Your network is your lifeblood
At the start of his freelance career, Sorrell’s approach to networking was methodical. He listed every person he’d ever worked with and tracked where they’d landed.
“Your network is probably bigger than you think it is,” he said. “Your jobs all come out of relationships.”
Scaman said that on day one, new freelancers should treat networking as an urgent priority.
“You need to ring every person you know who’s even remotely relevant [to your career]. A lot of people feel uncomfortable with this, because it feels like asking for help, but you are asking for help and need it,” she said.
While the prospect of networking can be intimidating, Kimber advised to keep it simple. A text to an old colleague saying you’re available can be enough to put you top of mind.
“Don’t be afraid to remind people,” she said. “Roles can come around when they’re ready, not when you need them. Nothing you do will be wasted.”
Know what you’re selling
Freelancers shouldn’t try to be everything to everyone, but hone in on their specific expertise instead.
“It’s about branding yourself. Ask, ‘What am I good at?’ When people are hiring freelancers, they’re hiring you for a very specific skill you have,” Sorrel said. “You’re like an expensive little spark plug that fits into a specific model of car.”
Scaman’s advice on building your pitch: keep it tight and don’t overthink it.
“Think about the two or three things you’re really strong at that you can turn into a mini creds deck. Give it two hours, then get it out the door,” she said.
Carly Gerson, talent acquisition manager at Assemble, said the biggest mistake freelancers often make is “leading with flexibility.”
“Brands and agencies often aren’t hiring generalists; they’re hiring specialists,” she said. “The talent that breaks through fastest on our platform are the ones who’ve chosen a lane early: a specific channel, a specific industry, a specific type of client. Hyperspecialization isn’t limiting, it’s your competitive edge.”
Think like a small business
“Act like a small business,” Sorrell said. “Not only for tax purposes but as a mentality.”
In practice, that means staying on top of the financial mechanics. Kimber recommended billing every two weeks rather than monthly, and negotiating payment terms down from the standard 60 days wherever possible, to build up a level of protection against financial risk.
Scaman added two non-negotiables: savings and insurance. “Every single freelancer should have it in place,” she said.
And set parameters upfront, Sorrell said.
“Be very open and honest with communication from the beginning,” he said. “Ask too many questions: ‘What do you expect from me? Here’s what I can deliver, my boundaries, what I’m good at and not.’”
