Ryan Donnell: "As a Small Business, You Are Constantly Being Pulled in Different Directions."

Ryan Donnell worked as a staff photographer at the Arlington Morning News before becoming a freelancer. He joined a photo collective for a while but that didn't really work out. Now, he's a full-time freelancer shooting images for editorial, corporate and commercial clients.

"It's kind of awesome," he said. "I get to do everything. I love it."

He later said that if a staff photo job opened up, and it paid what he makes as a freelancer, he'd jump at the offer.

What's the major difference? As a freelancer, Ryan is a small business and he is personally responsible for everything involved in that business: soliciting work, marketing/ promotion, creating estimates and invoices, accounting, web management, equipment maintenance, scheduling, etc.

"As a small business, you are constantly being pulled in different directions," he said.

Staff shooters work under strict deadlines and the competition - internally and externally - can be fierce. Staffers will shoot multiple assignments per day - Ryan said he frequently did five per day.

Now, he usually only shoots images once, twice maybe three days per week, he said. The rest of the time is spent on back-end stuff, like billing and drumming up new work.

Here are his keys to success:

- Your website is your most important marketing tool.
- Have a tight portfolio online with categories broken down for different types of clients.
- Blog. Join social networks. Showcase your work.
- Learn the language of the business you are entering.
- When you begin as a freelancer (regardless of medium), you may have to primarily produce work that the client wants.
- As you progress, you can develop your particular style and market that.
- Develop discipline - establish a work schedule that gives you a routine.
- "When you don't have work, keep moving,"he said. "Keep doing something. Whatever you are passionate about. Do it."
- Send email blasts highlighting your work. Don't get depressed when 15 out of 500 people actually read the email and check out your work.
- Take advantage of organizations that help your business, like the National Press Photographers Association.
- Get a good accountant.
- Study your contracts to make sure you understand usage and ownership of the product.
- Every contract is negotiable.
- Don't be afraid to turn down work. Your time has value. Don't undercut yourself.
- Work seven days per week.

"Running a successful business doesn't mean you make good pictures," Ryan said. "And taking good pictures doesn't make you a successful business. You need to do both."

(The image of Ryan and his dog, Hank, comes from Ryan's site).