What happens when someone spends over two decades living, breathing, and shaping the freelance economy, long before it became cool? In this episode of The Independent Workforce, we sat down with Robert Vlach, freelancing entrepreneur, consultant to top professionals, author of The Freelance Way, and founder of two of the largest freelance communities in Europe – “Freelancing.eu” and “Na volné noze“.
And this wasn’t just a podcast episode. It was a masterclass in the real economy of independent work.
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The Freelance Journey: From Barcelona to Brno
Robert’s story begins in the late ‘90s, not in a tech hub, but on the beaches of Catalonia, Spain. “When I was 20, I went to Spain with a friend, hoping for seasonal work, and I ended up becoming a freelancer.”
From web developer to community builder to business consultant, Robert has worn nearly every hat in the independent world. But unlike many freelancers who isolate themselves, Robert built bridges: First by helping friends build personal websites (for free). Then by founding Navolnenoze.cz in 2005, a Czech freelancer directory that grew into a national institution. And later, Freelancing.eu, one of Europe’s rising cross-border communities.
He didn’t just ride the wave. He helped shape the current.
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The Evolution of Freelancing (Through Robert’s Eyes)
Over 25 years in the game gives you perspective. Robert broke it down with a historian’s clarity:
- The Internet boom (1998–2005): Modern freelancing was born when the internet allowed isolated professionals to work with clients worldwide.
- The 2008 financial crisis: It legitimized freelancers. Suddenly, companies became cautious about hiring, and started seeking flexible talent.
- The Pandemic shift: Remote work normalized freelancing. But also, it flooded the space with noise.
- Now: The AI revolution: I’m not afraid for freelancers who adapt. But if you think AI can’t touch your work, you’re not paying attention.
Bidding Platforms Are Not the Center Anymore
Here’s the twist: While many media narratives focus on platforms like Upwork, Fiverr, where a person with the lowest rate wins, real freelancers barely mention them anymore.
“Across dozens of meetups and hundreds of conversations in Europe over the last two years, I got maybe one question about platforms.”
Instead, Robert hears questions about pricing, negotiation, time management, and scaling a solo business.
“Freelancers are increasingly focused on running a business, not playing the bidding game.”
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Companies, You’re Doing It Wrong (And Here’s How to Fix It)
If you’re a company looking to hire freelancers, Robert has a seven-point strategy. And it’s gold.
#1 Stop hiring based on lowest price
“Great experts don’t race to the bottom. And if you’re serious about quality, neither should you.”
#2 Join freelance communities
“Want insight into the freelance world? Show up. Attend meetups. Listen. It’s the best market research you’ll do.”
#3 Work with connectors
“They’re trusted nodes in the network who can guide you to the right talent. Don’t underestimate them.”
#4 Be clear on budget
“Quality experts will ask, ‘What’s your budget?’ If you don’t have an answer, you’re sending the wrong signal.”
#5 Always use a decision-maker
“Top freelancers avoid endless conversations with mid-level people who can’t say yes. Send someone who can.”
#6 Search thoroughly and plan ahead
“Top talent is rare and usually booked in advance. Do your homework, and approach them early with clarity.”
#7 Build a culture of trust and respect
“If you build real trust with elite freelancers, you don’t just gain one expert—you tap into their whole network.”
Freelancers, You’re a Business (But a Special Kind)
Robert’s entire philosophy boils down to this: “You are not just an expert. You are a business. But a special kind of business.”
In other words: treat your work like a company, but embrace the uniqueness of being a solo operator. You don’t need VC funding, 100 clients, or a complex org chart.What you need is clarity, systems, positioning, and consistency.
The Rise of a Pan-European Freelance Community
One of Robert’s greatest hopes? That we’re living through the birth of a cross-border freelance identity in Europe. “When we look back in 2040, we’ll say: This was the time when the European freelance community truly emerged.”
That includes:
- Local meetups turning into international networks
- Collaboration between platform leaders, educators, and freelancers
- A more mature, nuanced understanding of how independent work fits into the economy
And that’s something worth building together.
Final words
We ended our conversation with two reflective questions: What scares you about the future of freelancing?
“Misaligned AI. It could affect freelancers more than employees because we’re less protected by institutional safety nets.”
And what excites you?
“The emergence of a unified European freelance voice. We’ve never had this much connection, collaboration, and momentum.”
Key takeaways for companies
- Don’t underestimate the power dynamic; elite freelancers have options.
- Build relationships, not transactions.
- Educate your team on best practices for hiring and collaborating with independents.
- Stop treating freelancers like they’re cheap labor. Treat them like strategic partners.
- Embrace connectors and communities to find the right talent fast.
If you enjoyed this conversation, share it with a hiring manager, a fellow freelancer, or someone who still thinks freelancing means “less than.”
Because the future of work is already here, and it’s independent. And listen to the full episode of The Independent Workforce wherever you get your podcasts.
