Stepping into the world of PR and communications freelancing looks different for everyone, but one thing remains constant - the challenge of building a client portfolio from the ground up.
To find out more about how freelancers make that leap, we spoke to three communications professionals who've recently transitioned to freelance work. They shared how they built their client portfolio by leveraging personal networks, nurturing relationships, and gradually refining their approach to sustainable growth.
When you decided to go freelance, did you line up a client before taking the leap or did you dive in headfirst and went with the flow?
Rachel Abad
I made the decision to go freelance in November 2024 after some difficult experiences in the agency world. The volatility and constant pivoting began to feel unsustainable, and I knew I needed to carve out a path that aligned more closely with my values and well-being.
I didn't have any clients lined up at the time - but as soon as I made the decision, opportunities started coming in organically through former employers and people through my network once I shared the news. I actually had my first freelance project lined up by the following Monday after my resignation.
Talya Kaplan
Yes, I had a client lined up before taking the leap, which in hindsight was a smart decision and a key motivator for making the transition. I'm not sure if I would have the guts to do so otherwise! It gave me the confidence to leave my full-time role, knowing I had some stability from the get-go.
Paige Milton
I didn't have any clients lined up before I jumped in this time. I'd done some freelancing before COVID, so I knew how it worked and wasn't as nervous. I also wanted to work with my own clients rather than through agencies. Now, I think I've found a good mix of both.
What have been the most effective ways you've found new clients, and how has that changed over time?
Rachel Abad
Tapping into my existing network has been the most effective way to gain work. When I first started out, I prioritised reconnecting with former colleagues and peers over coffees, phone calls, and through sharing LinkedIn updates. Simply letting people know you’re available and what you offer can be incredibly powerful.
Over time, as I built momentum, I started seeing inbound enquiries come through my website, which has been a good reminder of the importance of having a strong digital presence and solid SEO.
These days, I have a more consistent pipeline, so proactive outreach has taken a bit of a backseat - but it's a strategy I'd happily return to if things ever quietened down.
Talya Kaplan
Word of mouth has certainly been effective. Having built relationships with people and organisations over the last 10-plus years, I've been able to tap into that network for referrals and repeat work. It has often been these personal connections and recommendations that have opened doors that cold outreach simply can't.
That said, I have just started to be more proactive and intentional in my business development approach, working to identify ideal clients in industries I'm passionate about and finding ways to connect with them.
Paige Milton
Early on, most of my work came through referrals and word of mouth - and that's still how the majority of my projects come in. Over time, I’ve also become more active (and confident) on LinkedIn, networking and sharing my work, which brings in a good amount of inbound enquiries too.
Plus, when clients rave about you to their contacts, that always helps!
How do you turn one-off projects into lasting client relationships?
Rachel Abad
I approach every project as more than just a transaction. For me, it's always about building relationships. I genuinely care about the people and the businesses I work with, and I see each engagement as a chance to understand their goals, challenges and values more deeply. That mindset naturally lends itself to longer-term partnerships. I find that when you show up with curiosity, commitment and delivery consistency, clients are not only more likely to come back, but also to refer you on.
I also think about 'share of wallet' - not just securing repeat work, but understanding the broader needs of a business and where I might be able to support beyond the initial brief. Sometimes a project starts with a copywriting or media opportunity, but by embedding myself in their world and showing the value I bring, those one-off jobs often evolve into trusted, ongoing partnerships across multiple areas, like communications strategy or even audience workshops to gather sentiment and insights.
Talya Kaplan
I think the secret sauce is a mix of responsiveness, attention to detail, and genuinely caring about your deliverables and the outcome of the project. When a client feels like you're invested in their success and not just delivering a service, the relationship is likely to last the distance.
It's also about being thoughtful beyond the initial brief. I will often share industry insights or thought starters with clients to 'stay sticky' and demonstrate that I'm thinking about them, even if we're not working together at the time.
Paige Milton
I focus on delivering beyond expectations and staying communicative. I also look for ways to add ongoing value or suggest follow-up projects that align with my clients' goals.
How do you grow your client portfolio sustainably, without overcommitting or risking burnout?
