Article
September 27, 2023
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by Stephen

Marketing and Building a Client Base, My Two Golden Rules

Marketing is tough. It may be the most fear-inducing part of being a freelancer. Especially if you are an introvert, like most indexers are. How do you find publishers and authors with books that need indexing? How do authors and publishers find you?

Publishing is a vast, global industry.

Where do you start?

It can feel overwhelming and paralyzing.

I also want to acknowledge that you may not have previously worked in publishing, so the inner workings of the publishing world may be even more opaque.

So, let’s start with demystifying publishing. Once you understand the industry a little better, the way forward with marketing may be clearer.

I’m going to share with you my top two rules, or insights, which have made the biggest difference for me when marketing and building my client base, and end with some additional tips.

Rule #1: You Don’t Need to Serve Everyone

It is impossible for you to serve everyone.

According to these statistics published last year by Wordsrated, approximately 3.52 million nonfiction books are published annually, worldwide. The proportion of English-language titles will be smaller, but still at least in the hundreds of thousands. How many of those books do you think you can index?

Personally, I index about 65 books per year. Your mileage may vary. I also turn down maybe another 20-30 books, mainly because I don’t have room in my schedule.

Another angle to consider is that the publishing industry is not monolithic. Yes, there are the Big Five trade publishers in New York and a few massive companies that dominate scholarly publishing. But many smaller companies also exist which publish excellent books. Publishing is also broken up by subject matter, with almost all presses and imprints focusing on different areas.

From a marketing standpoint, I found this realization to be incredibly freeing. Instead of being overwhelmed by the sheer number of publishers I could potentially contact, there are instead whole swaths of the industry that I can safely ignore. Don’t index science and engineering books? Great! I can cross all those publishers off of my list. Can’t find contact information for the editors at Penguin Random House? I’ll cross them off my list too. That still leaves many possibilities.

As you think about marketing, think about who you want to work with (or what kind of books you want to index) and also who you do not want to work with (or what kind of books you want to avoid). It can be scary to declare a niche, for fear of missing out on work. But having a few markets or topics that you focus on can have at least three benefits. One, it makes marketing less overwhelming because you now have a more manageable number of potential clients to contact. Two, it helps to clearly define who you are in the eyes of potential clients. Clients want to know that you are a good fit for their book, and one way to build that confidence is to give clients something specific about your experience and expertise. And three, it is nice to avoid having to repeatedly say no to projects which are clearly not a good fit. Be clear up front, and the people who do contact you are more likely to be of interest.

Rule #2: Build a Diverse Client Base

My second rule may seem to contradict my first rule. After telling you that you can ignore whole sectors of publishing, now I want you to go wide?

It is going wide enough to provide steady work. I don’t want you to be reliant on one or two clients for all of your work. I have worked with publishers who have been shut down or downsized. I have also lost work when editors I worked with left the company and my name wasn’t passed on to their successors (or maybe their successors already had their own preferred indexers). As wonderful as that first steady client may be, keep looking.

However, there is probably also a limit to how many clients you can reasonably handle. For myself, most of my work comes from the same dozen or so publishers, either being hired directly or from referrals from the in-house editors. Some publishers only send me one or two books per year. Others send me four or five, or even upwards of ten. All together, it adds up to a full schedule. If I lose a client, I find there are usually enough offers from other clients to compensate. New publishers also occasionally find me – or I find them – and get added to this mix.

Even if I worked for a truly large publisher who was willing and able to fill my schedule, I’d feel more secure with a diverse client base. Keeping my first rule in mind, I don’t need or want to work with everyone. I don’t even work with all of the publishers within my niches. But I still want that happy medium of work coming in from multiple sources.

Additional Marketing Tips

Building upon these two rules, here are some additional tips for marketing and finding indexing work.

  • Look beyond New York and the Big Five. I’m sure someone indexes for the likes of HarperCollins and Macmillan, but those publishers can also be hard to reach. There are many smaller publishers outside of New York, which in my experience, can be easier to contact. Some editors also prefer to hire local. So, see if there are any publishers nearby, whether that means within your town or city, state or province, or region. Market yourself as a local indexer. If feasible, ask if you can stop by the publisher’s office to meet the managing editor. Attend local publishing or editing events to meet editors.
  • Don’t be afraid to contact smaller publishers. Even if they only send you one or two projects a year, projects from several such clients can add up.
  • Keep an eye out for new publishers. They may not yet have their stable of freelancers and may welcome you getting in touch.
  • Identify the gatekeepers. Indexing is a niche task, and even within a publishing company, it is usually only one or two people (or more, depending on the size of the press) who actually hire or refer indexers. Those are the people that you want to contact. They usually have job titles like managing or production editors, though in some cases, acquisition editors may also refer indexers to authors.
  • Identify and work your network. If you formerly worked in academia, tell all of those professors that you know, who are potential authors, that you are now an indexer. If you know someone in publishing, let them know as well. Attend local author, editing, and publishing events, and introduce yourself to people (which is scary, I know. But I’ve done it, and it can be a good way to meet people). Even if you feel disconnected from the publishing industry, tell everyone you know about your new career. Something will turn up.
  • Be specific. As I mentioned earlier, clients want to know that you are a good fit. Be specific when discussing your interests and experience. It is okay to mention books that you have indexed for practice.  Or, if you have been hired by one publisher, mention that when contacting a new publisher. Show why you are a good fit.
  • Be persistent and patient. Marketing is both a numbers game and a waiting game. Out of ten queries, you might get two or three responses. Or an editor might wait an entire year to get back to you (as happened once to me). Keep putting your name out there.

