1. Getting Started with Freelancing
This post is part 1 of a 7-part series. As I write them, I will add links.
Getting Started with Freelancing (this post)
Rates, costing and allocations
Time Management and Project Allocation
Contracts, Legal Considerations, and Risk Management
Marketing Yourself as a Freelancer
Leveraging Microsoft Ecosystem and Certifications
Advanced Freelancing Topics
Introduction to Freelancing in the Power Platform, Dynamics 365 or Copilot Ecosystem
There is high demand for freelancers with expertise in the Power Platform, Dynamics 365, and Copilot worldwide. Many professionals are drawn to the freedom, flexibility, and potential success they see in those who've made the leap from employee to freelancer. It’s not for everyone, but if you’re considering freelancing, it’s essential that you first ask the right questions:
What do I need to know?
How do I make an informed decision?
Who is doing it well in this space?
What do I lose?
What do I gain?
The opportunities in these ecosystems are vast and growing, but with such breadth comes the reality that no one can be an expert in everything. As a freelancer, narrowing your focus is crucial. Start by building a proven track record in a specific area. For instance, Nick Doelman in Canada has become synonymous with Power Pages. His deep expertise has made him a go-to expert in this niche. In today's freelance market, being a specialist with niche knowledge is far more valuable than being a generalist.
Freelancing is not just about technical skills; it's about business acumen. It requires you to think like a solopreneur, managing every aspect of your business—from selling yourself and marketing your services to maintaining relationships with current and potential clients. A concept that resonates with me from a book I read years ago, The 90 Day Rule, emphasises the importance of staying on the radar of potential clients or organisations every 90 days.
This idea ties into the broader concept of Top-of-Mind Awareness (TOMA)—the brand or individual that comes to mind when considering a particular industry or category. Achieving TOMA is crucial for freelancers as it increases the likelihood of being chosen for projects when clients are ready to hire.
Strategies to Stay Top-of-Mind
To maintain top-of-mind awareness, here are some strategies you can employ:
Regular Communication: Engage with your network through newsletters, social media updates, and personalised emails. Consistency is vital to keeping your name and services fresh in the minds of potential clients.
Customer Experience: Provide exceptional service at every touchpoint. Positive experiences lead to strong word-of-mouth and repeat business, reinforcing your brand's position in the market.
Events and Networking: Participate in or host webinars or virtual meetups. These activities increase your visibility and help you build relationships with new and existing contacts.
Personalised Engagement: Tailor your communications and interactions to suit individual preferences. This approach, known as relationship marketing, focuses on building long-term loyalty rather than just closing single transactions.
Relationship Marketing is a strategy that goes beyond one-off interactions, emphasising the importance of creating strong, lasting relationships with your clients. By understanding and meeting their needs, you enhance loyalty and reduce the risk of competitors capturing their attention.
Another essential aspect to consider is that you are a brand as a freelancer. We will revisit this concept throughout the series, but it's crucial to recognise that you are competing in a global marketplace. To stand out, you must differentiate yourself through your expertise, personal brand, and ability to deliver exceptional value.
Years ago, I read The 4-Hour Workweek by Tim Ferriss. One concept that particularly resonated with me was the idea of earning in one currency and spending in another. This approach underscores the advantage of freelancing in a global economy, where you can maximise your income by leveraging favourable exchange rates and cost-of-living differences.
How Much Runway Should I Have in the Bank?
The financial side of freelancing can be daunting, especially if you're swapping a guaranteed salary for full-time freelance work. A financial runway—a buffer of savings to cover expenses as you build your client base—is crucial. The amount of runway you need varies depending on your situation, but it's an essential safety net that can mean the difference between success and failure.
I operate with an 8 to 9 month financial runway. This cushion gives me the breathing room to land new projects and manage my finances without the constant stress of needing immediate income. It's a strategy that allows me to focus on building quality relationships and delivering high-value work rather than scrambling for the next paycheck.
