Chapter 1: The Power Dynamics

In the world of freelancing, there exists a subtle tug-of-war between you and your potential client.

Organizations today are increasingly fixated on acquiring talent. For a company to thrive over the next five to ten years, they must secure top-notch individuals; otherwise, their competitors will. A crucial, yet often unspoken, truth among successful businesses is the need to acquire and maintain top talent. If not, that talent could benefit another company, leading to a significant loss.

Firms recognize that a talented individual possesses untapped potential, yet they may lack the necessary resources to fully realize it. Imagine a star soccer player in a prestigious club eyeing a rising talent in an obscure team. This individual has the capability to surpass them, but without the right opportunity, it remains unlikely. Unlike sports teams, businesses cannot afford to leave success to chance. If there's even a slight chance that someone could become a star, they must act swiftly to hire them.

Now, let’s explore a different scenario. As a freelancer, you might not be overly concerned about being employed by an organization. Your primary focus is on attracting clients, which is often the wrong mindset. The dynamics have shifted: instead of organizations pursuing you, you find yourself pursuing clients. This reversal of roles leads to the fundamental issue that plagues many unsuccessful freelancers.

When you apply for a position at a company, you submit your resume, and there’s little else to be done. The communication is largely one-sided, which can lead to frustration as countless applications result in rejections. Given the vast number of applicants, the odds are not in your favor.

Conversely, freelancing offers a different landscape. Many believe the channels are always open; you can reach out to potential clients endlessly until you secure a lucrative deal. However, the underlying truth is that both environments share similarities. The key difference lies in the mindset: believing you can make a significant impact in the freelancing realm is crucial.

Here's a thought that has guided my nearly decade-long freelancing journey: understand your value and never underestimate yourself. If you are confident in your ability to deliver exceptional work, communicate that to potential clients. If they fail to respond, it’s likely they are making a mistake akin to a leading tech company overlooking top coding talent.

What should you do next? Move on. If one company passes on you, another will recognize your worth.

A common pitfall is clinging to a specific client—this can convey desperation and undermine your perceived value as a talented professional. Even if you possess outstanding skills, lacking self-confidence can diminish your appeal.

My approach to freelancing is straightforward. While many freelancers might send applications like this:

"Hello CLIENT NAME! You might be curious why I’m the best choice for this position. Here’s why:

• I have over 100 years of experience in tech.
• I’ve assisted over 10,000 clients in reaching their goals.
• I’ve studied molecular statistical rocket engineering for almost a century.
• I’m top-rated globally.
• I deliver flawless results, guaranteed."

I prefer to keep it simple:

This approach demonstrates my readiness to collaborate without appearing overly eager for a response. By showcasing that I’m not reliant on any single client's decision, I shift the power dynamic in my favor. My website contains essential information, and if clients want detailed statistics, they can take the initiative to explore it.

This is what you want to achieve: flipping the script. Instead of clients feeling they hold all the cards due to the volume of applications they receive, make them see that failing to hire you would be a significant oversight.

Freelancing differs from the corporate world because every individual could potentially be a client, and not all clients recognize the importance of talent in building a successful venture. Clients come in various forms—some seek budget-friendly options, while others prioritize loyalty. The wise clients are those who truly value talent.

Here’s your final takeaway: if you don’t regard yourself as a talent, the issue lies within you, not the client or the organization. Stop sending out endless resumes and job applications. Focus on developing into the invaluable talent you have the potential to be—one that cannot be overlooked by either clients or companies alike.

Know your worth; success comes easily when you are fully aware of your value.

I'm Al, a business consultant based in Zurich, Switzerland. I am committed to delivering value through my content. You can find me more actively on Medium and LinkedIn, so feel free to follow me there to stay connected.