Public Bylines and Client Poachers | Freelance Business Chat | Forum

Researching the competition is a part of running any business. That includes freelance writing. And sometimes finding a colleague's bylines can introduce us to new markets we didn't know existed. There's nothing wrong with that. There's nothing wrong with pitching clients or publications that you think would be a good fit. And sometimes you can even get that colleague to introduce you to the client or put a good word in for you. 

But sometimes this leads to malicious client poaching or well-meaning, but ill-conceived, pitches. While this hasn't happened to me often, it has a few times. Let me give you two examples:

1. A writer I knew tracked down some of my clients where I had public bylines. This writer and I don't exactly see eye to eye — we don't know each other personally, but they disagreed with a lot of things I've said on my blog. They pitched several of those clients, bad-mouthing me and promising to charge less. I found out when two clients alerted me. And guess what. They didn't like it either, so they didn't hire that writer. 

2. Another writer — a relatively new freelancer — looked up some of my clients. We did get along just fine, so there was nothing malicious going on. But pitched my clients and decided to drop my name in the process as though I'd referred them (I didn't, and I wouldn't have because a brand new writer didn't suit the needs of my specific clients at the time). It would have been fine had this writer asked my permission to use my name when pitching the clients. But they didn't. 

There are right ways and wrong ways to go from researching the competition to pitching clients you find along the way. Those are examples of wrong ways. Remember, your colleagues quite likely have good relationships with their clients, especially if you can tell the gig has been ongoing for a while. Don't assume the client won't talk to them before getting back to you. 

Here are some better ways to handle these situations:

1. If you know the colleague and have a good relationship with them, see if they're willing to offer you a referral. They may even know if the client is actively looking for another writer or not. 

2. If your goal is to blatantly steal the client, do so at your own risk. There's nothing wrong with trying to land more business. But if you're malicious about it (like going after all of one person's clients or badmouthing them in the process), your intent isn't really about getting more business. It's about being an ass. Instead of trying to poach clients, think about who those clients represent. Chances are good they have plenty of competitors of their own who don't have someone like you working for them yet. They're prime candidates and could make for easier sells. For example, if you see an SEO firm is working with your colleague on a regular basis, look for competing firms to pitch. 

3. If you have a good relationship with the colleague in question, try to preserve that first and foremost. While you don't need their permission to pitch a prospect, it doesn't hurt to talk to them first. Remember, close colleagues can be great sources of referrals. And if you look like you're trying to poach their clients, you might lose those future referrals. Many of us don't mind referring colleagues to our own clients when appropriate. For example, when a blogging client needs extra contributors, they often ask me for referrals. And when I can't take on a project for a regular due to time constraints, I always refer them to a trusted colleague. That trust is vital. 

Have you had a colleague actively try to poach your clients? Has someone dropped your name in the hopes of getting a gig without asking your permission first? How did you handle it? What other tips would you offer freelancers who might want to move in on a colleague's territory, without necessarily alienating that colleague and losing future referrals?

Jenn

Out of curiosity, how did you handle that Cathy? Did you let it slide? Tell her you were peeved about it? Let your brother know you didn't refer her at least?

Well it's good he saw through it at least. It's crazy that people pull that kind of thing without realizing it would get back to you.