[Copyright Cedric Pulford 2008. First published in BAJ News, newsletter of the British Association of Journalists. The article may not be reprinted or distributed other than for individual and personal use, either electronically or in hard copy, without permission from the author, who may be contacted through this website]

Many people dream of becoming freelance journalists. Four successful freelances share with Cedric Pulford ways to get there and stay there

NEW freelances wake up in the night terrified of it. Veteran writers find a knot in their stomach.

The object of their fears is cold-calling an unknown editor to pitch an idea.

Who needs the constant voicemails, the hassle of getting past PAs and, above all, the fear of rejection? Yet, says sports freelance Graham Nickless, there is no substitute for phoning when we contact a potential new client.

“Emails go astray or are just not answered,” said British Association of Journalists member Graham. “Some sports editors I know receive so many they don’t read them all.”

Three other freelances, all BAJ members, agreed. Emails are fine for an editor who already knows us and our work, one added.

Everyone stressed that it’s important to search out new clients. It’s easy to get into the cosy habit of working for one or two regular clients. This is dangerous because too many eggs are in too few baskets.

Reporters, it is said, are only as good as their contacts. Graham offered this crisp advice: “Never throw a number away!” For sports writers, it’s a good idea to keep in contact with retired footballers “because they can always end up in management”.

Judy Yorke, who writes for women’s magazines and national newspapers, highlighted the common problem of editors “sitting on” an idea, preventing it being offered to someone else.

“I send a polite email a few days later saying something like ‘If you haven’t made a decision yet it’s no problem, but if it’s a definite no please let me know so I can offer it to someone else’.”

For many freelances, keeping the rights to syndicate their own work is but a dream. Newspapers and magazines tend to demand rights on a take-it-or-leave it basis. Judy from her own experience suggested it might be easier to keep the rights than we think.

“I used to be a commissioning editor and though we were always told to get all rights where possible I wasn’t prepared to lose a story over it,” she said.

She added (although not everyone will agree): “I think that if a magazine comes to me with an idea, it’s fair enough they should keep the copyright.”

For freelances who are registered for VAT, both Judy and Graham called attention to HM Revenue and Customs’ “flat rate” scheme. Under this, registrants are allowed to make money by charging VAT and the standard rate and only handing over some of it to HMRC. Freelance journalists should ask their accountant about it.

One of the biggest bugbears in freelancing is the late-paying client. The law allows creditors to charge interest on debts unpaid after 30 days, but this evidently hasn’t changed the habits of newspapers  and magazines.

They know that freelances are reluctant to use the law because, as one of our contributors said, “I think it would backfire in the long run”.

All four stressed the importance of chasing late payments. And Judy reminds us that soft talk unlocks more doors: “I speak sweetly to the accounts department and ask them to chase it up for me.”  

Cedric Pulford has been a freelance journalist for 30 years. His practical guide to successful freelancing, Byliners, is due for publication in June 2009. Email us to order your privilege pre-publication copy with a 50% discount – just £5 including post and packing   

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