Most of this reflection has been aimed at marketing to publishers. That has been my primary marketing focus and it has worked for me. I kind of prefer working with publishers because, now that I have a good relationship with several, I don’t need to actively market anymore.

When I first started indexing, marketing directly to authors also felt completely overwhelming and unfathomable, and so I didn’t. However, I know some indexers, especially those with an academic background, who are able to successfully market to academic authors. Some indexers are also very good at asking for testimonials and referrals. So, it is also possible to market to authors and to primarily work with authors. As I discussed above, identify who you want to work with, what kind of books you want to index, and who you can access, and go from there.

Lastly, I want to acknowledge that marketing can be a slow process. It can take several months to find that first project. There may then be another gap until that second project, and then another year or two until your schedule is consistently full. That was my experience and the experience of many indexers I know. But it is absolutely possible to make those connections with authors and publishers and to find enough work to fill your schedule. Keep putting yourself out there. I believe that you can do it.

Article
April 25, 2020
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by Stephen

Updating an Index: Worth It or Not Worth It?

I think every indexer will, at some point, experience a baptism by fire from updating a previously written index. It is tedious. It is time-consuming. It is mental gymnastics trying to get into the mind of the original indexer and trying to figure out what has changed. 

My first freelance project was like this. Thankfully the budget that the client offered was not a pittance, but it was still a hard grind. I should have suggested that the index be re-written from scratch.

Which is the usual advice, when it comes to updating an index. It may take as much time to write a new index as it would take to update, but it will feel a lot easier because it is yours and because you won’t be constantly second-guessing yourself, wondering if a correction was overlooked.

I have come to realize, though, that not all updates are equal. And while they are usually still tedious, in some cases I think updating is the best option. To help me decide whether or not to accept an updating project, I have developed a set of criteria, which I try to rigorously stick to.

  1. The first is, how extensive are the changes? Understanding this is key to estimating how much work will be involved. If chapters have been added, removed, or shuffled around, then definitely re-write the index from scratch. If it is just a handful or couple dozen changes throughout the text, then the main issue will probably be reflow. Which is not a lot of fun to fix, but it does have the virtue of being fairly straightforward and can usually be done within a day or two.
  2. If it turns out there are only a few changes, I then ask if the client is able to mark all of the changes on a PDF. This removes the guesswork for me. Part of what takes so much time, otherwise, is trying to figure out what has changed between the two versions of the book. If the client can show me what has changed, I save time, the client saves money, and the changes are usually pretty easy to make. If the client cannot tell me where the changes are, then I will pass on the project.
  3. I also consider whether or not I have written the original index. It is a lot easier to update if I have, because I understand how the index is written and I may even have some memory of writing it. Deconstructing someone else’s index can be an interesting learning exercise, but trying to update or fix someone else’s index is a lot more stress and mental work. In a way, I prefer it when clients ask me to update rather than finding someone else because even though I don’t really want to do it, I know I can probably do a faster and better job because I am already familiar with the index.
  4. My relationship with the client is also important. This does not have anything to do with the index itself, so perhaps should not be considered, but I think it is important to consider a project in light of the larger relationship. I am more likely to say yes to a long-term client. And, last year, I did update an index for a regular client that I did not originally write but still met my other criteria. Even though I was paid, I also saw it as a favour and good customer service. If I did not write the original index and I don’t know the client, I will probably say no. 
  5. Lastly, I estimate how much time it will take. For it to be worth it, it needs to take me less time then writing from scratch. This usually means that I want to finish within a day or two. Since I also charge per hour for updates, completing the index within two days should also save the client money, as a brand new index would typically cost more. 

Thankfully, I don’t get asked too often to update indexes. I definitely prefer writing fresh. But when I am asked, it helps to have a plan for how to judge and complete the work. The pain and frustration does not need to be all-encompassing. 

