How to Wield Your Lance Freely
June 28, 2010 5 Comments
I have too much reverence for the arts of editing and writing to subordinate them to the sterile science of pleasing clients. As a freelancer, I retain a tall wall between how I speak about money and deadlines with the people who hire me and how I approach and discuss the work they give me. The former I always do with a smile; the latter I do on the merits, letting the smiles (and the frowns) emerge organically. That’s the approach I valued when I was a full-time employee working with outside freelancers, so now I return the favor.
You see, I find good work and salesmanship to be fundamentally at odds. They don’t compete with each other on every single freelance job, of course, but allowing them to preoccupy me simultaneously runs the risk of such competition, and I won’t tolerate that possibility for even a minute. In short, I don’t feel very free (or effective) as a freelancer when I don’t have the room to wield my skills without the impediment of financial calculations. Here are the principles I follow to ensure that doing business doesn’t blunt my efforts at maintaining quality:
1. Treat the work as if it’s your own. That doesn’t mean applying your own tastes and preferences to the material — such an approach would be rude and useless. But within the basic parameters you’ve been given, don’t hold back from showing a client what it would take to make the work as good as it can possibly be, even if that means an overhaul. As a freelancer, I obviously don’t make the final decision about where things will go, but I never refrain from demonstrating where they could go. You may end up challenging an ego or two in the process, but so be it. If those egos are secure enough, they’ll thank you for it in the end; if they’re not, you’re better off looking elsewhere for work anyway.
2. Don’t confuse collegiality with politeness. Mutual respect between capable colleagues involves fully appreciating what each person brings to the table in an honest exchange, not tiptoeing around perceived sensitivities. Many freelancers, however, walk on eggshells, wearing a professional shoe on one foot and a salesman’s loafer on the other. That just makes you seem like the hired help rather than a capable complement to the internal staff. In the end, most clients would rather work with — and rehire — an equal than a lackey.
3. Make “process” part of your purview. Just because you’ve been hired to focus on content, don’t turn a blind eye to process. If you’re wondering why a client is following a seemingly impractical protocol, don’t hesitate to ask about it — and to offer a more efficient alternative. You obviously should make sure you understand the larger context before you suggest process changes, and you should never take a cowboy attitude. But any client worth her salt knows that a deficient process can diminish the quality of the product. Again, the clients worth keeping will respect high-quality feedback, even on process, if it’s offered collegially.
4. Be passionately dispassionate. Whether it comes to the process or the substance, recognize that truly respecting the art of what you do requires you not to have an artist’s temperament. Emotional overinvestment in what a client ultimately does with your work only undercuts your ability to influence the final result. If, instead, the client senses you are like a judge who is simply assessing the merits of the case, your analytical — and even your creative — judgments are more likely to prevail. In effect, you can make the work your own and still make the work larger than you.
The freedom of freelancing doesn’t just mean working for yourself. There’s also freedom to be found within each assignment you accept as you execute it with integrity. How do you manage to remain free as you freelance? My approach is only one of many.