To determine your runway, start by calculating your average monthly expenses. This involves tracking your outgoings over a year—everything from rent or mortgage payments, utilities, groceries, and entertainment to your business-related expenses like software subscriptions, taxes, and marketing costs. Once you have a comprehensive list, divide the total by 12 to find your average monthly outgoings. This gives you a clear picture of what you must cover each month.
Remember, as a freelancer, you'll also need to account for costs that may have been previously covered by your employer, such as medical expenses and insurance premiums. Health insurance, in particular, can be a significant expense depending on your location and needs. Be sure to include these costs in your calculations, as they are non-negotiable for maintaining your well-being and financial stability.
A solid safety net is essential. You should have at least 3 to 6 months of expenses saved before you start freelancing. This cushion gives you the time and mental space to build your business without the pressure of immediate financial needs. It's about buying yourself time to make strategic decisions and avoid desperation-driven compromises.
Another important aspect of financial literacy for freelancers is understanding the difference between gross and net income. Gross income is the total amount you earn before expenses and taxes, while net income is what's left after these costs are deducted. By regularly tracking your income and outgoings, you can ensure that you're covering your expenses and setting aside money for taxes, savings, and future investments in your business.
One book that has greatly influenced my approach to managing freelance finances is Profit First by Mike Michalowicz. The Profit First method encourages you to prioritise profitability from the start, allocating a percentage of your income to profit before covering other expenses. This approach ensures that your business remains sustainable and profitable in the long term, reducing the financial stress that often comes with freelancing.
Understanding your financial commitments and planning accordingly is critical when transitioning to freelancing. By tracking your expenses, setting aside a sufficient runway, and being mindful of additional costs like medical insurance, you can build a stable foundation for your freelance career.
Do You Want to Own a Job or Own a Company?
This is a critical question every freelancer must answer. Are you looking to own a job—essentially selling your time for money—or do you want to build a company of one? The difference between these paths is significant, and your choice will shape your freelancing approach.
Owning a job can be limiting. It's a hand-to-mouth existence where your income is directly tied to your work hours. Without careful management, scaling or achieving long-term financial stability can be challenging. You may be trapped in the cycle of constantly chasing the next project, with little time to think strategically about your business's future.
On the other hand, owning a company—even if it's just you—means thinking beyond selling your time. It requires a shift in mindset from service provider to business owner. This approach involves creating systems and processes that allow you to operate more efficiently, scale your efforts, and ultimately increase your income potential. It's about gaining the freedom and control to shape your business the way you want.
One of the first steps in owning a company is setting up a legal entity. Even if you never intend to hire employees, establishing a legal structure (such as an LLC or a corporation) provides several advantages. It offers legal protection, allowing you to separate your personal and business liabilities. It also allows you to claim business expenses, such as office supplies, software, travel, and even a portion of your home office, reducing your taxable income and increasing profitability.
Paul Jarvis brilliantly explores this concept of staying small yet thriving in Company of One: Why Staying Small Is the Next Big Thing for Business. The book emphasises the power of intentionally staying small to remain agile, responsive, and focused on what truly matters—quality work and sustainable business practices. Jarvis argues that you can avoid growth pitfalls while achieving significant success by choosing not to scale in the traditional sense.
Beyond the legal aspects, think strategically about using other freelancers or services to handle tasks you're not skilled at or don't have the time for, such as marketing, sales, or administrative work. This is where the idea of building a "company of one" really comes into play—you're not just a solo operator but a business owner who leverages external resources to achieve your goals.
Another critical aspect of owning a company is introducing automation and AI into your business to scale your efforts. Automation can streamline repetitive tasks, such as invoicing, scheduling, or customer follow-ups, freeing up your time to focus on more high-value activities. AI tools can assist in everything from lead generation to content creation, allowing you to operate more efficiently and effectively.
Creating standard operating procedures (SOPs) for repeatable tasks is another way to systematise your business. SOPs make it easier to delegate tasks to others and ensure consistency and quality in your work, essential for building a solid reputation and brand.