Article
September 9, 2019
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by Stephen

How to Set Prices that Sell and Earn Profit

When I first began to freelance, I did not know how to set a price for my work. Instead of being proactive, I accepted what my first few clients offered me, as what they offered seemed fair, I had no prices for comparison, and I was simply thrilled to receive a paycheque. Over time, I realized that different clients were willing to pay different amounts and that other indexers charged differently—some more, some less—than I did. Clearly other people had their own opinions for what was possible and appropriate.

More recently, I have noticed pricing come up a number of times on some of the indexing email lists. One common theme is uncertainty over what prices to set—a position that all freelancers have probably been in at some point. Among more experienced indexers, there seems to be some anxiety about prices falling, as book production by some publishers is outsourced to third-party companies, often overseas. There is also a sense that we, as freelancers, have little control over prices, as in if we do not accept the prices offered, the client will walk. 

I disagree with this sense that we as freelancers lack agency and control over pricing. I agree that we cannot compel clients to pay a certain amount and that clients do have the right to walk, if they wish. However, to say that we have little control is to cede too much control to customers. I believe that we do have a measure of control and agency, and that this issue of price has two dimensions. The first is the actual prices that we set for our services and products. The second is the customers that we engage with, the ones who are paying us for our work. 

Know Your Customers

To address the second dimension first, obviously it is a problem if our customers are not paying the price that we want or need in order to make a living. What seems to be forgotten or not mentioned is that clients vary greatly from one to another, including what they are willing and able to pay. What a small trade press is willing to pay for an index may well be different from what a large trade press is willing to pay, which may be different from a university press, which may be different from a book packager, which may be different from an author paying out of pocket, which may be different from an author paying with a university grant, which may be different from a client in New York, which may be different from a client in rural Arkansas, which may be different from a client in Tokyo, which may be different from a client who is a single parent, which may be different from a client who is a pensioner, which may be different from a client who is the CEO of a business. 

So one consideration, if current clients are not meeting your financial needs, is to change clients. This can be difficult, but I believe that it is possible. Indeed, I believe that one of the advantage we have as small businesses is the ability to pick and choose who we work with, as we simply do not have the time and resources to work with everyone. If you find that prices are low in one segment of the publishing market, then find other segments that pay better. The publishing industry is not static or uniform, nor do you have to serve all segments.

Value-based Pricing

The other part of pricing, as mentioned, is the prices themselves. I do not have a background in business or pricing either, so I decided to do some reading and have so far found and read the book The 1% Windfall: How Successful Companies Use Price to Profit and Grow, by Rafi Mohammed (HarperCollins, 2010). I don’t claim to be an expert, but I did learn a few things which I think are applicable to our work as freelancers. 

First, let’s look at a traditional approach to pricing, which is what I recall being told when I asked around for advice when I first started freelancing. This approach is to figure out living and business expenses, and then charge enough to cover expenses plus a little extra. As Mohammed writes, a lot of large companies approach pricing this way too. The downside is that this approach can miss out on a lot of potential profit. For example, I may need to charge $40 per hour to cover expenses, but what if my client is actually willing to pay $60 per hour? This approach also implies that competitive advantage is primarily a matter of who has the lowest price, which means that whoever has the lowest cost of living or business—who can therefore afford to charge the least—wins. But again, this can lead to the person with the lowest price missing out on profits as not all clients are motivated by the lowest price. What this approach fails to consider is what it is the customer actually values.

Mohammed calls this focus on the customer value-based pricing. While earning enough to cover expenses is certainly important, I suspect that most clients don’t actually care all that much about our expenses. So in value-based pricing, the goal is to understand what the customer finds important in our service or product, and then to position our service or product to meet those values, with a price to match. The question about price switches from, how much do I need to make, to, how much is the customer willing to pay?

In addition to value-based pricing, Mohammed also discusses fifty different pricing strategies. I was also surprised at the variety. They are not all applicable for every business, and Mohammed’s suggestion is to find the handful or more that work for you. These strategies are divided into three broad categories—pick-a-plan, versioning, and differential pricing. These all have different goals, ranging from attracting new customers to setting premium prices, but collectively their purpose is to appeal to a wide variety of customers, who will each value your service or product in different ways. The idea is that by employing multiple strategies, you will appeal to different segments of the market, both higher and lower, resulting in a broader client base and likely more profit. 

As I was reading, some of the strategies stood out to me as possibly applicable for indexing. Some of them, I realized, I already use, though probably not as well or intentionally as I could be. (You may recognize some of them too.) So below are some ideas and comments on a few of the different methods. I make no guarantees as to their effectiveness, nor have I personally tried them all. This is just me brainstorming in public. Feel free to try some of these yourself and let me know how it goes. 

