About the project:

What are you trying to accomplish?
What does success look like?
What's driving the timeline?
What have you tried before?

About the client:

Who are the decision makers?
What's the approval process?
How do you prefer to communicate?
Have you worked with freelancers before?

About logistics:

What's your budget range?
What's your ideal timeline?
What assets/access will you provide?
Are there dependencies on other teams?

Red Flags

Red Flag	What It Signals
"We don't have a budget"	Unclear if they can pay
Urgency without flexibility	Scope creep incoming
Can't articulate goals	Moving target
Many stakeholders, unclear ownership	Decision paralysis
"We'll figure it out as we go"	Scope creep
Pressure to skip contract	Unprofessional
Bad-mouthing previous freelancers	Pattern likely to repeat

Qualification Checklist

Pricing

Pricing Models

Model	Best For	Pros	Cons
Hourly	Uncertain scope, ongoing work	Simple, flexible	Penalizes efficiency
Project-based	Defined deliverables	Predictable for both	Scope creep risk
Retainer	Ongoing relationships	Steady income	Can feel like employment
Value-based	High-impact work	Highest potential	Harder to sell

Calculating Rates

Annual salary desired: $100,000
Billable hours (50% of time): 1,000 hours
Benefits, taxes, overhead: +30%

Hourly rate = ($100,000 × 1.3) / 1,000 = $130/hour

Project Pricing Formula

Estimated hours × hourly rate × complexity multiplier + expenses

Complexity multiplier:
- Simple, familiar: 1.0
- Moderate complexity: 1.25
- Complex, new territory: 1.5
- Rush job: 1.5-2.0

Pricing Communication

"Based on the scope we discussed, this project would be $X. That includes [deliverables] and [rounds of revisions]. Timeline would be [X weeks]."

Don't apologize for your rates.

Proposals

Proposal Structure

# Proposal: [Project Name]
Prepared for [Client] by [Your Name]
[Date]

## Understanding
[Restate their problem/goal in your words]

## Approach
[How you'll solve it]

## Deliverables
[Specific outputs they'll receive]

## Timeline
[Milestones with dates]

## Investment
[Pricing with payment schedule]

## About [You/Your Company]
[Brief credentials relevant to this project]

## Next Steps
[How to proceed]

## Terms
[Validity period, assumptions]

Proposal Tips

Lead with their problem, not your services
Be specific about deliverables
Include timeline with milestones
Show you understand their context
Make it easy to say yes

Contracts

Essential Contract Elements

1. PARTIES
   Names and contact info

2. SCOPE OF WORK
   Specific deliverables
   What's NOT included

3. TIMELINE
   Key milestones
   Dependencies on client

4. COMPENSATION
   Total amount
   Payment schedule
   Payment terms (Net 15, etc.)
   Late payment penalties

5. REVISIONS
   What's included
   Cost of additional revisions

6. INTELLECTUAL PROPERTY
   Who owns what, when
   License terms

7. CONFIDENTIALITY
   What's protected
   Duration

8. TERMINATION
   Kill fee / cancellation terms
   How either party can exit

9. LIABILITY
   Limitation of liability
   Indemnification

10. GENERAL
    Governing law
    Dispute resolution
    Signatures

Key Clauses

Scope creep protection:

"Work outside the scope defined above will require a separate agreement and additional compensation at my standard rate of $X/hour."

Payment terms:

"Payment is due within 15 days of invoice. Late payments will incur a fee of 1.5% per month."

Kill fee:

"If Client terminates this agreement before completion, Client agrees to pay for all work completed plus 25% of the remaining contract value."

IP transfer trigger:

"Intellectual property rights transfer to Client upon receipt of final payment in full."

Project Management

Kickoff Meeting

Agenda:

Confirm scope and deliverables
Identify all stakeholders
Establish communication cadence
Review timeline and milestones
Confirm access and assets needed
Define approval process
Questions

Communication Cadence

Frequency	Format	Content
Daily	Async (Slack/email)	Quick questions
Weekly	Status email	Progress, blockers, next steps
Milestone	Call/video	Review, feedback, decisions
As needed	Call	Complex discussions

Status Update Template

## Weekly Update: [Project Name]
Week of [Date]

### Completed This Week
- [Item]
- [Item]

### In Progress
- [Item] (X% complete)

### Blocked / Needs Input
- [Item] - waiting on [what] from [whom]

### Next Week
- [Item]
- [Item]

### Timeline Status
[On track / At risk / Behind]

### Budget Status
[X hours used of Y budgeted]

Scope Change Process

Client requests change
Assess impact (time, cost, timeline)
Document change in writing
Get written approval before starting
Update contract/SOW if significant

"I'd be happy to add [feature]. That would add approximately [X hours/$X] to the project and push the timeline by [Y days]. Want me to prepare a change order?"

Invoicing

Invoice Elements

[Your Business Name]
[Address]
[Email]

INVOICE #[Number]
Date: [Date]
Due: [Date]

Bill To:
[Client Name]
[Client Address]

----------------------------

[Description]                    [Amount]
Project: [Name]                  $X,XXX.XX
  - [Phase/deliverable]
  - [Phase/deliverable]

----------------------------
                     Subtotal:  $X,XXX.XX
                          Tax:  $XXX.XX
                        TOTAL:  $X,XXX.XX

----------------------------

Payment Terms: Net 15
Make checks payable to: [Name]
Or pay via: [Link to payment]

Thank you for your business!

Payment Terms

Term	Meaning
Net 15	Due in 15 days
Net 30	Due in 30 days
Due on receipt	Due immediately
50/50	50% upfront, 50% on completion
Milestone-based	Payment at each milestone

Getting Paid

Invoice promptly
Make payment easy (multiple options)
Follow up on Day 1 past due
Have a late payment policy
For larger projects: deposits + milestones

Difficult Situations

Scope Creep

"That's a great idea. It's outside our current scope, but I can add it for $X. Or we could swap it for [something currently in scope]. Which would you prefer?"

Late Payment

"I noticed invoice #X is now [Y days] past due. Could you let me know when I can expect payment? Per our agreement, I'll need to pause work until the outstanding balance is resolved."

Unhappy Client

Listen fully without defending
Acknowledge their frustration
Identify the specific issue
Propose solution
Follow up in writing

Firing a Client

"After reflection, I don't think I'm the right fit for this project going forward. I want to ensure a smooth transition—here's what I've completed, and here are my recommendations for next steps."

References

references/contract-template.md - Full contract template
references/proposal-template.md - Proposal template
references/email-templates.md - Client communication templates

freelance-client-ops

Freelance Client Operations

Client Lifecycle

Qualifying Clients

Discovery Questions