by Randy Murray

Freelancers know how to deal with the lack of business – it’s our natural state. Our nightmares, however, are based on the opposite: too much work, not enough time. For independent workers and small businesses one of the worst things that can happen to you is to get way too much business from a single client, completely monopolizing your time and energy.

I’ve had it happen to me before and it’s happening again. I’m very busy, which is good. I have some very tight deadlines, also OK. But I’m taking steps to make sure I can still attract new clients and take on new work. I just have to be mindful of my situation. You should be thinking about this, too, even if you don’t have enough work to keep you busy at the moment.

Here’s what I’m doing (and you should consider these steps as well):

1. Keep all of your commitments. Don’t let a big client make you miss a deadline for any other customer. The small customers are the ones you’ll need when the big customer has turned its attention away for a while. Don’t trade short-term profit for those vital relationships.
2. Schedule breakfast meetings with potential new clients. Breakfast meetings are easier to schedule and they tend to be short and self-limiting – your prospect will want to get into the office. New prospects will be intrigued that you’re busy, but still out there looking for new business.  Also good: breakfast tends to be cheap (pick up the bill – you’re the one looking for business!).
3. Let your other clients know what you’re working on. When budgets are tight, customers feel better about spending money when they see others spending money. It’s a sign of an improving economy (at least your economy is improving).
4. Keep your prices high or consider raising your rates. You need your customers to see you as highly valuable. When a customer knows what they pay you AND when they see you very busy, they’ll value you even more and their natural jealousy will increase the likelihood that they’ll want more out of you.
5. Most importantly: when you’re full to capacity, hold off on hiring or spending. You’re better off working with other freelancers to offload/outsource a little work. Don’t leap to the conclusion that this glut of work is permanent and increase your overhead by hiring, signing a contract for office space, or committing to other spending. Trust me, I’ve been down this road and that’s the surest way to put yourself out of business.

It’s very difficult for an independent freelancer to stay comfortably booked all year long. Let your customers know you’re there to help them, but remind them that you have a tight schedule and they need to book you in advance. Looking out and seeing your calendar full for the next two months is satisfying, and yes, a little frightening. Seeing potential projects and new clients penciled into your schedule out over the next six months is wonderful.

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About the Author

Randy Murray is a writer and marketing consultant and lives just outside of Columbus, Ohio. He publishes on business marketing, writing, technology and other issues five days a week at First Today, Then Tomorrow and you can follow him on Twitter.