  • Bundle indexing with other services, if you offer them. I sometimes do this with proofreading. It saves the client from having to find and coordinate with another freelancer, I get more income from the project, and the indexing is usually a bit easier because I have already read the book while proofreading. Because of the time saved, I may even give a small discount.
  • Offer a flat fee. I remember Enid Zafran talking about this at the ISC/SCI conference this summer. A flat fee offers peace of mind to the client because it removes the uncertainty and trouble of having to calculate page rates or waiting for the proofs to be ready. Instead, do that work for the client and give them a single number.
  • Offer to negotiate with the client to find a price that is mutually acceptable. I sometimes do this as well, and I really appreciate it when clients are willing to tell me what their budget is or if my initial quote is too high because that allows me to reconsider my offer. Maybe the project is still worth my while if I charge $100 less, for example.
  • Offer different versions at different price points. I think the trick with this is being able to clearly articulate, and then deliver on, what the different versions of the index will look like, and how each version still contains value. A price-conscious client will be still be happy with the cheaper and lower quality index, while the client who values quality or who has deeper pockets may be willing to pay the premium price. 
  • Offer priority indexing for a higher fee, or, conversely, a discount for being willing to wait. I think that rush fees are similar to this, which some indexers already charge. But not all clients are in a hurry, so some might be attracted by a discount where you fit their index in around other, more urgent, projects.
  • Offer a financing plan, perhaps by splitting payment into two or more chunks. This might work for the client who wants the index but who does not have enough cash on hand. 
  • Offer differential pricing based on client type or characteristics. This could work for either corporations or individual authors. Maybe clients who live in a big, expensive city, will be willing to pay more, while a senior citizen may appreciate a discount to afford an index on their pension. The variations can be endless, but if you can gain some insight into your potential client by looking for identifiable characteristics, you might be able to gauge how much they will be willing to pay.
  • Offer periodic discounts or promotions, which could include the client paying an amount upfront to lock in the price for a future project. This may work best if you have a large enough client base to do a mass email or marketing blitz. 
  • Guarantee prices for a fixed period of time. This could work with regular clients, and would eliminate the need to negotiate each time a project comes along, saving you both time. 
  • Incorporate a success fee. This would involve charging an initial base price plus a bonus if the index meets a set standard. The hard part would be establishing the standard and evaluation method, but this might work for clients who are unsure if they want to take a risk on you. 

By this point you may be thinking, “Those are interesting (or terrible) ideas, but I just don’t need that many pricing strategies. How am I supposed to keep track of them all?” I agree that what I have listed here is probably more than is necessary for a single business. I do not plan on using all of them either. The point, though, is that we can be creative with how we price, and that different clients will respond to different strategies. A one-size-fits-all pricing strategy is a strategy for missed opportunities.

Setting Your Prices

To bring all of these ideas together, I want to suggest five steps for setting prices, which is a process I will be doing myself. 

  1. Write a value statement. This is an exercise that Mohammed suggests in which you describe, in concrete detail, the value that your service or product provides. It is easy for conversations about price to be awkward, and I know I can feel embarrassed about making a profit, even though I obviously need an income to live on. But Mohammed suggests that a lot of this awkwardness can disappear if we can understand and articulate the value that we are offering. This knowledge can also make us more effective negotiators and defenders of our prices, because we understand the basis on which they are set. 
  2. Analyze your clients. What do they value? Why are they coming to you, or more importantly, coming back to you? Why are they turning you down for alternatives? What are their next-best alternatives, and what value do you offer in comparison? You can also analyze potential clients that you might want to attract or reach out to. 
  3. Analyze your prices. Based on what you know of your clients and of the value you provide, are your prices accurate? Should prices be higher? Lower? It is important to note that lower prices are not necessarily bad, as they can attract a different segment of the market, which could fill in gaps between higher priced projects or broaden your client base. You just need to make sure that those lower priced projects are still profitable and are not preventing you from accepting higher priced projects.
  4. Develop a pricing strategy. As discussed, pricing can be as dynamic and varied as clients. Think through the clients you have or want, think about what pricing strategies may be attractive for them, select a handful, and see what works. 
  5. Periodically review your prices and methods. Clients, the publishing industry, and the economy all change over time. To keep pace and stay profitable, you may at times need to change your prices and your clients. This is true for all businesses. So be willing to assess and reflect, and make changes as needed.

When it comes to price and who you work with, you do have a measure of control. It may take some work finding the right clients and determining the right prices, but it is possible to be a profitable indexer and freelancer.

Article
June 3, 2019
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by Stephen

Business Changes Ahead

Last week in my recap of the Indexing Society of Canada/Société canadienne d’indexation conference I alluded to business change, which is a difficult subject to write about. Change is inherently disruptive, as it usually involves some kind of ending as well as a new beginning. Change also affects the web of relationships with colleagues and clients that I exist in. It is also often personal, especially in a single-person freelancing business, as I am the one making the change.

