One of the most daunting questions to face a new indexer is, where does the work come from? How do I land my first client? That experienced indexer over there has lots of work and it looks like they don’t even market. How does that happen?

I will write about marketing next week (I promise). Suffice to say for now that it is possible to get to a point where marketing can take a back seat, though I think one should always keep an eye out for new opportunities. The publishing scene is too dynamic to become complacent. 

Instead, today I want to write about the value of building a diverse client base. Marketing will certainly help you gain clients, but I believe that long-term sustainability as a freelancer comes from gaining and retaining at least a handful of regular clients. You don’t want to have only one or two clients, no matter how much work they provide, nor do you want to have a revolving door of clients who never contact you again. 

Why is this so? I have observed three reasons, from my own experience and from talking to other freelancers.

1. Your mix of clients will change over time. Even if you are the world’s best indexer, your clients will change over time. Having one or two clients that provide all the work you need may be awesome in the short term, and it will also be disastrous should that client suddenly disappear. Changes in your client base is not a reflection of you. Instead, it is the reality of a changing publishing scene. In the last few years, I’ve had my very first client shut down and absorbed by a larger press. Another university press, which for a while was providing me with a fair chunk of my work, was downsized by its university as a cost-saving measure. An editor at a third press, who also provided me with a lot of work over a couple of years, decided to herself freelance. I still get the occasional project from the new editor, but nowhere near the volume of work I used to get. If any one of these had been my only or primary client, my schedule and income would have taken a major hit. As it was, though I was sad to lose those books and contacts, work from other clients filled in the gaps. I currently have about a dozen clients who regularly or occasionally send me work, and somehow it all balances out. 
2. Because many potential clients are small. I live and work in Canada, and as author Eve Silver once told me, in a workshop, there are no big publishers in Canada. Not like there are big publishers in New York or London. I used to worry about this, thinking that I needed to find an in with the big name publishers so that I would have a guaranteed stream of work, or so that I could index New York Times bestsellers. I don’t worry about that anymore. Someone has to index those books, and if that person is you, congratulations! But still, as mentioned above, I would caution about relying too much on a single big publisher for work. I also want to suggest that if you are in a market full of small to mid-sized publishers, it is still possible to build a business. Most of my clients only send me a handful of books per year, because that is all they produce, but several handfuls add up quickly. If this is the kind of market you find yourself in, work with it. 
3. So you don’t have to work on the same thing all the time. I don’t know about you, but I enjoy variety in my work. If my brain is getting tired wrestling with a scholarly text, a light trade book can be refreshing. If I am getting tired of economics, indexing a book about nature is a nice change of pace. This reason is more about personal enjoyment than the realities of publishing, but still, you will probably be more successful if you are enjoying your work. You may not always get work from the clients you want, but you should certainly pursue work that you will enjoy.

What I have written here assumes that your clients will mostly be publishers, book packagers, or other organizations. These are clients who can send you regular, repeat work. An alternative approach is to work primarily with individual authors, who can recommend you to their friends and colleagues, which is another way to build your client base and get additional work. A downside with authors is that they often have long gaps between projects, so you will probably have to wait at least a year before an author hires you again. This is why I have chosen to focus on developing relationships with publishers, who can either hire me directly or recommend me to their authors. But both approaches are possible and can lead to full-time work.

You may be wondering at this point, how am I going to get five or ten clients if I don’t even have one? Having to market is daunting enough. Now I have to up my goal for the number of clients I need? Well, yes and no. Keep working on finding that first client. Don’t worry about finding others for now. And when you get hired for that first job, celebrate and then get to work. Just keep it in the back of your mind that long-term one client will not be enough. You will want to find more. In my first few years as a freelancer, it was my goal to add each year at least one new regular client. Often I would end up with two or three new clients, and some years, as I mentioned, I would also lose a client or two. Building a diverse client base takes time. It is also well worth the investment.

The Freelance Career Launch Series is a set of posts about how to start your freelance career. The focus will be on indexing, because that is what I do, but the principles are universal.