Freelancers: How To Work With Big Companies (10 Tips)
Working with big companies and organizations is different than working with smaller companies. In my freelance work and at my agencies, I worked with larger corporate and government clients. Bigger budgets, repeat work, high-profile projects. Exactly what I wanted.
Here are 10 tips that will help you be successful working with large companies:
They will have systems for how they operate. Learn how to work within those systems.
Often the pace is slower, mainly because they have a few layers of approval. Learn to adapt to their speed.
However, it’s NOT ALWAYS slower. I’ve worked with some very fast-moving large companies. Make sure you’re up to speed.
Above all, be reliable. They’re counting on you.
Be 100% professional in all of your dealings. They’re used to working with professionals. They won’t tolerate flakes.
Be genuine and friendly in your interactions with your client. Make sure that working with you is the best part of their day.
You’re likely working with one of many potential clients within that company. Remember, you could have more than one client at the company.
Try not to sign restrictive agreements. You’ll want to feature the work in your portfolio and be able to tell others about it.
If your first project turned out well, let the client know you have time for more work from them. Encourage them to call you.
After a few successful projects, ask for a testimonial you can use on your website and in new business pitches.
Let’s look at these points in more detail.
Learn How to Work Within Their Systems
This may mean working with platforms like Slack. Or it could be a specific format they want you to follow for estimates and invoices. Whatever it is, be part of the team. Work the way they work. Usually, it’s pretty easy.
Be Ready To Deal With Layers of Approval
Often, your client has a boss who needs to see the work. And if it’s a high-profile project, it may go to a committee or, in some cases, as high as the CEO.
Here’s the challenge for you. Everyone will want to include their input before it goes up a level. That might mean you’ll have more rounds of revisions. That’s okay if you account for it in your estimate and schedule.
We had a client who asked us to price in up to 5 rounds of revisions. She knew her company. That was fine. They were happy to pay and glad we could accommodate them.
Some Large Companies Move Quickly—Make Sure You’re Up To Speed
Don’t make assumptions that big means slow. We’ve worked with some very decisive big companies. We got feedback quickly. They were able to maintain an aggressive schedule. Make sure you understand and meet the deadlines.
That leads to the next point…
Rule #1—Be Reliable (They’re Counting on You)
This relates mainly to deadlines. If you agree to a delivery date, you HAVE TO meet it. No excuses. If they ask for an unreasonable date, say so before accepting it. Do not say yes, and then flake out. Agree on dates before you start.
This also applies to the work, often in tech. Don’t accept something you can’t do. Again, speak up at the beginning. If some aspect of the job is beyond your capabilities, let them know early. Do not disappoint them in your delivery.
What do clients value most in a freelancer? It’s not price…
Be 100% Professional In All Of Your Dealings
These companies are used to working with professionals. That means meeting your deadlines plus any other promises you’re making. It means returning calls, and showing up for meetings. You’re not the only freelancer they’re working with, so make sure you give them reasons to call you back.
Working With You Should Be The Best Part of Your Client’s Day
I once had a client say how much they looked forward to meeting with us.
If it was a new project meeting, we were taking work off their hands. They liked that.
If it was a presentation meeting, it was like Christmas. We were bringing the gifts of creative ideas, fresh layouts, and at least 3 options.
If it was the final presentation—wow, this job is done, and it’s great! Time for the next one.
Also, the clients envied us. We had cool offices, we seemed to enjoy our work, we didn’t have stupid bosses. They wished they were working at our place.
Make sure you’re the sunshine of your clients’ day. It goes a long way.
Do you know the secret to freelancer success? Choosing the right clients.
There’s Usually More Than One Client at Any Big Company
Client communications departments are often working for many divisions in the company. So, it’s not just one comms person but a group of them.
When you start, you’re working for one of them. Your focus should be on that person. They may not be that eager to share you with the group. You are theirs, at least at the beginning.
But one day, they may ask, “Do you have time for my colleague? She has a new project that could use your help.” And that’s your introduction to another client.
Keep your eyes and ears open. Don’t try to make too many friends too quickly, but be ready for the opportunities.
Among our clients, we had a few companies where we had more than one internal client. It’s an easy way to work.
Be Very Careful About Signing Restrictive Agreements
Some clients may ask you to sign an NDA (Non-disclosure agreement) or other restrictive contracts. Try to avoid it.
However, sometimes you’re working on a project that needs to be kept secret. So, an NDA makes sense, but it should have an expiry date. Once your project is public, there’s no reason for secrecy.
You’ll want to feature the work you do for them in your portfolio.
If you’re faced with an obnoxious agreement, you’ll have to decide whether it’s worth it.
Most of our clients didn’t ask for them, and the few that did were reasonable about it. We could feature all client work in our portfolios once the work was public.
Encourage Repeat Business
So, your first project turned out well, but now it’s over. Have a little chat with the client. Let them know you enjoyed working with them and that you have time for more work from them.
Take the initiative to tell them. Don’t just end the project and disappear.
After A Few Successful Projects, Ask For A Testimonial
Let’s assume you’ve done a few jobs together. Everyone was happy. Now is the time to ask for a testimonial. Even better, offer to write it for them and let them edit it. It’s one less thing they have to do, and you won’t have to keep asking for it.
Client testimonials are compelling in new business pitches. For bigger pitches, prospective clients may ask for names and contact information of people they can call as referrals.
You have to be on excellent terms with clients to get them to be a referral for you. Work on it!
More on building strong client relationships here.
Bonus Tip: You May Have to Get On Their Vendor List (Here’s how)
More and more companies and government agencies are using vendor lists to pre-qualify who they will work with.
While it takes a bit of work to get on the list, I think it’s worth it.
Here’s how to get on vendor lists for corporate and government accounts.
Bonus Tip #2: Find a Friend in Accounting
At some point, you may get a contact in their accounting department. This might be at the beginning of your relationship with that client, where the accounting department tells you they need purchase order numbers on invoices or information submitted in a particular format.
Try to keep a connection there. If you’re ever wondering about the status of an outstanding invoice, the people in accounting will have the answers.
This came in handy for us a few times. Did they have our invoice in their system, or was it sitting on someone’s desk? Good to know, right?
If you want to work with bigger clients, you’ll find much more in my book, How to Start a Successful Creative Agency. It’s the essential business guide for graphic designers, copywriters, filmmakers, photographers, and programmers.
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The book is packed with useful information to help creatives start and grow their business.
Recommended to Other Creative Friends
“Hi Andy, just finished reading your book. Loved the sections on estimates, billable hours, and timesheets. Recommended to some other creative friends who are running their own biz. Thank you for writing the book :)”
Kasun Pathirage, Freelance B2B Writer, DM Twitter
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