At the same time, I think that change is natural and even necessary in a business. I change as a person, in my interests, goals, experience, and circumstances. The publishing industry around me is also always changing. I believe that a successful business requires a certain amount of mindfulness and self-reflection in order to know when to change and when to hold the course. It may be that not changing is the right decision—I certainly do not believe in change for the sake of change—but that decision to not change should still be a conscious choice. 

I mention all this because I am feeling myself to be at a point of change. Really, to be honest, I feel like this whole year so far, and part of last year, has been a gradual reorientation in what I want to do for work.

 Being a freelance indexer, for me, has never really been about indexing. The original purpose was to create a more flexible schedule and an income to support my writing. Ironically, in doing the hard work to establish a freelance business, and then keeping up with the increasing requests for my services, I really have not done much writing. I have not put the time into writing, like I have for indexing, to become a published author, which is still a goal of mine. I have been feeling this discrepancy more acutely in the last couple of years, which is leading me to wonder: Can I change my business to incorporate more writing? Should I change and trade (some) steady income for a risky venture? What if I completely fail at being an author?

These are not easy questions to answer. The ideal scenario, at least as I envision it now, is to write part-time and index part-time. But cutting my indexing work in half overnight is not practical or sustainable. 

This year I have made a renewed effort to blog every week, and have also started to write a weekly reflection on indexing. Even committing to this has felt at times like a struggle, in relation to my indexing work, but I think it is also proving helpful for establishing a regular writing habit, and to orienting my focus more towards writing.

For fiction, I am trying to commit to one half-day a week, which is really a struggle, akin to drawing my own blood sometimes, in the face of looming indexing deadlines. But I do enjoy those mornings when I show up to write, and I feel like progress is being made, even if just in very small increments. My goal is to eventually work on fiction two mornings a week, and perhaps work up from there. 

I am writing this because I want to let you know of this change that I am trying to make. You will probably see more posts about writing, mixed in with the posts about indexing and freelancing. Eventually–hopefully–even some stories and news about publications.

I will still index, of course, though instead of using the lessons learned at the ISC/SCI conference to expand my indexing business as far as it can go, I am hoping to create more time to write—to index the same amount, or maybe a little less, in less time, essentially. I am excited to see what results from these changes, and I am also a bit scared. It will also mean a lot of work, starting with trusting myself that this is the right decision to make at this time. Thank you for following along. I do appreciate it.

Article
May 13, 2019
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by Stephen

Should Freelance Work Come with Trigger Warnings?

Photo by Skitterphoto from Pexels

I laughed when I first came up with the title for this blog post. It was a laugh at how absurd the title sounded, and also a laugh of recognition. Suddenly this issue was starting to crystallize into words.

Work seems so innocuous, being something we do everyday. How can indexing or proofreading hurt me? Yet I have worked on the occasional project that provoked painful memories or fears, and which in hindsight I should have declined.

Taking a step back from the term “trigger warning,” there is also work which is simply emotionally difficult to process. It may not trigger a sharp or personal response, but it can still be emotionally draining. I remember the indexers for the Canadian Truth and Reconciliation Commission report, about residential schools, commenting on the emotional weight of their work.

I am not quite sure what to say about this subject. It is deeply personal; how I react to a text will likely be different from how someone else reacts. I am also no expert on mental health. Still, I think it is a subject that is at least worth mentioning. Freelancers are still people, after all, underneath our professionalism.

I know I am certainly tempted at times to take on projects with difficult content. Sometimes it is for the income, while sometimes I tell myself that as a professional I should be able to handle anything. In reality, though, the professional course of action would be to recognize my own limitations and try to screen projects accordingly. Catching an emotional curveball is not worth the few hundred dollars that may accompany it or the effects that that turmoil might have on the rest of my schedule and life.

At times it may not be the book itself which is so problematic, but rather something else happening in my life which is causing me to be less emotionally resilient at that particular time. And then there are the projects that seem innocuous, and which turn out to be very different, in a bad way, from what I anticipated.

I find that I am getting better at handling these types of difficult projects. The first line of defense, as I mentioned, is to try and screen projects and turn down ones that seems to be too much or not right for me at this time. It is important to recognize here that just because a book may be triggering or emotionally heavy does not mean that it is necessarily a bad book. It may be a very important book about a difficult subject, like the Truth and Reconciliation report. So I try not to blame the project itself, but simply recognize that not every project is a good fit. Also, knowing that what I find difficult may be fine for someone else can provide permission for passing a project along. 