Consider how you might grow your business in the future—whether by working with subcontractors, developing intellectual property (IP) that can generate passive income, or even expanding into new markets. IP could include products like e-books, online courses, or software tools that provide value to your clients while creating additional revenue streams for your business. By thinking about growth from the outset, you position yourself to evolve beyond just trading time for money. The future is full of potential for your business to grow and evolve.
In summary, deciding whether to own a job or a company is more than just how you work; it's about how you think and plan for the future. It's a decision that will shape your approach to freelancing and the potential for financial stability and scalability. Owning a company of one allows you to build something sustainable, scalable, and ultimately more rewarding, both financially and professionally.
Can I Start Part-Time?
Starting freelancing part-time while still employed is a strategic approach that allows you to test the waters without fully committing. It's an opportunity to explore whether freelancing suits your lifestyle, work preferences, and financial needs before leaping to full-time self-employment. This approach is particularly advantageous if you already have freelance work offers or are considering targeting clients in different geographies, as it allows you to build a client base gradually.
The Benefits of Starting Part-Time
One of the key benefits of starting part-time is risk mitigation. Maintaining your primary income source reduces the financial pressure often accompanying the early stages of freelancing. This safety net allows you to experiment with different projects, pricing models, and client relationships without fearing immediate financial repercussions. Part-time freelancing also allows you to refine your skills and develop your brand at your own pace. You can take the time to identify your niche, build a portfolio, and establish your presence in the market—all essential steps that are easier to manage when you're not under full-time freelancing pressure. Moreover, this approach allows you to leverage your current network. Colleagues, friends, and industry contacts can become your first clients or refer you to potential opportunities. Since you're still in the workforce, you remain connected to industry trends, which can inform and enhance your freelance work.
Mastering Time Management
However, balancing a part-time freelance career with a full-time job requires exceptional time management skills. Without the structure of a traditional 9-to-5 job, it's crucial to establish a routine that works for you. Start by identifying your most productive times of the day. Are you a morning person, or do you find your creative energy peaks in the evening? Schedule your freelance tasks accordingly once you've determined your optimal work periods.
Consider the strategies from Make Time: How to Focus on What Matters Every Day by Jake Knapp and John Zeratsky to maintain focus and efficiency. The book emphasises creating a "Highlight" each day—a single priority task you want to accomplish. By identifying your daily highlight, you can ensure that you're making meaningful progress on your full-time job and freelance projects. The book also encourages tactics like time blocking and energy management to maximise productivity and ensure that your most important tasks are completed.
Another effective tool is the Pomodoro Technique, which involves working in focused intervals (typically 25 minutes) followed by a short break. I first encountered this technique while attending Toastmasters, and it has been a game-changer. The Pomodoro Technique has allowed me to finish high volumes of work, especially when I needed to control distractions and meet tight deadlines. This method can help you maintain concentration and avoid burnout, especially when juggling multiple responsibilities.
Checklists are also invaluable for staying on track. As Atul Gawande discusses in The Checklist Manifesto, they can be transformative in managing complex tasks and ensuring consistency. By creating daily or weekly checklists, you can ensure that nothing falls through the cracks. These lists can include client deliverables and invoicing to marketing efforts and administrative tasks.
Additionally, the priciples from Cal Newport's book So Good They Can't Ignore You are particularly relevant here. Newport argues that developing rare and valuable skills is the key to achieving work you love rather than simply following your passion. By building expertise and delivering exceptional value in your part-time freelancing, you confidently position yourself to stand out in a competitive market and eventually transition to full-time freelancing.
Building Momentum
As you gain experience and confidence in your part-time freelancing, you can start to build momentum. Gradually take on more projects, raise your rates, and refine your service offerings. This gradual approach allows you to scale your freelance business in a controlled and sustainable way. It would help if you also started considering the transition to full-time freelancing. As your freelance income grows, as discussed earlier, you can set aside funds to build your financial runway. Consider what benchmarks you need to meet—whether it's a certain income level, a steady stream of clients, or the completion of critical personal milestones—before making the full-time transition.
