project and the client.

Also...if you quote prices, say "Prices for FT 2012/13 are..."

That way you leave the door open for negotiation in 2013/14.

Bruce