(notes from a session at DrupalCon 2010)

1. Act like a business, because you are
   
   • client interaction is more structured and formalized if you act like a biz
   • need to think ahead to how to deal with clients who pay slowly or don't pay, additional work beyond the original project scope
   • can figure rates backward: how much do you want to earn, and how many hours do you want to work? and/or adjust to match demand.
   • consider how you'd want a freelancer to treat you as a client, and act that way
   • make sure you have a good contract. start with boilerplate, customize, get it reviewed by an attorney. Have a provision in there for late payment.
2. Define your goals, so your business will work for you.
   
   • what kind of biz do you want to be? Grow or stay small? Hours to work? work environment?
   • make a choice to move in a direction and make sure you go that way
3. Define your services - exactly what do you do?
   
   • will you do Drupal exclusively? what types of clients?
   • clients' needs change; you may be asked to expand services
4. Find work and clients
   
   • write a module that people use - they will contact you to write features, and you can ask for pay
   • write documentation
   • participate in meetings and newsgroups, answer questions
   • word of mouth is key!
   • Web site should model what you do as well as showcase examples and share information
   • present a professional image - take a stand against lame freelancers!
   • join chamber of commerce and network.
5. Get the work done. What is your job, really?
   
   • meetings are not your favorite thing, but they're part of the job.
   • maintenance is liable to be a bigger part of the job than just launching sites
     if building a team, think about communication. who's the point person to talk to client?
   • not going to talk about tools... but Google Docs and Skype are awesome.  Use a doc as a checklist for features, etc.
6. Professional development - the world changes, so you should change, too!
   
   • attend DrupalCon! and BarCamps!
   • get together with other freelancers and build a site together
   • contribute back to the Drupal project or modules.
   • learn more about how businesses work: community college classes, SCORE
7. What Not To Do
   
   • don't hide income, and don't mess with the tax system.
   • don't take spec work (paid only if they like it)
   • don't work for free - your time is valuable - give discounts instead, so they know the value.
   • don't overshoot the client's budget; propose project in stages so they can buy more later.
   • don't take a project that doesn't interest you, or for a client you don't respect.
   • don't mess with your teammates. don't steal their clients!
   • don't forget that you can say no!