Managing Expectations
When freelancing part-time, it's essential to manage your expectations and those of your clients. Be transparent with clients about your availability and ensure that deadlines are realistic, given your dual commitments. Clear communication is essential to maintaining trust and delivering quality work. Finally, be prepared for the possibility that part-time freelancing may eventually require a decision—whether to fully commit to freelancing or return to focusing solely on your full-time job. This decision will depend on various factors, including financial stability, workload, and personal goals.
Where Do I Find Customers?
Finding customers is one of the biggest challenges for new freelancers, but with a strategic approach, you can build a steady stream of clients who value your expertise. The key is to start by identifying your target market—who are the clients that need your specific skills? Understanding your ideal client will help you tailor your marketing efforts and increase your chances of landing projects that are a good fit for you and the client.
Identifying Your Target Market
Begin by considering the industries and types of businesses that most benefit from your expertise in the Power Platform, Dynamics 365, and Copilot ecosystems. Are you targeting small businesses, large enterprises, or sectors like healthcare, finance, or manufacturing? Once you've identified your target market, research the everyday challenges these businesses face and how your services can solve them. This understanding will guide your marketing and position you as a valuable solution provider.
Leveraging LinkedIn
LinkedIn is an indispensable tool for connecting with potential clients, especially in the professional and enterprise sectors. Optimise your LinkedIn profile to reflect your skills, experience, and availability. I did this course a year ago, and it has been a game-changer. Ensure your headline clearly states what you do and your value to clients. Your summary should be concise yet compelling, highlighting your expertise, past successes, and what sets you apart from other freelancers. Engage regularly on LinkedIn by sharing relevant content, commenting on industry posts, and participating in discussions. Join LinkedIn groups related to your field and connect with professionals in your target industries. By positioning yourself as an active and knowledgeable participant in your niche, you'll increase your visibility and credibility, making it more likely that potential clients will approach you.
Attending Industry Events
While LinkedIn is powerful, nothing beats the personal connections you can make at industry events. Attend conferences, seminars, and networking events—not just those focused on Microsoft but also broader industry gatherings where your potential clients are likely to be. These events offer opportunities to meet decision-makers, exchange ideas, and showcase your expertise. Consider speaking at events or hosting workshops to establish yourself as an authority in your field. If you need more than public speaking, participating in panel discussions or Q&A sessions can boost your profile. Remember, the goal is to build relationships and become known in your industry circles so your name is at the top of their minds when companies need your expertise.
Utilising Freelance Platforms
Freelance platforms like Upwork, Freelancer, and Fiverr can also be valuable tools for finding customers, especially when you're starting. These platforms provide access to a global market, allowing you to bid on projects that match your skills. The key to success on these platforms is to be proactive and diligent. Create a detailed professional profile highlighting your expertise, past projects, and client testimonials. Take time to craft personalised proposals for each project you bid on, demonstrating that you understand the client's needs and how you can meet them. Over time, as you build a reputation on these platforms, you'll find it easier to attract steady work and command higher rates. I've personally put tens of thousands of dollars of work through Upwork over the years, hiring people for everything from presentations to SEO. One freelancer I interviewed, Siddharth Vaghasia, a Microsoft MVP, grew his team to over 20 people, all from work sourced through Upwork. This success took time; it required consistent effort, meeting platform requirements, and exceeding client expectations. Another Microsoft MVP I interviewed, Darren Neese, has showcased his skills very well by taking on work from Fiverr. By leveraging Fiverr's platform, Darren has reached a broad audience and secured projects highlighting his expertise, further establishing his credibility in the industry.
Building a Strong Portfolio
A strong portfolio is one of the most effective ways to attract clients. Your portfolio should tell the story of the projects you've worked on—what the problem was, what you did to solve it, and what the outcome was. This narrative approach showcases your technical skills and ability to understand and address client needs. Make sure you have the legal rights to share the details of your projects, especially if you're working with proprietary or sensitive information. If direct sharing isn't possible, consider creating case studies that anonymise specific details while still conveying the value you provided. Get endorsements or testimonials from clients to add credibility to your portfolio whenever possible. Your portfolio should be easily accessible—ideally hosted on your website—and reflect your capabilities' breadth and depth. Include a mix of project types to demonstrate versatility, but don't shy away from emphasizing your niche expertise. If you're starting and don't have an extensive portfolio, consider offering your services at a reduced rate for a few initial projects to build a strong foundation of work that you can showcase.
