overheads that become attached to corporate activities. Quite often, a function that is uneconomic for a firm to sustain, either for that reason or because it is not fully used, becomes very profitable to freelancers. As a freelancer, each approach to a new client is rather like applying for another job and, as with a job application, establishing your credibility by showing that you can do what the job entails is an essential first step. One way to do that is to demonstrate that you are already busy, and a list of existing clients – particularly if they are well-known ones – validates that claim. Some freelancers do this informally. For instance, a cameraman said recently, ‘I never admit I haven’t got much on. The way I put it is that I’ve got a spare week or so between assignments and I mention a couple of things coming up, even if they’re not definite at that time. But if I went in and said “I’m a bit short of work at the moment – anything doing?” they’d assume I was going off a bit and wouldn’t offer me anything.’ In other branches of freelancing, formal evidence of work done needs to be produced. Some kind of brochure with the names of your clients and what you did for them is a good investment as soon as you have worked for a sufficient number of companies. Working as a freelancer is in many ways different from working as an employee. Consider,