Remote: Office Not Required

by David Heinemeier Hansson

There isn’t a secret. But we do have some tips. First, when pitching businesses, let the prospective client know up front that you don’t live where they live. You want to begin building trust right at the beginning. You don’t want to drop the line “Oh yeah, we won’t be able to regularly meet with you face-to-face every week ’cause we’re in Chicago and you’re in Los Angeles” right before you sign the contract. Second, provide references before the client even asks. Show right up front that you have nothing to hide. Trust is going to be the toughest thing to build early on, so make it as easy as possible for the client to get to know your character by letting them speak with other clients—especially other clients who may be remote. Third, show them work often. This is the best way to chip away at a client’s natural situational anxiety. Look, they’re paying you big bucks for your work, and it’s totally natural for them to begin feeling anxious the moment they send you the deposit. So show them what they’re paying for. When they see the results of your efforts, they’ll feel a lot better about the relationship. Fourth, be very available. Since you can’t meet face-to-face, you better return phone calls, emails, instant messages, etc. This is basic business stuff, but it’s tenfold more important when you’re working remotely. It may be irrational but, if you’re local, the client often feels that, if worse comes to worst, they can knock on your door. They “know where you live.” But...