Most companies think they need more people, but in reality, they need more clarity.
In the latest episode of The Independent Workforce Podcast, Úna Herlihy shares why the biggest mistake in hiring freelancers isn’t process, it’s mindset.
From defining the real problem to integrating freelancers as true team members, this conversation breaks down what actually drives high-performing freelance engagements.
If you’ve ever hired “for the role” instead of the outcome, this will likely change how you think about talent.
Companies that work with freelancers gain speed, flexibility, and specialised expertise without increasing permanent headcount. Whether you’re launching a new project or scaling your team, working with independent experts can help you move faster.
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Key Takeaways
- If you don’t know the problem, hiring freelancer or full-time will fail.
- Freelancers aren’t risky, bad hiring processes are.
- Most companies don’t need more people, they need the right expertise.
- Treat freelancers as outsiders and you’ll get average results.
- The future of work belongs to companies that master flexible talent.
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From crisis to creation
Some businesses are planned. Others happen in a moment of chaos.
Úna didn’t sit down with a business plan to build The Indie List.
It started with a simple instinct during COVID:
“There must be something I can do.”
One LinkedIn post.
A list of freelancers.
No expectations.
And then momentum.
What began as a small act of support turned into a growing network, then a platform, and eventually a community of 2,000+ experienced freelance marketers.
But the real story isn’t about growth.
It’s about how work itself is changing.
The shift companies still don’t fully understand
For years, freelancers were seen as a backup plan.
Temporary. Replaceable. Risky.
That mindset still exists—and Una sees it every day.
“The biggest barrier to working with freelancers isn’t process, it’s mindset.”
Because when you actually look closer, the logic breaks.
Freelancers aren’t less committed.
They’re often more.
“As a freelancer, you are only as good as your last job.”
Which means every project matters.
Every result matters.
Every relationship matters.
And yet, companies still hesitate, not because of reality, but because of perception.
The real problem: companies don’t know what they need
One of the most powerful parts of the conversation was this:
Companies often come in saying: “We need someone for social media.”
But when you unpack it:
They don’t need social media.
They need strategy.
They need clarity.
They need direction.
“If you peel it back, the problem is often something completely different.”
This is where most hiring, freelance or full-time, goes wrong. Not because of talent.
But because of a poorly defined problem.
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Matchmaking vs. mass hiring
Most platforms optimize for volume.
More profiles. More options. More noise.
Una’s approach is the opposite.
“Clients don’t come to us for 20 profiles. They come for 2 or 3 that are right.”
And that changes everything.
Because hiring isn’t about options.
It’s about fit.
- Skill fit
- Culture fit
- Attitude fit
And most importantly: Can this person step in and deliver immediately?
That’s where experienced freelancers stand out.
They don’t need months.
They need clarity and then they move.
Freelancers are not external, they’re extensions
One of the simplest, yet most overlooked ideas:
“Treat the freelancer as a valued member of the team.”
Not an outsider.
Not a temporary fix.
Not “the person we don’t invite to the meeting.”
Because the moment you create distance, you reduce impact.
Freelancers who feel included:
- Take more ownership
- Deliver better results
- Stay longer
Or as Una put it:
“It’s like family. Not the weird cousin at the kids’ table.”
The triple win model
At the core of everything is a simple principle: It has to work for both sides.
- The company gets results
- The freelancer gets meaningful work
- And only then, the platform wins
“When both sides win, we win.”
It sounds obvious.
But most systems are still built for transactions, not relationships. And that’s exactly what’s changing.
Tips for Success
- Define the problem before hiring. Write down the outcome you want, not the role you think you need.
- Set clear expectations. Agree on KPIs, deliverables, and success metrics from day one.
- Integrate freelancers into your team. Include them in meetings, communication and decision-making.
