Building a successful freelance writing business has taught me to focus on managing four key areas:

Relationships: This is number one. My very first client from 1990 is still with me today. The vast majority of my work has come from referrals and ongoing projects from existing clients. Word-of-mouth marketing is highly cost-effective. If you're not in a niche market that offers you some initial relationships to get started, consider joining a networking organization. Business Network Int'l (BNI) is a great example, with chapters all around the globe. However you meet people...treat them better than Fort Knox treats its gold!

Process: Maybe you've heard the expression, "Work smarter, not harder." Well, "harder" varies depending on the competing demands in your life...but "smarter" is important. Giving some thought to how you'll approach a particular project, organizing the flow of tasks, determining how much time you can profitably devote to something, all helps your business run better for you and your clients. Sometimes I get it right, sometimes not, but thinking about the best way to accomplish a project saves time and prevents some headaches.

Tasks: Actually doing what needs to get done, when it needs to get done, is obviously where the rubber hits the road. We all battle procrastination. Human nature throws up roadblocks to our own success. But so what. A deadline is a deadline. You think you're a "writer," maybe a "free spirit," a "creative type?" How cute. No, my freelancing friend, you are a business. And not just any business. You are Federal Express. Your clients expect you to deliver on-time, every time. The corollary to this on-time imperative: Keep clients updated on how the project is coming; if you need to negotiate for more time, be up-front and professional about it.

Money: Use a written agreement. Invoice promptly. Get an accountant (long before "tax season" starts). Keep receipts and detailed records, especially for "accounts receivable" and "accounts payable." And, from every check that comes in your door, divert a certain percentage (your accountant can guide you) to a safe, liquid, no-fee account from which you can pay your quarterly estimated taxes. I don't mean to sound like Suze Orman, here, but I've learned all this the hard way. Again, think like a business...because that's the only way you can be a full-time freelance writer AND pay your mortgage.

The rest you're probably already reading about elsewhere. So I'll stop here. Have fun!

Mark