If I do accept a difficult project, either by accident or because I think I can handle it, there are a few ways to make the work easier. I try to cut myself some slack by breaking the work into smaller chunks, while also taking more breaks to rest and process what I am reading. Acknowledging my emotions, instead of burying them under a professional veneer, can help with setting the emotions aside so I can focus. Keeping the ultimate purpose of the book in mind, if I think the book has something valuable to offer, can also help me stay focused, as I do want to contribute to the greater good. It can also help to remember that this is just one project and will soon be over—I will outlive the work. 

Be kind to yourself. Be honest about what is doable and what is too much. Get help or support if you need it. Keep the project in perspective. If you find yourself with an emotionally difficult project, you can get through it.

Article
April 14, 2019
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by Stephen

Mastery Before Speed

Photo by CHU TAI on Unsplash

I have been reminding myself recently to not get frustrated over my slow progress writing fiction. 

It has been a dream of mine since I was a kid to be a writer. In grade four I managed to turn a two-page story assignment into an epic that was at least ten pages long. I am not sure now if it was ever finished, as I remember hiding on the top floor of our house the morning it was due in a frantic last-minute attempt to finish.

Yet I have to remind myself that I still have a lot to learn about how to tell a good story, and that I do have a day job, after all. I am not going to publish a book overnight. 

And yet, I get frustrated.

If I can lean into the frustration, though, it is a good opportunity to focus on mastery. 

The need for mastery was first drilled into me my first summer tree planting. Tree planters are paid by the tree, and since prices averaged ten or eleven cents, it was in our best interest to plant fast. Yet speed without proper technique (by which my foreman meant planting a tree in a single fluid motion before striding three steps to plant the next tree) and the ability to read the ground (to find the best spot to plant the tree in) isn’t really speed. Sure, you’d be faster than someone who was slow and had poor technique, but the best combination was technique first and then speed. 

I see this too with indexing, both in my own career and in some of the new indexers I talk to. Since freelancing is (usually) for employment and income—and for some people, they do not have a backup source of income—speed is often seen as key to success. But attempting to go fast without mastering the basics is usually going to lead to greater stress and more time wasted trying to fix errors made in haste. I do believe that newer indexers are capable to writing great indexes—it is just going to take a little longer, most likely, and that is okay. Taking the time is part of making a new skill second nature. 

Bringing this back to writing, part of my frustration is that I can see that I have a much higher mastery of indexing relative to writing fiction. This makes sense, because I have spent most of the last nine years focused on indexing. I realize that I need to put the same time and focus into writing as well. And yet I wish I could just transfer mastery from one domain to another and bypass the work. Especially as making time for writing is, well, another issue. 

Still, mastery before speed.

I have to keep reminding myself of this order. I can see how it got me through tree planting and then indexing. Now, I need to put in my time with writing, to accept this time of learning the craft and becoming grounded in the basics. Speed will come soon enough. 

Article
April 7, 2019
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by Stephen

Cross-Training for Freelancers

Photo by Thomas Schweighofer on Unsplash

In her book Ten Characteristics of Quality Indexes, Margie Towery recommends taking a nap as a way to boost concentration and attention. Other suggestions include going for a walk, meditation, or yoga. As she puts it, “the trick is to be aware of when your productivity is suffering and then be proactive in finding a remedy.”

This is excellent advice, and one I have been thinking more about recently. While indexing forms the bulk of my work, it is not practical for me to be working all of the time. How I choose to spend my time outside of work can also have an impact on my work hours. 

I am starting to think as some of these other activities as cross-training. This is a concept from sports, in which the athlete trains in two different sports in order to improve overall fitness. The role of the second sport is to support the first. As an indexer I am using my mind and I also do a lot of sitting. So when I think about cross-training, I am looking for ways to both either rest or use my mind in a different way, and to also get out of my chair.

Since the New Year, I have been taking part in a noon-hour circuit training class at the YMCA three days a week. It is 45 minutes of rotating through a series of exercises, which usually results in a full body workout. I have been finding these classes helpful for my indexing in a number of ways:

  • Being at noon, and combined with lunch, they provide a good midday break. I find afternoons more enjoyable and, I think, more productive.
  • I think I do feel more alert when I am physically fit. 
  • Going to the gym provides a bit of social interaction in a day when I am otherwise working alone. There are some other regulars at these classes too. 
  • If I am having a bad morning, working out removes me from the situation and gives me a chance to reset and start over in the afternoon. 
  • Psychologically, pushing my physical limits in the gym helps me to push past mental blocks I face indexing. Working out provides a boost of confidence that I can transfer to my working life. This is the reason that provides the most incentive when I don’t really want to go.

I also read a lot outside of work for my own enjoyment. This surprises some people, but I do enjoy fiction and have other interests I want to keep on top of. I am also a periodic knitter, which I do partly to engage my brain in a different way. In my ideal world, I would also have access to a sauna, where I could relax and let my mind drift. 