Rachel Abad
That’s the ongoing challenge and one I’m still learning to manage. Like any business, freelance work has its ebbs and flows. What's helped is being clear and honest with clients about timelines from the outset and always building in a buffer. I typically factor in a few extra days on each deadline, which gives me breathing space if something unexpected comes up, and often means I deliver ahead of schedule - a win for everyone.
I also try to regularly reassess my capacity and make conscious choices about what I take on to avoid compromising the quality of my delivery or my own wellbeing.
Talya Kaplan
One of the main drivers of my switch to freelancing was the flexibility aspect - to have more control over how I work, who I work with and, most importantly, when I work. In seeking new clients and projects, I've been intentional about maintaining that flexibility so that I don't risk burning out.
I've also learnt to say 'no' to projects that don't align with my core skillset. It's not always easy, particularly from a financial standpoint, but it has helped me to stay focused and deliver my best work.
Paige Milton
At first, I said yes to everything and overcommitted myself. Now I’m selective about the clients and projects I take on. I prioritise quality over quantity and make sure to set clear boundaries on my time, so I don’t spread myself too thin.

Feature
Telum Vox Pop: Building a Client Portfolio as a Freelancer
by Telum Media
5 June 2025 4:00 PM
6 mins read
Telum Media Database
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Industry Updates
FleishmanHillard has announced the launch of its Global Executive Advisory, a network of senior counselors designed to help C-suite leaders manage risk and opportunity in the face of global volatility, geopolitical uncertainty, and increasing stakeholder scrutiny.
Comprised of more than 50 senior advisors across APAC, EMEA, and the U.S., the Global Executive Advisory provides integrated advisory across financial communications, crisis and issues, ESG and responsible business, talent and transformation, public affairs, and brand impact.
Rachel Catanach, Head of the Global Executive Advisory, shared that while these are deeply uncertain times, FleishmanHillard’s stake in the ground is clear: strategic communication is a key driver for companies wanting decision advantage despite the dilemmas they face.
“Whether it be navigating geopolitics, supply chain arbitrage, identifying new cross-industry partners, communicating new pricing or embedding AI into all operations, the winners and losers in times of uncertainty are often defined by the quality of their communication," she said.
"In navigating uncertainty, the most grounded leaders focus on what aspects of their operations are immutable: the constants - people, purpose, values - that act as anchors - and then look to innovate and find a third way for those areas requiring a pivot. From an organizational perspective, that means focusing on your people and providing as much assurance as possible even if you can’t provide all the answers. That requires honesty, vulnerability and discipline. Share what decisions are being made, what’s on hold and why. Under-promise and over-deliver. That builds trust.”
Comprised of more than 50 senior advisors across APAC, EMEA, and the U.S., the Global Executive Advisory provides integrated advisory across financial communications, crisis and issues, ESG and responsible business, talent and transformation, public affairs, and brand impact.
Rachel Catanach, Head of the Global Executive Advisory, shared that while these are deeply uncertain times, FleishmanHillard’s stake in the ground is clear: strategic communication is a key driver for companies wanting decision advantage despite the dilemmas they face.
“Whether it be navigating geopolitics, supply chain arbitrage, identifying new cross-industry partners, communicating new pricing or embedding AI into all operations, the winners and losers in times of uncertainty are often defined by the quality of their communication," she said.
"In navigating uncertainty, the most grounded leaders focus on what aspects of their operations are immutable: the constants - people, purpose, values - that act as anchors - and then look to innovate and find a third way for those areas requiring a pivot. From an organizational perspective, that means focusing on your people and providing as much assurance as possible even if you can’t provide all the answers. That requires honesty, vulnerability and discipline. Share what decisions are being made, what’s on hold and why. Under-promise and over-deliver. That builds trust.”
1 July 2025 8:43 AM
2 mins read
Industry Updates
Celebrating two years as a cross-border integrated marketing and communications agency, Via Group has made five strategic hires in Sydney. This comes as the agency looks to accelerate its expansion and better assist its global clients across the Asia Pacific region.
Via's new bench joins to bolster its three business arms of Strategic Communications and Advisory, PR and thought leadership, and Marketing and Commercialisation.
