Freelancer transitioning to focused retainer work?
Discussion
I'm at a crossroads in my freelance career and would appreciate any insights from those who've been in similar situations.
I've been freelancing as a web developer/software engineer since 2006, working as a generalist across whatever projects clients need. I've maintained relationships with three core clients for over a decade:
Client 1: 10-15 days/month developing multiple web applications and web services, occasionally bridging BA and development work
Client 2: ~4.5 days/month identifying workflow improvements and building/maintaining internal tools
Client 3: WordPress/Drupal website work that I do mainly out of loyalty, though it's not my strength or passion
Client 1 is expanding their budget and team for my main project. They've offered me the flexibility to choose my role - continue as I am, specialise in a specific system component, or move into a solutions architect position overseeing the project.
This has prompted me to reconsider my career direction. I've always juggled client work while dabbling in side projects that rarely launch. Part of me has always wanted more, but perhaps it's time to focus on what's working. With the current market saturation and AI potentially disrupting development roles, moving away from pure coding work might be strategic.
The existing BA (who has a technical background) seems to see value in positioning me as the bridge between business analysis and development - handling requirements gathering, solution architecture, visual mockups, and technical communication. After years of feeling stagnant, this feels like genuine progression.
Now, here's the dilemma. Both Client 1 and Client 2 have offered pre-agreed retainers: 14 days and 6 days respectively, totalling 19 days per month. Factoring in 30 days for holidays/bank holidays, this puts me at 99% utilisation annually.
Pros:
Predictable income for at least the next 12 months
Clear, defined roles (no more jack-of-all-trades feeling)
No business development or self-marketing required (always my weak spot)
Complete schedule flexibility from both clients
Cons:
Virtually no breathing room in my schedule
Feeling potentially beholden to just two clients
Loss of the variety I'm accustomed to
Initially, I was excited about this streamlined setup. Now I'm having second thoughts about the lack of flexibility and putting all my eggs in two baskets.
Maybe I'm overthinking things. I've always had my eggs in a handful of baskets anyway, and I've always put the hours in.
Has anyone made a similar transition from diverse freelancing to focused retainer work? How did it work out?
I've been freelancing as a web developer/software engineer since 2006, working as a generalist across whatever projects clients need. I've maintained relationships with three core clients for over a decade:
Client 1: 10-15 days/month developing multiple web applications and web services, occasionally bridging BA and development work
Client 2: ~4.5 days/month identifying workflow improvements and building/maintaining internal tools
Client 3: WordPress/Drupal website work that I do mainly out of loyalty, though it's not my strength or passion
Client 1 is expanding their budget and team for my main project. They've offered me the flexibility to choose my role - continue as I am, specialise in a specific system component, or move into a solutions architect position overseeing the project.
This has prompted me to reconsider my career direction. I've always juggled client work while dabbling in side projects that rarely launch. Part of me has always wanted more, but perhaps it's time to focus on what's working. With the current market saturation and AI potentially disrupting development roles, moving away from pure coding work might be strategic.
The existing BA (who has a technical background) seems to see value in positioning me as the bridge between business analysis and development - handling requirements gathering, solution architecture, visual mockups, and technical communication. After years of feeling stagnant, this feels like genuine progression.
Now, here's the dilemma. Both Client 1 and Client 2 have offered pre-agreed retainers: 14 days and 6 days respectively, totalling 19 days per month. Factoring in 30 days for holidays/bank holidays, this puts me at 99% utilisation annually.
Pros:
Predictable income for at least the next 12 months
Clear, defined roles (no more jack-of-all-trades feeling)
No business development or self-marketing required (always my weak spot)
Complete schedule flexibility from both clients
Cons:
Virtually no breathing room in my schedule
Feeling potentially beholden to just two clients
Loss of the variety I'm accustomed to
Initially, I was excited about this streamlined setup. Now I'm having second thoughts about the lack of flexibility and putting all my eggs in two baskets.
Maybe I'm overthinking things. I've always had my eggs in a handful of baskets anyway, and I've always put the hours in.
Has anyone made a similar transition from diverse freelancing to focused retainer work? How did it work out?