I think there are plenty of options for cross-training as a freelancer. The trick is to find something that is enjoyable and rejuvenating, to keep us focused during the hours when we are working. Because who wants to work all the time? More to the point, who is capable of working all of the time without burning out? Not me, certainly. And so I look to see how else I can use my time. 

Article
March 24, 2019
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by Stephen

Why Hire an Indexer?

Photo by Clem Onojeghuo on Unsplash

A couple of months ago I wrote a free email course on indexing. It provides an overview for how to write an index, from start to finish, as well as pointers for what makes an excellent index. 

When I first announced this project, I got a few puzzled reactions. One friend commented, “That is either a great idea or you are completely undercutting yourself.” I understand what he is getting at. My work as a professional indexer depends on authors and publishers hiring me. Why give people the tools they need to avoid hiring me or another professional indexer?

This also raises the question of why pay? While I recognize that there will be a subset of authors and publishers who will not want to hire an indexer no matter what (these are some of the people I hope to reach with my course), I also believe that there are at least three good reasons for hiring a professional. These are not specific to indexing, as I also consider these factors if I need to hire an accountant, mechanic, or plumber, for example. But I think these are still worth being reminded of all the same. 

Expertise

The reason I most hear from other indexers and indexing societies is that the professional has the expertise. Most indexers have received specialized training, usually through a course, and have years of experience. This is certainly an important reason. I have been indexing books since 2011, for example, and have written over two hundred indexes. I believe that someone indexing for the first time can certainly learn, but they will not have this body of experience. Unless one plans on indexing several books, it might just be easier to hire someone than to struggle through the learning curve.

Interest

Another reason for hiring a professional, which I also think is important, is that of interest. There are many tasks that I could do, but I am just not that interested in them. Doing my own car repairs would fall in this category. Lack of interest can make a task seem tedious, and will probably make procrastination much more likely. If indexing feels like a chore, maybe delegate it instead and spend your time more productively on something else. 

Time

This leads us to what I think is the most compelling reason for hiring a professional, which is to buy time. I spend about twenty hours, on average, writing an index (length and complexity of the book are the main variables). If you hire me, you are not just buying my time, but you are also buying yourself time to do something else. Ideally, you will spend that time doing what you are an expert in, which will maximize the value that you present to the world. 

What Does Hiring an Indexer Enable?

Ultimately, the question is, what does hiring an indexer, or any other professional, enable? Yes, hiring an indexer can be expensive. You may have fears that the job will be poorly done. You may feel like you don’t have time to find an indexer. But if you did hire an indexer, what could you be doing instead? Answer this question, decide which of the two—writing the index yourself or doing that other thing—adds more value to your work, and you might have your answer for whether or not to hire a professional.

Article
March 17, 2019
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by Stephen

Mindful Communication with Clients

Photo by Anete Lūsiņa on Unsplash

I do not check email in the morning.

Depending on the day, I either first check around 12:30 pm or 1:30 pm and respond to what I can within half an hour, though I often don’t need that much time. I then check again around 5 or 5:30 pm, though I have to admit that as the afternoon wears on, it can get harder and harder not to check in the interim. Especially if I am expecting a reply from someone. 

This is a new practice I have been cultivating over the last couple of months. The purpose is to spend the hours reserved for work actually focused on my work, instead of being distracted by emails that may or may not (mostly not, in my experience) need an immediate reply. So far this has been a positive experience. If clients have noticed, they have yet to comment or complain. The biggest change has been in myself.

I had previously noticed, when I would check email first thing in the morning and then continue to check every hour or couple of hours, that my motivation for checking email was often a mixture of boredom and anxiety. I would feel bored with my task and the prospect of a shiny new email was enticing. I would feel anxious about my task or about something coming up in the future and checking email was a way to avoid the anxiety. More often than not, my inbox would be empty or only contain junk mail or other messages that could be easily left for later, and so I would have to return to my task, only this time with my attention fractured. It would then take additional time to get back into the task, which meant I would often accomplish less in the day than I wanted, which often led to more anxiety. The more I checked, the more fractured my attention seemed to get and the harder it would be to return to my work. While email is still my preferred form of communication (my phone is usually on vibrate and out of sight in my bag), I came to realize that the way I was using email was not actually helping me, either with my work or with my mental health.

Nowadays, I can still get bored or anxious with a specific task. I am still tempted to check email as a temporary balm. These are separate issues not directly tied to email. I also find that I am often much happier in the mornings because I have the time to myself and I can focus without fear of being interrupted. Afternoons can be more difficult, in part from simply getting tired as the day wears on, but if I can stick to my email schedule and temporarily forget again that email exists, the afternoon can also be quite focused and productive. While I still need to find ways to manage anxiety and boredom, at least I am not escalating those issues through mindless email checking. 

