Even for those who’ve freelanced for many years and appear successful, the lifestyle can be a constant juggling act. In between the meetings and the work, there’s invoicing, coordinating with vendors … and probably some degree of hustling to keep your clients happy and to find new ones.

If you’re one of the rare freelancers who has a stable full of well-paying, reliable clients who give you recurring and regularly scheduled projects, good for you. But for those who haven’t mastered the business side of freelancing, it can often feel fraught and unpredictable — sometimes to the point of having no idea how much money will come in from one month to the next. That can make it hard to focus on the work and also plan a life and career in the long term.

One way to achieve some financial stability is by having the right mix of clients, in terms of number, industry, and amount of work you do for them. If you’re experiencing dramatic peaks and valleys in your billings, how can you determine what kind of clients to go after?

Diversify your clients and revenue

Ideally, you shouldn’t depend on any one client for more than 50% of your income. Many freelancers have a “whale” client, or that one major company that gives them most of their business. The prospect of making all your money off a single client is appealing. Invoicing is easier, and you don’t have to run all over town to complete your assignments. Whale clients can help make your business easier to manage, and they also provide peace of mind.

While they’re efficient, a whale client can be trouble. In the short term, whales can leave you cash-strapped if you have to wait 60, or even 90, days to get paid for your work, which is typical with many big companies. And what if you’re relying on a single client for the bulk of your income and something happens … like your contact gets promoted and their replacement decides to bring in new vendors, or the business either cuts spending or starts bringing more work in-house? In short, relying on a whale is neither stable nor sustainable. If this sounds like you, it’s time to put your marketing hat on and get out there and sell yourself.

Look to develop relationships, as opposed to doing lots of “one-offs,” since return customers and recurring business leads will keep you more stable. Of course, short-term projects can eventually lead to regular gigs, but managing tons of projects from a dozen companies just isn’t an efficient use of your time.

Be willing and able to grow beyond your niche

Having experience in a highly specific or technical industry that requires specialized knowledge, such as medical/pharmaceutical, technology, financial or gaming, can work in your favor. There’s a smaller pool of competitors, you’ll be able to charge a higher rate than if you were working for more general clients, and often, clients will go out of their way to find you.

The downside to specializing is that shifts in your given industry or specialty can jeopardize your income. This is an extreme example, but look at how newspaper reporters have had to scramble as digital publishing has become a different medium.

At the other end of the spectrum is more general work. These gigs still require a high degree of skill and knowledge, but writing a B2B white paper or designing a catalog doesn’t necessitate niche skills or education. If you take a look at your favorite job board, be it Indeed, Glassdoor, Mediabistro, or even Craigslist, you’ll find dozens and dozens of such jobs. That means more potential clients, but the tradeoff is that there’s a lot of competition because there are so many people who can do them, so businesses can pay less.

The upside to being a generalist is that, if you’re willing to dig for jobs, you have a bigger pool of potential candidates, and you may be able to upsell yourself or get additional work from a client. For example, if you have a gig designing a new menu for a restaurant, you can always suggest designing some signage or even a new logo. This is opposed to, say, doing UX design for a tech company, where you wouldn’t necessarily design their manuals or marketing materials. And if you’re just starting out, taking on a variety of clients can help you focus on what you really enjoy.

Give yourself some next steps

No matter which boat you’re in, you will have to put yourself out there and diversify, especially if you want to achieve the type of stability that enables you to pursue your dream clients and not have to take every assignment that crosses your desk. Besides studying the marketplace for jobs seeking talent like yours, you may have to do some (a lot of) networking, and possibly acquire a few new skills. But that’s a small price to pay for the financial stability to maintain a career and life you love.

---

Lisa is a Creative Circle candidate and seasoned advertising copywriter who lives in Los Angeles. Her background includes both in-house and agency work on Fortune 500 and global accounts in the consumer and healthcare/pharmaceutical fields. She excels at words, fashion, and cats. If you want to work with Lisa, contact Creative Circle Los Angeles.

If you’re the type of person who craves variety and enjoys a dynamic atmosphere, being a freelancer seems like the perfect arrangement. Maybe you’ll be on an assignment at an advertising agency for a week or two, then immediately go to a gig in a corporate or in-house situation. It’s not for everyone, but that’s what you love about being a full-time freelancer: You’re never in the same situation twice. However, you’re always the “new kid,” and this can be a source of frustration. How do you figure out how to fit in to the company culture fast enough to create an environment conducive to doing your best work?

