[AccessD] Starting Up On Your Own

I think the thing which will give you the most repeat business (which is
what you need) is to always look at things from your client's point of view
- try to be a Yes person and present choices rather than say 'I don't do
that....'. They will appreciate it.

==========This is good advice, and I might add that not knowing a particular
product yourself doesn't mean you can't provide the service for your client
-- you'll need a large pool of talent to draw on when these things crop up.
I once did a short stint on QuickBooks, made a little bit of money
researching something I knew nothing about and in the end, recommended the
guy stick with what he had. It cost the guy pennies compared to what he was
prepared to pay to switch over -- but switching wasn't going to get him
anything he didn't already have. He just didn't know it until I told him so.
I called on people I know that I knew the subject instead of saying, "I
can't do that, I don't know anything about it." The potential for more
business was there, although that never came to pass, but it might have.
You'll go through a lot of small clients doing small jobs -- and each one
has the potential to be a big client eventually. If you send clients to
other people too often, they'll eventually find someone they like better
than you. ;) 

I do this ALL the time, even with you guys -- how many of you have cowritten
an article with me? I can't know everything. Better to split the fee and
byline then pass up that opportunity to work and put my name in front of the
publisher with a first-rate article, yet, one more time. ;) 

Same thing with you guys. Just a different product. If you really think you
can't provide the product, find someone who can and work together.

Another piece of advice -- and I may get clobbered for this one. Never, ever
turn down work. If you can't negotiate a deadline that you know you can
make, bring in someone to help you. Work weekends and evenings, but don't
turn down the work unless you just can't work things out. I don't say that
as a workaholic, because I'm anything but... Rather, it's just job security.
Find a way to convince the client to wait or subcontract some of the work
out, or even all of it if you have to. Even if you don't make a dime out of
it -- you need to be the face the client sees and the voice the client hears
on the phone. Don't give the client direct contact with the subcontractors
either, unless you just can't avoid it. Unless of course you don't want that
client's repeat business, and that does occasionally happen. A client that's
too big a pain will cost you money in the end. You don't need that and once
you've got enough business you can pass them on to someone else or just not
take on any new work from them. 

You can't be a pain yourself. I've only had one mishap in this area and I
still regret it -- did something to cause an editor with a really
good-paying publisher a bit of extra work she probably didn't need and she's
never used me since. She answers my emails and is courteous, but I can't get
work from her. My request was reasonable, but in retrospect, I could've
gotten around it -- I wish I had.

Don't let clients skate on their payments. You set up a schedule, they meet
it, or you don't work. Don't slide on it or they will screw you every single
time. I have never "stopped" working and regretted it. I have never kept
working and not regretted it. This is the one area that seems cut and dry.
There is NO honor when it comes to screwing you if they can. I hate to be so
negative, but that just seems to be the truth of it. That was my experience
when doing some development work, which I don't do anymore. The publishing
world is different. I deal with huge publishers, and they've got the money
and they pay it. I rarely get burned with the writing -- only if someone
goes out of business -- like WROX!!!!!! ;( Ba*tards. :( 

Susan H. 

Susan H.