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A worked example: is the conversion fee worth paying?

Most freelancers see a platform's conversion fee — the payment to move a client relationship off the marketplace officially — and dismiss it on sight. As a single number it looks expensive. Run it properly first.

Here's the method with made-up numbers. Swap in your own.

A client pays you $12,000 a year. Your true platform cost — not the headline commission, the real one with proposal hours and withdrawal charges included — is 22%. So keeping that client on the platform costs you $2,640 a year.

Say the conversion fee is $1,500. It pays for itself in under seven months. If you've worked with this client for three years and expect another three, that's one of the better purchases available to you.

Now flip it. A client paying you $3,000 a year takes over two years to recover the same fee — and a smaller client is likelier to leave before you get there. For them, let the exclusivity window run out instead.

Three things before you move anyone:

Confirm the route is genuinely open in your current terms. If anything is unclear, ask the platform in writing.

Offer, don't push. Some clients' finance teams chose the platform on purpose. "If you'd rather keep things where they are, that's completely fine" isn't optional.

Put the new arrangement in writing — scope, price, when payment is due, what happens if scope changes. The platform was holding that for both of you. Now you are.

The number most freelancers get wrong

Take your commission rate. 10%, 15%, 20% — whatever it is. That's the number everyone argues about.

Now try this one instead. Over the last year, how many proposals did you send, and how many became work? If you won one in eight, at an hour a proposal, then seven of those hours produced nothing and belong in the cost of the eighth.

A freelancer paying 20% on that win rate is not paying 20%. Add the proposal credits, the withdrawal charges, the currency spread, and the rate you never raised because your ranking was built at the old one, and the real figure usually lands somewhere else entirely.

It's worth two hours and a spreadsheet. Not so it makes you angry — it might tell you your proposal rate is the problem rather than the fee, which is a different fix and a cheaper one.

Off Platform is the long version of that exercise plus what to do once you have the number. But you don't need the book to run it. Run it tonight