Stop chasing any old gig. Here’s how to find, vet, and pitch to companies that share your values for work that pays well and feels worthwhile.
Money isn’t everything. Although in those quiet periods it can seem like it is. Yet, at some point, most freelancers realise they want work that excites them and aligns with their values.
The question is, how do you find clients who get you and can build your reputation and enable you to earn good money?
This guide shows you how to go about that. We’ll also encourage you to look beyond obvious industries – you might be surprised where you find your ideal clients.
1. Become a client detective
Before you pitch anyone, do your homework. Don’t just read their mission statement – look at what a company actually does. Were they once ranked one of the best places to work, and then started laying off thousands of workers?
Check their Environmental, Social, and Governance (ESG) practices. Review their social media posts. See how they treat their staff. This saves you from wasting time on companies that aren’t right for you.
What to do: Start with their website. Look for a Code of Ethics or Sustainability Report. These show their commitment to doing good. Also search for Corporate Social Responsibility (CSR) assessments – these evaluate how well companies actually follow their ethical promises.
Large companies often publish these assessments. So, if you are looking at a smaller business, scan their social media posts, company news and blogs for signs of alignment. But also spot signs of greenwashing versus companies that get genuine results by using ESG as a performance benchmark, including worker happiness.
2. Listen to the inside story
Official reports are useful, but the real insights come from people who work there.
Check employee review sites, including Glassdoor or Indeed. Search industry forums like Reddit and news for red flags like lawsuits or bad publicity. How a company treats its own people often tells you how it’ll treat freelancers.
While working at Ecosia I learned that you can do what you love, while making a positive impact on a global scale. Being able to use my engineering skills to support a great cause is a rare privilege, and the wonderful people in the team make the work even more enjoyable. We are a diverse team with a common vision and as we come from many countries, I appreciate the flexibility that Ecosia gives regarding remote work. It means I can visit my family in Colombia.
– Julián, Android Developer
What to do: Look for certifications and awards. B Corp-certified companies meet strict standards for social and environmental performance. Great Place to Work lists highlight companies with exceptional employee well-being based on confidential staff surveys.
These certifications do some of the hard work for you.
3. Look in unexpected places
Don’t assume “ethical” clients only exist in obvious sectors like environmental charities and those who have swish PR and comms departments.
Some of the best clients – ones who pay well, on time, and treat freelancers professionally – might be in industries you’d never consider. Or perhaps industries that you would love to dip your toe in, but thought you never could.
That infrastructure company or hotel chain might have brilliant employee welfare programmes and fair contractor processes. Their core business might not shout “green”, but their internal operations could be highly ethical giving you the opportunity to work in a pleasant and inviting environment.
These companies often offer stable, well-paying work that builds your portfolio and teaches you industry-specific skills.
What to do: Don’t limit yourself to just one sector or one you have already worked in. You may find that the industries you find boring could actually be doing the most good. Or you really have no idea what they do, but your skills and experience could be a thrilling and unexpected match.
Where to start? Research companies across different sectors that appear on Great Place to Work lists or hold B Corp certifications. Also, follow the business and investment news to see which companies are booming and hiring, then follow up with detective work.
4. Build your own ethical blueprint
Once you know what you’re looking for in clients, make sure your own business reflects those values. Which industry events do they sponsor?
What to do: Make your values a core part of your brand. Update your website and marketing materials to highlight your ethical stance and sustainable practices. Share your journey towards ethical operations or your ability to help others.
- Show how working with you will produce end goals that resonate with a client’s customers.
- Provide examples of deliverables.
- Engage with sustainable business networks and freelancers who have worked at your target client list.
5. Pitch with purpose
Your pitch should show not just what you do, but why and how you do it.
Research the client’s specific needs, challenges, and values. Use this information to tailor your proposal so it speaks directly to their ethical commitments.
What to do: Explain how your expertise, combined with your shared values, offers a better solution. Use specific examples from past work with detailed case studies.
- Highlight projects where ethical considerations were important.
- Include client testimonials that speak to your professionalism.
- End with a clear call to action and express enthusiasm for working together.
UK & EU companies to consider
The UK and EU have many companies that are brilliant employers and regularly hire freelancers:
For employee well-being: Companies like Salesforce and Hilton consistently appear on Great Place to Work lists across Europe. They often extend their positive work culture to contractors.
For ethical practices (B Corp Certified): The UK has over 2,500 B Corps, with London being a global hub. Examples include Elvis & Kresse (retail manufacturing) and Y.O.U Underwear (apparel). Across the EU, there are over 2,360 B Corps, such as OVAL Europe (creative agency).
Companies known for hiring freelancers:
- Unilever has an Open2U programme specifically for project work, offering benefits similar to employees.
- Ecosia, the tree-planting search engine, supports flexible remote freelance roles.
- Patagonia offers hybrid and remote work that includes project-based roles.
- Platforms such as Dazzle specialise in connecting organisations with pre-screened sustainability freelancers.
By researching potential clients in downtimes, you can use that time to create a list of dream clients so you can deliver purpose-driven pitches. While you may not get an immediate yes, you will likely have made a good impression. That will make you stand out and also keep you at the back of their minds when an ideal project arises.
If you are already working with a company that has great values and is freelancer-friendly. Drop their name(s) in the comments section.