What we mean when we talk about company culture

Company culture is more than a set of rules in a handbook: It’s an outlook or a philosophy about the work, the employees, the lifestyle, and even the physical environment that usually trickles down from the top. In short, a company’s culture might be thought of as its personality.

For example, a company might be seen as relaxed and friendly if executives have open-door policies, they emphasize work/life balance, and employees of all levels are shown appreciation for their unique contributions and talents.

On the other hand, some companies have an unspoken rule that you have to be there before the boss gets in and you shouldn’t leave until after they are gone. You absolutely have to stick to the established way of doing things, and employees may even be required to keep their workspaces in a certain order.

And company culture isn’t always what you expect it to be. I worked in a ginormous, Fortune 50 company that was the very definition of corporate, but their in-house advertising department emphasized collaboration, flexible schedules, and jeans and flip-flops whenever. Conversely, plenty of advertising and design firms may have the foosball table and beer keg, but they’re still exceptionally rigid with policies and conduct. A company’s culture can significantly impact the overall satisfaction, efficiency, and effectiveness of its employees, so you’ve got to figure out the lay of the land pretty quickly.

First things first: Learn what you need to do your job effectively

As a freelancer, you’re expected to hit the ground running and work seamlessly with the team. Unfortunately, the regular employees are often in such a hurry that they aren’t always able to give you a proper download. As soon as your assignment starts (if not before), learn what you need to be efficient and effective in your job:

• The names and roles of others you’ll be in contact with
• If you should attend meetings/calls and in what capacity
• If you’re a creative, if you’ll be responsible for presenting your own work and if you’ll receive feedback directly
• The company’s workflow and process (e.g., how work is routed, who sees it and when?)

Being able to work quickly and independently is the first step to earning your co-workers’ trust, which can, in turn, break the ice and help you see more of what the company is all about.

Take some time to evaluate the lay of the land

Getting to know a company’s culture requires knowing when to be quiet and watch, and when to speak up and ask questions. If you’re unsure of how to act, err on the side of being overly formal (and that includes attire), at least at first. Hang back and try to fit in without seeming like you’re making too much effort to be one of the gang.

Just remember that the rules aren’t always the same for a freelancer. Even if the rest of the employees don’t start trickling in until 10 a.m. or take 90-minute lunches, don’t assume that you can, too. (Unless you literally can’t do any work without them, in which case, you should explain the situation to your on-site contact so you’re not burning hours.) Sometimes it can really suck because you may not get to take advantage of the perks that a normal employee would receive, such as free food, company outings, summer Fridays, access to the beer fridge, and all those other juicy extras. But it’s always better to ask than assume, unless you want the regular employees to shoot you eye-daggers for daring to think you can partake of their free Friday bagels and shmear.

When in doubt, your on-site contact or supervisor is your best resource for how to navigate the workplace.

Stay positive

Don’t allow yourself to get roped into drama, gossip, or petty squabbles. Keep your interactions with others positive.

One thing that I’ve experienced repeatedly as a freelancer is that the company’s most wretched and bitter employees will immediately seek you out. After all, the regular employees just don’t want to hear them complain anymore, and so these sad or angry people see the freelancer as a new pair of ears for their tirades (which are generally presented in the guise of, “Hey, I’m not sure if you knew this about the company, but …”). Don’t engage. Be courteous, but your easy out is that your time is the company’s money; you’d love to stay and chat, but you’ve got work you need to do.

Love the company culture or hate it, you won’t have long to deal with it.

Sadly, many times freelancers and hired guns are treated indifferently. You may not be able to change that, but if you want to get invited back, you should be seen as someone who blends in and is easy to work with. This is doubly important if you’re working with a recruiter, since you are a reflection on them, and they have the power to get you jobs.

But then, that’s what’s great about being a freelancer: If you decide a company or the company culture isn’t for you, you probably won’t have to be there long, anyway. It’s always nice to know that you can return if you want, but you can also quickly move onto the next gig and never look back.