But what about responding to clients in a timely manner? What about missing out on possibly work opportunities? In talking to other freelancers, this seems a common concern. I have heard some say that they try to reply to emails within five minutes of receipt. If that was me, I do not think I would get any work done, as for me focus seems to be all or nothing. And so I want to push back a bit on this expectation of instant communication.

Most of my work comes from repeat clients and I have found that they are usually willing to wait a few hours for a response. I still try to reply within the same day. I do get some queries from new clients, some of whom I know are contacting multiple freelancers at once. I probably have lost some work from these people due to a slower response, and I am okay with that. These account for a small percentage of my work, and for me the improved focus, productivity, and sense of well being outweighs the lost projects.

I have also realized that I don’t actually get very many emails in a day that require an immediate, or any, response. Most emails I receive are newsletters, notifications, or from listservs, all of which may have some value but are hardly critical. I am not adding value to my day by frequently checking these types of emails. 

It has also been important for me to realize that my work is valuable and deserves to be protected. This is both for my own sake, so that I can complete projects on time with less stress, and also for my clients, because I think that my work is better if I am less distracted. This is understanding that communication is a tool in service of the work rather than the work itself. 

I realize, of course, that my email schedule will not work for everyone. New freelancers, especially, who are trying to book every project they can, may want to check more frequently. But even with more frequent checking, I think it is possible to be more mindful about how we communicate and how communication impacts and intersects with the rest of our work. Perhaps less and higher quality communication will actually help us serve our clients better, as well as keep ourselves more focused and engaged in what we do. 

Article
March 10, 2019
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by Stephen

Tips for Taking a Sabbatical

Photo by Brendan Church on Unsplash

Last week I wrote about what I accomplished during my sabbatical. I have also had some people ask how I was able to take the time off, as six weeks, or even four weeks, is a sizeable time commitment as well as lost income. So I want to cover some of those questions today, as I believe that a sabbatical is achievable with the right planning.

Setting a Date

Although I had been thinking about a sabbatical for probably over a year, I finally made the decision in early October of 2018. But I did not immediately stop work, mostly because I still had projects scheduled into December. So, I decided to start my sabbatical in January, when my schedule was clear. It was also nice that January coincided with the new year, and having a couple of months until my sabbatical started also gave me time to plan how I wanted to use that time.

What actually happened was that due to a couple of unforeseen circumstances, December was far busier than I anticipated and a few projects had to be pushed into January. This wasn’t too much of a problem because I simply pushed back the end date of my sabbatical, but it would have been nice to start on time. Next time I will be more watchful for potential scheduling issues.

Money Matters

This seems to be the question at the top of everyone’s mind: how were you able to afford to take the time off? I have to admit I did not put a lot of thought into the finances. My wife and I are fortunate to not have significant debt or a mortgage, and when I checked our bank account I saw that we had enough money to cover expenses for a couple of months without an income. 

If cash flow is an issue, I think a sabbatical is still possible with a savings plan in the months leading up to it. To paraphrase Michael Hyatt, from whom I got the inspiration for a sabbatical,  “What do I need to do in order to make this possible?” Framed this way, options can start coming to mind. 

Will My Clients Leave Me?

One fear I had to confront, which I think can be common among freelancers, is the fear that I will lose clients because I am not available. Personally, I have come to believe that this is a fallacy if you are an established freelancer with a good reputation. If clients want to work with you, they will come back when you are ready.

The other side of this fear is learning to become comfortable with missing out on work opportunities. This was surprisingly difficult because my default is to say yes, if my schedule is open and especially if it is a repeat client. There were a number of times when I had to remind myself that my calendar was actually full because I had a prior commitment to myself. 

During this sabbatical, I was not sure if I should tell my clients the reason I was unavailable. In the end, I did tell two of my clients and I was pleasantly surprised at how supportive they were. For other clients, I simply said that my schedule was already full and told them when I would be available again. I still ended up with a few projects booked for after my sabbatical, so my relationships with my clients seem to be alright.

Plan and Anticipate the Benefits

In the months leading up to my sabbatical, I created a list of possible goals and tasks that I wanted to accomplish. When I actually started my sabbatical, I then edited the list into a workable plan. While the sabbatical should not become another chore, I think spending a bit of time thinking through why you are making the time and how to achieve the benefits you are looking for will help make the sabbatical a more enjoyable and satisfying experience, even if the plan is simply to spend four weeks at the beach to unwind. Keeping the benefits in mind will also help with saying no to projects or with sticking to the financial planning to make the sabbatical possible.

In the end, for me, the sabbatical was definitely worth the planning and the temporary lack of income. I am already thinking of doing it again.