My field touches on yours - Marketing Communications albeit it a very specialised field.
I set up a company at the beginning of 2019 with the intention of it being used simply as a vehicle from which to sell me as a Freelance or Consultant.
Within six months, it was operating as a full-service agency. Still only me but I found myself able to bid for and win bigger projects, aspects of which I couldn't do myself being subbed out to a small network of other freelancers and collaborators. Some of these I white-labelled onto projects, some I didn't.
Approaching six years now and the company looks and feels and operates like any other well-resourced agency type company but is still just me.
The difference is 'mindset'. As a freelancer, you own your job rather than own your business. But when you get into the mindset of the latter, you think and see things differently. You start to take on work that you don't have the personal capacity to deliver but can hire in someone who has and charge a margin to you client on what you pay them.
In short, you can earn significantly more money doing this than you could freelance, retained or otherwise.
There are risks but no more so than you face at present. In many ways, risks are less because you are less reliant on just a few clients to earn a crust. But of course, you need to go and get those clients in the first place.
PM me if you want more insight.
HTH.
I set up a company at the beginning of 2019 with the intention of it being used simply as a vehicle from which to sell me as a Freelance or Consultant.
Within six months, it was operating as a full-service agency. Still only me but I found myself able to bid for and win bigger projects, aspects of which I couldn't do myself being subbed out to a small network of other freelancers and collaborators. Some of these I white-labelled onto projects, some I didn't.
Approaching six years now and the company looks and feels and operates like any other well-resourced agency type company but is still just me.
The difference is 'mindset'. As a freelancer, you own your job rather than own your business. But when you get into the mindset of the latter, you think and see things differently. You start to take on work that you don't have the personal capacity to deliver but can hire in someone who has and charge a margin to you client on what you pay them.
In short, you can earn significantly more money doing this than you could freelance, retained or otherwise.
There are risks but no more so than you face at present. In many ways, risks are less because you are less reliant on just a few clients to earn a crust. But of course, you need to go and get those clients in the first place.
PM me if you want more insight.
HTH.
StevieBee said:
But of course, you need to go and get those clients in the first place.
The problem is that the OP has already said that this aspect is what he is worst at:TheBinarySheep said:
No business development or self-marketing required (always my weak spot)
You're suggesting he builds a business based on the weakest part of his skill set.Mr Pointy said:
StevieBee said:
But of course, you need to go and get those clients in the first place.
The problem is that the OP has already said that this aspect is what he is worst at:TheBinarySheep said:
No business development or self-marketing required (always my weak spot)
You're suggesting he builds a business based on the weakest part of his skill set.What I was attempting to explain was that I found the transition to running a business led to work being won that I didn't think I was previously able to win. Similar to the OP, hunting new clients and work wasn't something I particularly excelled in or enjoyed previously. It wasn't my intent to develop the business in the way it panned out but did take advantage of the opportunities running a business afforded me. This is, I think, more to do with the mindset you find yourself adapting to but you need to force yourself into that space in the first place.
It might not be right for the OP but thought the context and example may be useful to him.
essayer said:
Seems a great situation to be in, well done
Is there any scope to outsource parts of the work you do? Oversee the work, make sure it meets your own standards, but frees you up to pursue other activities, clients etc
Yes, there's definitely scope for that, especially with Client 2.Is there any scope to outsource parts of the work you do? Oversee the work, make sure it meets your own standards, but frees you up to pursue other activities, clients etc
I currently manage the full workflow for them - from analysis and design through to development. We've already had conversations about me transitioning away from the hands-on build work and outsourcing those parts instead. They're entirely supportive of this shift. As far as they're concerned, who actually does the implementation doesn't matter; they've always regarded me as more of a 'technical director' (their words) than a developer.
Client 1 is a different story. They already outsource the majority of their development to teams in Bosnia and India. Besides one in-house technical/infrastructure person, I'm their only UK-based developer. Despite being significantly more expensive than the offshore teams, they value me highly because of my broad skill set and ability to work autonomously without needing detailed direction on every task.
Gassing Station | Business | Top of Page | What's New | My Stuff