There’s a lot of uncertainty in business at the moment—and that can lead to two seemingly opposite effects.
Some clients, especially larger businesses, are outsourcing more after layoffs or hiring freezes. For freelancers, this can be an opportunity to offer results-based services that are more cost-effective than in-house teams. If you’re reviewing retainers or adjusting workload, your pricing structure matters just as much as your workload.
If your pricing isn’t set up properly, every change becomes a negotiation.
You can read more about how to raise your freelance prices without losing clients here:
https://koffeeklatch.co.uk/how-to-raise-your-freelance-prices/
At the same time, smaller businesses are feeling the pinch and may cut back, particularly on retainers, even when notice periods are part of the agreement.
If your pipeline is light or you’re feeling unsure, now is the time to act—not wait. Here are some practical tips to help you steady your business and even grow amid all this change:
Practical Ways to Protect Your Retainers and Steady Your Freelance Business
- Don’t ignore the silence. If an established client suddenly stops sending you enough work, start a conversation. It’s better to agree to reduce the retainer and keep the client than say nothing and risk losing them entirely. Always match scope to price—less for less, more for more. Never try to deliver the same work for less money.
- Reframe the space. Freeing up those hours gives you the chance to bring in new work—possibly at a higher rate—or start something new. It’s scary, yes, but it could also open the door to growth.
- Ask for referrals. Don’t just say “keep me in mind”—be specific. Try: “Do you know anyone who’s looking for this kind of support right now?” Timing is everything.
- Ask for a testimonial. Or an updated one if you already have one. Make it easy for them—remind them of the results you’ve delivered and the best things you do for them.
- Understand this is business, not personal. A change in the retainer isn’t a rejection of you. It’s a money conversation. Treat it as a negotiation, not a judgment.
- Check your contracts (and do it early). If you’ve set up notice periods, remind yourself (and when the time is right, the client) of how much notice is required. Revisit your policy on carry-forward hours, and check whether your rates change if the client switches to a smaller package.
- Check your pipeline. Got a waiting list? Now’s the time to reach out to the top names and invite them to start a trial.
No waiting list? Revisit past discovery calls and proposals. It’s worth saying: “If you’d like to explore a package or option that fits your current budget, I’d be happy to help.”
And remember—never do the same amount of work for less money. Always negotiate less for less, more for more. - Try not to panic. If this is your first turbulent trading period (we used to just call them recessions!), it can feel overwhelming. Review your subscriptions and overheads and cut back where you can.
- And finally—a little KoffeeKlatch reassurance:
We don’t take subscriptions from you, so there’s never a need to worry about how to cancel us. The only time you spend money with us is when you choose to go to the cart and purchase something. And if now is not the right time for you – that’s OK.
The landscape might be shifting, but your skills, your boundaries, and your value remain as solid as ever.
Stay visible. Stay in touch. Stay ready for new opportunities.
And remember—if you’re navigating any of these changes, you’re not alone.
Drop into the KoffeeKlatch customer support group for help aligning your next steps with your contracts and for a supportive space to talk it all through. We’re here to help.