Expanding Your Reach
In addition to leveraging online platforms and attending industry events, consider positioning yourself as a critical person of influence in your niche. This involves demonstrating your expertise and becoming a trusted advisor and thought leader in your industry. The book Key Person of Influence: The Five-Step Method to Become One of the Most Highly Valued and Highly Paid People in Your Industry by Daniel Priestley outlines a systematic approach to becoming highly valued and well-compensated in your field. By following the principles in this book, you can enhance your reputation, attract high-quality clients, and command higher fees for your services.
Navigating Different Time Zones
Freelancing often means working with clients in different time zones, which can be both challenging and an opportunity. Effectively managing time zone differences requires careful planning, clear communication, and the right tools to ensure you and your clients are aligned and satisfied with the collaboration.
Understanding Time Zone Differences
One of the first steps in managing time zones is understanding the time difference between you and your clients. This is especially important if you work with clients across multiple regions. For instance, if you're based in New Zealand and working with clients in North America or Europe, a significant time gap must be bridged. Knowing when your clients are available and aligning your work hours accordingly can make all the difference in maintaining a smooth workflow. I've worked with clients for over seven years, often during their business hours, which meant working from 2:00 AM to 6:00 AM. While this schedule might seem unconventional, it suits their needs and fits my lifestyle, making it a win-win situation. The key is to find a balance that works for you and your client, whether adjusting your work hours or setting clear expectations about availability.
Tools for Managing Time Zones
I rely on tools like Circa and Copilot to manage time zone differences effectively. Circa is an iOS app that allows you to compare time zones, schedule meetings, and plan your workday around your clients' availability. It's beneficial when you have multiple clients in different regions, as it provides a clear visual representation of overlapping hours, making it easy to find the best times for communication.
Circa
On the desktop, I use Copilot to quickly check the current time in various client locations and find the optimal time to schedule meetings that work for all parties involved. Copilot's ability to understand the context and provide intelligent suggestions helps streamline the scheduling process, ensuring that meetings are set up conveniently for everyone.
Stream Deck is another tool I use. It is a customisable control panel that can be programmed to display different time zones at a glance. This makes it easy to keep track of your client's time zones without constantly checking the clock or calculating differences. Stream Deck can also be set up to trigger automated tasks, such as sending reminders or starting video calls, further enhancing your workflow efficiency.
Effective Communication Across Time Zones
Communication is critical when working across time zones. Miscommunication or delays can lead to misunderstandings, missed deadlines, and frustration. To prevent this, consider using video updates rather than just written messages. Video adds a personal touch and ensures that your tone and intent are conveyed, which can be especially important when discussing complex issues or providing feedback.
I've used Loom since the company's inception as an outstanding asynchronous communication tool. Loom allows you to create and share video updates quickly and efficiently, making communicating with clients in different time zones easier. The ability to record your screen, voice, and face simultaneously ensures your message is clear and the client can see exactly what you're referring to.
Regular check-ins are also essential. Depending on the time difference, you might need more time to have the luxury of real-time conversations, so it's necessary to establish a routine for updates and progress reports. This could be through daily or weekly emails, video calls, or even collaborative tools like Microsoft Teams or Slack that allow for asynchronous communication..
Setting Boundaries and Avoiding Burnout
While it's essential to be flexible when working with clients in different time zones, setting boundaries to protect your well-being is equally important. With clear boundaries, you avoid overcommitting and eventually burning out, which can negatively impact your health and work quality. Start by defining your work hours and communicating them clearly to your clients. For example, if you're willing to work late nights or early mornings, ensure your clients know which hours you're available and which are off-limits. This sets expectations and helps you maintain a healthy work-life balance. It's also helpful to build buffer times between tasks and meetings, especially when transitioning between different time zones. This allows you to regroup and prepare for the next task without feeling rushed. Taking short breaks during the workday can also prevent burnout and keep your energy levels up. Finally, be mindful of the impact of working irregular hours on your body and mind. Prioritise sleep, nutrition, and exercise, and consider using tools like sleep trackers or meditation apps to help manage stress and maintain your well-being.