Karyn Smith has been appointed as COO. She brings more than 15 years' experience, having led senior business management roles across agency, client-side and media sales. With a 360-degree perspective to commercial strategy, operations and client service, Karyn will focus on building scalable systems and operational effectiveness as Via continues to grow, particularly offshore.
Jacqueline Barham has joined as Marketing Director. She has previously scaled new ventures and driven business transformation through marketing strategies and digital innovation. Jacqueline brings experience across various industries, including Sector - Financial Services, insurance, and entertainment, with senior roles at Qantas, HSBC, and Insurance Australia Group.
Lydia Maranta has been welcomed as Client Partner, bringing international expertise in corporate communications, brand positioning and reputation management. Previously based in London, she worked at Reckitt and M&C Saatchi, where she led diverse teams, built cross-sectoral partnerships, and delivered global campaigns. Lydia is supporting Via's international clients as they expand and navigate the Australian market.
Oliver (Ollie) Goldsmith has relocated from London to join the team as Digital Specialist. With a background in social media strategy, paid campaigns, and digital content, he previously worked at Hanover Communications advising government bodies, financial institutions and pharmaceutical firms across Europe and the Middle East.
Hinal Parekh has started as Account Manager. Previously at Keep Left and Honner, she has worked across sectors including property, tech, Sector - Financial Services and not-for-profit.
Founder and CEO of Via, Tala Booker, said: "We pride ourselves on being a high-touch, boutique and senior team, acting as a true partner and extension to our clients as they navigate, deepen or expand across Asia Pacific.
"This team brings stellar international experience to our clients and a shared belief in the power of clarity to cut through complexity. Each member of our team strengthens our ability to advise and execute for our clients with confidence and precision - whether we’re working with scaling firms going to market in new countries or helping multinational firms, one thing remains true - we know how to help businesses and leaders connect with audiences across borders, cultures and engage their audiences more meaningfully."
Via's new bench joins to bolster its three business arms of Strategic Communications and Advisory, PR and thought leadership, and Marketing and Commercialisation.
Karyn Smith has been appointed as COO. She brings more than 15 years' experience, having led senior business management roles across agency, client-side and media sales. With a 360-degree perspective to commercial strategy, operations and client service, Karyn will focus on building scalable systems and operational effectiveness as Via continues to grow, particularly offshore.
Jacqueline Barham has joined as Marketing Director. She has previously scaled new ventures and driven business transformation through marketing strategies and digital innovation. Jacqueline brings experience across various industries, including Sector - Financial Services, insurance, and entertainment, with senior roles at Qantas, HSBC, and Insurance Australia Group.
Lydia Maranta has been welcomed as Client Partner, bringing international expertise in corporate communications, brand positioning and reputation management. Previously based in London, she worked at Reckitt and M&C Saatchi, where she led diverse teams, built cross-sectoral partnerships, and delivered global campaigns. Lydia is supporting Via's international clients as they expand and navigate the Australian market.
Oliver (Ollie) Goldsmith has relocated from London to join the team as Digital Specialist. With a background in social media strategy, paid campaigns, and digital content, he previously worked at Hanover Communications advising government bodies, financial institutions and pharmaceutical firms across Europe and the Middle East.
Hinal Parekh has started as Account Manager. Previously at Keep Left and Honner, she has worked across sectors including property, tech, Sector - Financial Services and not-for-profit.
Founder and CEO of Via, Tala Booker, said: "We pride ourselves on being a high-touch, boutique and senior team, acting as a true partner and extension to our clients as they navigate, deepen or expand across Asia Pacific.
"This team brings stellar international experience to our clients and a shared belief in the power of clarity to cut through complexity. Each member of our team strengthens our ability to advise and execute for our clients with confidence and precision - whether we’re working with scaling firms going to market in new countries or helping multinational firms, one thing remains true - we know how to help businesses and leaders connect with audiences across borders, cultures and engage their audiences more meaningfully."
29 June 2025 4:00 PM
3 mins read
Research
"Crisis is no longer the exception. It’s the environment we all operate in."
Sefiani, part of Clarity Global, has launched its second annual Clarity Global Crisis Report. The report is a deep-dive that provides key trends, insights and learnings, exploring crisis and reputation management around the globe.
