Being a freelancer sounds so glamorous to my full-time, gainfully employed friends.  And I agree that the flexibility and versatility is pretty sweet.  But what often gets forgotten, is that I actually have to find my work in order to have work.  So how does a freelancer truly move from concepts to actual paying work with a potential client?  There are a few things that I do that help make an initial vision turn into an actual real project.

Similar to an effective interviewing strategy when job hunting, you need to research the company that is interviewing you.  Go beyond learning the mission and the year the company was founded.  Go beyond finding out who runs the company.  Instead, figure out how this particular company ranks in the industry.  Determine the influencing factors that are shaping the industry. Learn what trends are happening that could effect the company.  So rank, influencing factors and trends are key to crafting a solution that could lead to a project.

Then determine if the particular company you want to work with is a cutting edge company or just follows standard practices. Being cutting edge or run of the mill is not right or wrong, but it does indicate how zany or normal your suggested ideas should be.  For example, if the company you are targeting likes to be a leader in their industry, do not dare suggest boring solutions that everyone else is doing, too.

Another research practice I use is to visit Glassdoor.  Often, job seekers use Glassdoor, but I contend that even as a freelancer Glassdoor can provide you with valuable insight to help aid in the solutions strategy that you must develop.  Glassdoor tells you what is working well and not-so-well at most any company you can think of.  Reading the employee comments helps you see any emerging themes and again, can guide you in your solutions.

Finally, LinkedIn is another valuable research tool.  First, see what the company is posting.  The information will give you insight on what is important to the company.  Secondly, review how you are connected to the company.  Determine if there is anyone you might know and if so, reach out to them and ask any lingering questions you might have.

So examining the industry trends, reviewing Glassdoor and researching LinkedIn are three great ways to find out more about a prospective client.  The information you glean, can help you create a solutions strategy that should be insightful, targeted and educated.  What things have you done when crafting a strategy to learn more about your client and its business?