Pipeline Building: When and how to start lining up your next freelance project
As a freelancer you’re probably comfortable with a certain level of ambiguity about the road ahead. That said, it can be extremely stressful to enter the final weeks of a project without a sense of what’s coming next. If you're looking to roll seamlessly from contract to contract, here are five simple tips to help you on your way.
Securing your next project
1. Set a reminder - right now!
It's good to start thinking about what’s next well before the end of your current project: two thirds of the way through is a good rule of thumb.
Exploring opportunities when you’ve still got a runway of paid work means you’re likely to come to conversations from a relaxed, confident place, and interviews often feel much easier when you have a live project to talk about. Giving yourself plenty of time also decreases the pressure to take on work that might not be quite right; and as many contracts - particularly at a senior level - can take a while to negotiate and nail down, it’s useful to have initial conversations sooner rather than later.
2. Activate your network*
Start stirring the pot: have calls, coffees, walks in the park. Check in with people who’ve referred you for work in the past. Catch up with ex-clients and freelance colleagues: maybe there’s a new project on the horizon? Reach out to your mentors and your hyper-connected node contacts: do they have any advice re your next move? Are there particular people they think you should be talking to (and can they introduce you)?
It’s a good idea to stagger outreach so that a) you don’t feel swamped and b) you can see what’s working and shift strategy accordingly. Maybe give yourself a target: daily, weekly - whatever works for you.
*Activating your network is also an opportunity to build it: have a read of our advice and ideas on network cultivation here.
3. Explore new avenues with your current client
If your project is unlikely to extend, are there follow-on pieces that you want to recommend? Perhaps there are opportunities in other areas of the business? (If you think your project is likely to require an extension, starting the conversation in good time gives clients a chance to revise budgets / gently come to terms with the fact!)
Whether or not you end up pitching additional work, it’s often worth giving your client a chance to benefit from your external eyes, ears and experience towards the end of a project. An informal “here are a few other things I noticed” chat is a great value-add, and can help to build goodwill for the future.
4. Check in with platforms and agencies
Update your availability and refresh your CV and skills profile if you need to. If there’s a chance to make personal contact, take it: you’re more likely to be front of mind if relevant work comes up, and a quick chat will also probably give you a good feel for the state of the market.
Regarding LinkedIn, some consultants like to change their status to ‘open to work’ / post a shoutout on their feed - just make sure you give your client a heads up if you’re doing this mid-project!
5. Keep multiple irons in the fire
Contracts fall through regularly, often at the last minute. Keep the conversations going and your options open until your feet are literally under the desk.
Transparency with all parties is generally the best course of action: it doesn't hurt for potential clients to realise that you're in demand, and they're less likely to feel let down if you say yes to something else.
Choix connects the buy and sell sides of consulting, providing fair and transparent choice for all. If you want to talk to us about a project, or you’re looking to connect with our network of high quality freelance consultants and experts, please email hello@mychoix.com