---

Lisa is a Creative Circle candidate and seasoned advertising copywriter who lives in Los Angeles. Her background includes both in-house and agency work on Fortune 500 and global accounts in the consumer and healthcare/pharmaceutical fields. She excels at words, fashion, and cats. If you want to work with Lisa, contact Creative Circle Los Angeles.

If you’ve managed to score a full-time freelance job or several assignments that put you at 40+ hours a week, you’re doing a lot of things right! For many of us, that’s the dream: to get a decent paycheck and dependable, regular sources of income, but still have the freedom to travel, make our own schedules, and run our own businesses. (As well as have regular workday naps and wine for lunch!)

However, it isn’t as carefree as it appears to be. There’s a lot going on behind the scenes to maintain this lifestyle. What are the three key things you must do before you make the jump?

1. Keep your clients happy.

Whether you’re working with clients you’ve won yourself or through a staffing agency or recruiter, it’s vitally important to give them a sense of stability. Reassure your clients and colleagues that no matter where you are or what you’re doing, you’ll be able to meet all their deadlines and take calls and meetings at agreed-upon times. If you’re working in another time zone or even another hemisphere, it shouldn’t matter, just so long as you are regular, dependable, and able to complete everything on a schedule that you and your employer or client have already worked out.

The key to making all this happen is communication. If you have the liberty to establish your own hours, let your employers and their clients know, and tell them the best way and time to get in touch with you. It helps to be consistent — a must for those big corporate clients that tend to have regular and regimented schedules.

2. Take care of business.

As a full-time freelancer, you MUST think of yourself as a small-business owner. Even if you’re working enough hours at a staffing agency that they provide you with benefits like health insurance and vacation time, you still need to be proactive with your finances.

The conventional thinking around quitting a job to freelance is that you should have enough money saved to cover your essentials (rent, food, utilities, etc.) for three months. But many sources, including The Muse and New York magazine, recommend anywhere from six to 12 months. This will help give you some cushioning for when you’re waiting on those net-90 (UGHHHH) accounting departments to cut you a check, if you hit a lull with work, or you decide to take a vacation.

Even if you’re only just starting out as a freelancer, find a tax professional who specializes in working with creative staffers. They can give you guidance about the best way to prepare ahead of time for filing taxes and advise you about which expenses are tax deductible. A good tax professional can also recommend investment opportunities to help you reach both your immediate and long-term goals, since you won’t have a 401(k).

3. Market yourself.

As a freelancer, you’re probably already working harder than your FTE counterparts, since you have to invoice, do your own customer service and IT, and probably even order your own office supplies. Unfortunately, you can’t slack when it comes to marketing yourself. In fact, it’s even more important that you spend the extra time to stay top of mind with your clients and prospects, and sell the value of what you do.

Ultimately, how much time you spend marketing yourself depends on your goals. Do you want more clients? Do you want to have the same number of clients, but earn more money for what you’re already doing? Or do you want to climb the ladder, similar to the opportunities you’d be afforded if you were working a full-time job with an employer? You’ll need to compile all your advertising and marketing skills, and then be your own client.

If you’re actively prospecting for new clients, you may need to turn your job search in an integrated marketing campaign. But at the very least, you should have a complete LinkedIn profile, and try to engage with others in your field on the site. Include your website URL, then make sure your website has a way to capture leads. Start to build a list so when you do need to ramp up your efforts, you’ll have likely prospects in place.

Take a deep breath … you got this!

With a little careful planning, you can continue living the dream and being the envy of all your desk-jockey friends.

It really IS hard work. But think of it this way: How much is it worth to you to not only enjoy the freelance lifestyle, but know you’ll be able to take care of yourself for the rest of your life?

---

Lisa is a Creative Circle candidate and seasoned advertising copywriter who lives in Los Angeles. Her background includes both in-house and agency work on Fortune 500 and global accounts in the consumer and healthcare/pharmaceutical fields. She excels at words, fashion, and cats. If you want to work with Lisa, contact Creative Circle Los Angeles.

If you’re a freelancer who’s suddenly found yourself with a long gap between assignments, it can be tempting to pack a bag and hit the road. You can, but why not take your computer and engage in a few pursuits that will increase your merits in the eyes of potential employers? None of these extracurriculars requires huge time commitments, but what you get in return will make your efforts worth it.

Find volunteer opportunities

At a time when so many companies and executives are trying to distinguish themselves as good corporate citizens, this matters more than you think.

