How To Unwind Unfavorable Client Agreements

Feeling trapped? Don't allow the big cat client keep you caged!

One of the advantages of having a lengthy track record as a freelance writer is that you have many more assignments under your belt than the person who is just starting out.

We’ve all been there: sending out queries, bidding on freelance sites, responding to client requests and more. Days, weeks, months, perhaps years of slogging for work, handling your share of rejections and putting up with assignments you’d rather not take but for the simple fact that you have bills that must be paid, clothes to put on your children’s backs and food needed for the dinner table.

Your Tipping Point

At some point in your freelancing career you should reach a favorable tipping point – a place in your life where you can pick and choose your customers, perhaps finally saying “enough” to the handful of clients who really aren’t contributing to your bottom-line.

Sure, you’re getting paid and you may be fairly well compensated for your work. But, you’ve also have had it with bending to the whims of the moment, coming to the realization that a few of your client agreements should simply be unwound, allowing both parties to pursue a fresh direction.

Now I’m saying this to you assuming one thing: you have more than enough work on your plate or prospective work in waiting to keep you busy without one or more of your current clients. If not, you need to begin working on lining up new customers or tapping your active client base for additional assignments. And don’t worry about today’s economy – lots of us are working at overcapacity right now; if you’re good at what you do, then the work is certainly there.

Letting Go

But what is holding you back? I think I know, because I’ve been there myself: certain thoughts or feelings which may be keeping you from making a move that may seem difficult for you to execute, but offering long term and far reaching benefits.

Please read on to see if one or more of the following concerns resonate with you:

I won’t get a recommendation – We’ve been trained to supply references for our clients and some freelancers have detailed information about their previous assignments on their websites and/or LinkedIn profiles. While having a strong LinkedIn profile is smart business, that doesn’t mean you have to list every client or give an account for every moment you worked.

Until recently, I hadn’t provided a resume to anyone for more than three years. And why is that? Because no one asked. The same can be said about a recommendation: if you’re worried that an angry or vindictive client won’t supply a positive recommendation for you, then why list them in the first place? There is no rule saying that you must mention them by name — after all you work for yourself and you don’t have to list every single client you’ve ever had.

I want this client, but not for financial reasons – I’m certainly not telling you to get rid of every difficult client nor am I advising you to dismiss those customers who on occasion present an out of the ordinary demand. Hopefully, you’ve developed needed thick skin to repel every day slights and short term insults as you reach for your goals.

What I am saying is that you may be keeping a customer on for some other reasons, perhaps as a favorite to them or as a feather in your cap (look ma, I am published!) or for some sort of personal validation. I don’t know your reasons for keeping them on, but you probably do. Envision yourself one, three or five years or more out…can you see yourself writing for this client at some future date? If not, why not cut the strings sooner, rather than later?

I need this client for networking – Some clients are so huge that they seem larger than life. In 2005 to early 2006, I was working for one such customer. He provided what amounted to be as much as 90% of my income while indirectly allowing me to get my foot in the door in the automotive industry. Needless to say I lost the client when they decided to move in another direction (selling several websites), putting my family in a disastrous position that took me many months to recover from.

What I should have done was to reduce my dependency early on by limiting my work for this one client while pursuing other opportunities. Needless to say, I now manage two of the larger independent automotive blogs and and am an automotive columnist for other two publications. Yes, it was those articles I wrote for this client that caught the attention of people in the industry, but I still could have gotten their attention by writing fewer articles for this one client. Live and learn!

Moving On

Naturally, the moving on process can take time, perhaps the better part of the year especially if signed contracts weigh in. Yet, if you’re unhappy with a client and there is other work available which can replace what would soon be lost, then what have you got to lose? A huge burden, perhaps.

Photo Credit: Daniel Heitz

See Also — How To Write Your Op-Ed Piece

The Article Writer Mailbag, Take 15

Q. How did you preserve your existing client base when you increased your rate?

I’m writing at $.03 per word. I’d love to reach $.05, but I’m fearful that my clients will chase cheaper services.

Did you have this problem? Would you be able to give me any insight about how you avoided/resolved it?

A. First of all, let me congratulate you on your choice of profession. Freelance writing is an enjoyable (and rewarding) job choice, not for everyone, but something talented writers should consider.

Secondly, my most noticeable rate increase happened two years ago and it wasn’t without much difficulty. Essentially, I quit writing for all of my lowest-priced clients and began pursuing higher quality, more lucrative projects. One very large, on-going project had recently ended while two others were done, but I knew they’d be interested in using me again in the near future. However, I was no longer interested in writing for them and quit accepting new work when offered.

Of course, if you want to keep your current clients and raise your rates, you can always ask them to pay you at the new, higher rate. However, since your current clients are looking for a bargain (and at .03 per word, that is what you are offering), they’ll probably look at the change to .05 per word as a 60% price increase and resist. In this case you have three choices:

1. Keep working for less money.
2. Drop your current customers.
3. Keep your customers until better paying opportunities come along.

I did lose quite a bit of money until I was able to make the adjustment, but I’ve managed to land several better paying opportunities, including a pair of ongoing magazine gigs which is the direction I planned on going eventually. I’ve been writing about my favorite topics, cars, a lot lately which also helps because I’m excited about my work instead of feeling as if I have to produce work on subjects which aren’t of much interest to me.

Finally, when you do get to the point of having a name for yourself, you’ll be able to cherry-pick projects as they come along. Sure, I work my tail off for my customers, but I also want to produce work that satisfies me. It has taken me three years to get to this point, but I like the direction that I am going.

Best wishes to you in all of your pursuits.