This year's report, focusing on "Navigating Crisis in the Age of Uncertainty", includes a practical, field-tested guide to real-world events: from cyberattacks to cultural missteps, reputational threats in emerging markets, and the new frontiers opened by AI.
Robyn Sefiani, President ANZ & Reputation Counsel at Sefiani, and Clarity Global Crisis Council lead said: "Boards, leadership teams, and communication professionals observing the rise and rise of the corporate crisis will be increasingly aware that the ways in which organisations prepare for and respond to reputational threats have rapidly evolved.
"We recognise that the speed, complexity and emotional intensity of crises today fundamentally differs from those of even a few years ago and this is what we set out to address."
The chapters explore core principles like authenticity, empathy, preparedness, cross-functional leadership, and cultural awareness. This includes the importance of muscle memory in crisis response, the power of a resilient internal culture, and how digital footprint can act as a shield or liability. Other lessons include why reputation management today must consider not only how people perceive your organisation, but also how AI might represent it.
Key takeaways
Sefiani, part of Clarity Global, has launched its second annual Clarity Global Crisis Report. The report is a deep-dive that provides key trends, insights and learnings, exploring crisis and reputation management around the globe.
This year's report, focusing on "Navigating Crisis in the Age of Uncertainty", includes a practical, field-tested guide to real-world events: from cyberattacks to cultural missteps, reputational threats in emerging markets, and the new frontiers opened by AI.
Robyn Sefiani, President ANZ & Reputation Counsel at Sefiani, and Clarity Global Crisis Council lead said: "Boards, leadership teams, and communication professionals observing the rise and rise of the corporate crisis will be increasingly aware that the ways in which organisations prepare for and respond to reputational threats have rapidly evolved.
"We recognise that the speed, complexity and emotional intensity of crises today fundamentally differs from those of even a few years ago and this is what we set out to address."
The chapters explore core principles like authenticity, empathy, preparedness, cross-functional leadership, and cultural awareness. This includes the importance of muscle memory in crisis response, the power of a resilient internal culture, and how digital footprint can act as a shield or liability. Other lessons include why reputation management today must consider not only how people perceive your organisation, but also how AI might represent it.
Key takeaways
- Authenticity and Empathy Build Trust: Authentic messaging and empathetic leadership strengthen bonds with stakeholders during uncertainty. Audiences respond to sincerity and transparency, especially in moments of vulnerability.
- Preparation Creates Resilience: Crisis plans may never unfold exactly as written, but the planning process builds invaluable muscle memory. Simulation drills and content libraries of pre-approved statements save precious time and reduce panic in real scenarios.
- AI in Crisis Comms: Handle With Care: AI can amplify misinformation, but it also offers new capabilities for monitoring and messaging. The key is to apply AI with oversight and context, ensuring human judgment remains central.
- Culture is the Ultimate Safety Net: Many crises start from within. A Sector - Healthy organisational culture - where ethics, transparency, and values are embedded - can prevent minor issues from snowballing into major scandals.
- Your Digital Footprint Tells a Story: In an age where online perception moves fast, digital reputation management must be ongoing. From SEO to privacy audits, a strong online presence can offer protection before, during, and after a crisis.
- One Size Does Not Fit All: Crisis response must be culturally fluent. What works in London may not apply in Lusaka. Understand local media landscapes, stakeholder expectations, and cultural norms for effective communication.
- Crises Can Position Brands for Growth: Brands that respond swiftly and transparently can transform a crisis into an opportunity. Organisations can strengthen customer loyalty and market trust by showing accountability and action.
- Cross-Functional Leadership is Critical: A successful crisis response depends on cohesive, cross-departmental leadership. Clear roles, mutual trust, and regular communication prevent silos and misinformation during high-stress periods.
- Post-Crisis Recovery Requires Strategy: Once the headlines fade, ongoing reputation repair is vital. Monitor for lingering misinformation, ensure corrective narratives are visible, and incorporate lessons learned into future planning.
- Clarity Matters Most Under Pressure: In every stage of a crisis, the clarity of your message, such as who it’s from, how it’s delivered, and what it means, can make or break outcomes. Communicate simply, consistently, and humanely.
29 June 2025 4:00 PM
3 mins read