Nonprofits are hungry for skilled professionals who’ll volunteer their time and expertise in publicity, social media, grant writing, web design, photography, and corporate communications (i.e., the stuff you already do for a living). And unlike working at a professional advertising or marketing firm where you’re expected to already have certain skills, nonprofits are happy to give you some coaching so you can develop new skills.

When picking an organization to volunteer for, don’t just think about your career, think about what matters to you. Even if it has absolutely, positively nothing to do with advertising and marketing, it still matters to potential employers. According to one recent survey, company decision-makers were 82% more likely to choose a candidate with volunteer experience.

If you’re not sure of how or where to get started, check into Volunteer Match.

Offer your work pro bono

Donate your services to a company that needs them. If you were to approach your favorite mom-and-pop shop or local cause that has either no advertising and marketing or horrible advertising and marketing, chances are they’d love to have a pro help out. Even though you could be working with a small or nonexistent budget, you might end up creating some award-show-caliber work, like this amazing poop-joke-inspired campaign that probably never would have been green-lighted by a large, traditional agency.

You could also join up with Taproot, an organization that recruits and mobilizes entire advertising and marketing teams and hooks them up with worthy nonprofits. Sometimes the ask can be simple, such as recreating a flier or a direct mailer. But Taproot also works on huge, global issues with multifaceted campaigns that allow you to really sink your teeth in and make a difference. Generally, the organization appreciates that its members are working professionals, so the time commitment can be as few as five hours per week, and they even assemble virtual teams.

Build new skills

There’s always something new to learn in advertising and marketing, so take advantage of your downtime to acquire some knowledge or brush up on your skills. (And better still, get some shiny new bullets for your resume.)

If you work in art and design (or you want to), try skills-focused platforms like Lynda or Adobe. I’ve already raved about Coursera, the platform that offers real courses from top international colleges and universities. Udemy is a similar idea, but gives users the freedom to mix and match lessons to assemble their own custom course.

Learning another language may not immediately lead to increased job opportunities, but it’s one of those resume bullets that demonstrates your versatility and motivation.

Take your passion project to the next level

Having a meaningful pursuit outside of your job doesn’t just relieve stress, it makes you more creative and may protect your brain against the effects of aging. If you have a creative hobby you really love, figure out how to take it to the next level. If you enjoy baking, try making some instructional videos for YouTube, or put your creations on Instagram. If you like writing (preferably something besides ads!), set up a blog on WordPress. Use your phone to make a short film. Really put those right-brain skills to use!

Showcasing these side projects in a special section on your professional portfolio demonstrates how well-rounded you are. Even if you’re exploring an avenue that isn’t directly related to your professional skill set, it shows your ambition, creativity, and tenacity.

But you don’t have to do anything at all

Burnout is real, especially for recent grads and those in more junior roles. And often, freelancers are only called in at the last minute or when the workload balloons to the point where the normal staff can’t handle it anymore. It’s great if you have the initiative to put your extra free time to use, but if you need a breather, take one before jumping back on the merry-go-round.

---

Lisa is a Creative Circle candidate and seasoned advertising copywriter who lives in Los Angeles. Her background includes both in-house and agency work on Fortune 500 and global accounts in the consumer and healthcare/pharmaceutical fields. She excels at words, fashion, and cats. If you want to work with Lisa, contact Creative Circle Los Angeles.

Success in any industry (and in life) comes from being able to manage relationships and make connections with people who are different from you. And nowhere is that truer than in advertising and marketing — industries that tend to attract big and distinctive personalities.

Even though they’re dynamic industries filled with a diverse array of people, over time, you’ll notice you run into the same personality types over and over. Below are a few of the most challenging types of people, as well as how to handle them.

“My Way or the Highway”

Not saying it’s always the creative director, but there’s often a higher-up who rules with an iron fist. “Having strong ideas” doesn’t begin to describe this person, who frequently says things like, “I don’t want to micromanage you,” or “I’m eager to see what you come up with,” and then is only pleased if you’ve followed their orders to the letter. You often wonder why you’re being paid to do the work when this person would prefer to do it themselves, or just hire a production artist to execute their vision.

Where you’ll find them: This exacting personality type often works at the executive level — and it’s usually because they’re good at what they do (and of course, they know it).

