They follow the old model of being in the “service” of their clients. They take a subservient role, feeling grateful for every crumb of work that comes their way. In fee negotiations, they cede power to their clients, and buckle under when pressured to charge less.
The new and better model is to be the freelancer who sits firmly in the driver’s seat.
This freelancer has a plan for his or her freelance business. She sets goals and chooses her clients carefully. She markets herself in a way that associates a high level of value with her business.