Understanding Cultural Differences
Working with international clients often means navigating cultural differences, and mastering this aspect of freelancing is crucial for building trust and maintaining solid relationships. Cultural differences can influence everything from communication styles to business etiquette, decision-making processes, and expectations around deadlines and deliverables. Understanding these nuances can be the key to successful and long-lasting client relationships.
The Importance of Cultural Awareness
Cultural awareness goes beyond knowing a client's language or customs. It's about understanding the underlying values, beliefs, and practices that shape how people from different cultures approach business interactions. For example, in some cultures, direct communication is valued and seen as a sign of honesty and transparency, while in others, indirect communication is preferred to avoid confrontation and maintain harmony.
Failing to recognise and adapt to these differences can lead to misunderstandings, frustration, and even the breakdown of client relationships. On the other hand, demonstrating cultural sensitivity can help you build rapport and establish yourself as a reliable and respectful partner.
One book I highly recommend for gaining insights into communication styles and business etiquette across different cultures is The Culture Map by Erin Meyer. This book provides a deep dive into how people from other cultures think and behave, offering valuable perspectives that can help you navigate cross-cultural interactions more effectively.
Handling Language Barriers
Language barriers are another common challenge when working with international clients. Even when both parties speak the same language, nuances and colloquialisms can sometimes lead to confusion. It's essential to ensure your communication is clear, concise, and free of jargon that may translate poorly across cultures. Using simple, straightforward language can help prevent misunderstandings. When in doubt, rephrase your message or ask for clarification to ensure you and your client are on the same page. Additionally, be mindful of the tone of your communication, as what might seem friendly and casual in one culture could be perceived as unprofessional or too informal in another. While AI tools like translation apps can help overcome language barriers, they are not infallible. These tools might not capture the full context or subtle meanings of specific phrases, which can lead to misinterpretation. Therefore, nothing beats a solid understanding of the cultural context in which you work. Invest time learning the basics of your client's language or critical phrases to help smooth communication.
Adapting to Different Business Practices
Cultural differences also extend to business practices and expectations. For example, in some cultures, building a relationship and trust might take precedence over getting straight to business. Meetings could start with small talk or even social activities before discussing any work-related topics. In other cultures, efficiency and time management are paramount, and clients may expect meetings to be brief and focused on the agenda. Understanding these expectations can help you tailor your approach to each client. Take the time to learn how decisions are made in your client's culture. Are decisions made quickly, or is there a lengthy approval process? Are hierarchies rigid, or is there a more collaborative approach to decision-making? Adjusting your communication and project management style to align with these practices can improve collaboration and prevent potential friction.
Building Cultural Competence
Building cultural competence is an ongoing process. It involves continuous learning, openness to feedback, and a willingness to adapt your behaviour to respect and accommodate cultural differences. This competence can become one of your greatest assets as a freelancer, allowing you to work effectively with a diverse range of clients and expand your global reach.
Consider keeping a cultural diary where you note observations and lessons learned from each international client interaction. Over time, this can become a valuable resource that helps refine your approach and improve your cross-cultural communication skills.
In conclusion, while AI tools and books like The Culture Map can provide helpful guidance, your attitude is the most critical aspect of navigating cultural differences. Approach every client interaction with respect, curiosity, and a willingness to understand and adapt to their cultural context. This mindset will help you avoid misunderstandings and build more profound, meaningful relationships with your international clients.
This post is part 1 of a 7-part series. As I write them, I will add links.
Getting Started with Freelancing (this post)
Rates, costing and allocations
Time Management and Project Allocation
Contracts, Legal Considerations, and Risk Management
Marketing Yourself as a Freelancer
Leveraging Microsoft Ecosystem and Certifications
Advanced Freelancing Topics
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