How to deal: If this person is your boss, then yes, you should do it their way. But in addition to providing the expected/dictated solution, also try presenting what you think is the right approach. Back your ideas up with research and data (but don’t get too disappointed if they get shot down anyway). You may never be able to win this personality type over, but learn as much as you can from the situation, as it undoubtedly won’t be the last time you encounter someone like this.

The Drama Queen/King

You know the type I’m talking about: the one who is always freaking out about everything — a meeting getting moved up by an hour, a figure on a spreadsheet being wrong, the client having notes on the creative. Then, in addition to whatever low-grade turmoil that exists, they create more by reacting disproportionately, then get angry when they think they’re the only person taking the problem seriously.

Where you’ll find them: As a creative, it’s easy for me to point the finger and say, “It’s always account people,” but the reality is, they’re not limited to any one department. One of their redeeming qualities is that Drama Kings and Queens usually have amazing organization skills, and they’re generally prized by their managers for their follow-through and their ability to make stuff happen.

How to deal: Keep a respectful distance. Their anxiety is often contagious, and unless you can let it roll off your back, it will get under your skin. Be forthcoming and flexible, take them seriously, but refuse to get caught up in the chaos.

The Snake

Unfortunately, there are some terrible, lying, underhanded people who work in this industry. True story: A friend of a friend was interning at an ad agency you’ve probably heard of. She was an exceptionally bright woman in her early 20s, and she brought a unique perspective that impressed most of the creative team. The creative director, however, didn’t much care for her. Long story short, he dismissed her, but not before swiping a few of her ideas and then presenting them as his own to a huge client.

In addition to stealing ideas, The Snake may try and throw you under the bus, or leave you hanging after they’ve told you they’d help.

Where you’ll find them: Unfortunately, Snakes are everywhere. Besides being scary and unpredictable, they can have a demoralizing effect on their immediate colleagues.

How to deal: The best defense against The Snake is to create a paper trail and document your interactions with them. Counteract some of The Snake’s power by making allies with people who can vouch for your skills and generally provide you with an alibi.

The Cheerleader

Every agency or firm has a few: they’re those people who are the first to respond on a group email chain, or they’re sharing links themselves. This person probably talks in full-on business babble, and their speech is peppered with phrases like action items, taking this offline, platform-agnostic, and other words that make you wonder if you are working in the same business. Cheerleaders like playing by the rules, which can be extremely frustrating for those who are interested in groundbreaking creative or strategy.

Where you’ll find them: Many advertising and marketing professionals start out their careers in Cheerleader mode, so consequently, Cheerleaders tend to congregate in the junior and mid-level ranks.

How to deal: Cheerleaders are mostly harmless, and upper management and clients alike usually love them (which is why they make great allies). Stay on a Cheerleader’s good side by occasionally thanking them for sharing an article, or telling them how much you appreciate their enthusiasm.

The Introvert

In a profession that’s all about collaboration and camaraderie, the introvert stands out by going out of their way to avoid social interactions. They often appear disinterested (or pained) in meetings. They do great work, but they display no outward signs of wanting to be a team player.

Where you’ll find them: Introverts usually thrive in positions that don’t require a lot of one-on-one or direct client contact. They excel at work that requires focus, so you may find a lot of them in production, IT, and media. There’s also a pervasive and legitimate stereotype that many creatives tend toward introversion (though those who want to move up the ranks will need to adopt a more extroverted and open demeanor).

How to deal: Don’t let the quiet fool you. The Introvert probably has a headful of ideas even if they don’t look like they’re engaged, because they spend their time listening and not talking. Give Introverts their own space, and be friendly without being overbearing. The best compliment you can pay an Introvert is asking for their opinion and truly listening to their ideas.

Of course, these are just a few examples, and even these archetypes have variations. For example, it’s not uncommon for Snakes to also have the “My Way or the Highway” attitude. The longer you stay in the business, the more you’ll learn about coping and even thriving with these types of people. The best way to insulate yourself is to be good at your job, and good at leaving your job at the office when you go home!

---

Lisa is a Creative Circle candidate and seasoned advertising copywriter who lives in Los Angeles. Her background includes both in-house and agency work on Fortune 500 and global accounts in the consumer and healthcare/pharmaceutical fields. She excels at words, fashion, and cats. If you want to work with Lisa, contact Creative Circle Los Angeles.