5 Reasons to Say Yes to a Client Project (Even If the Pay Isn't Great)

After you've been a solopreneur for a while, you know not every project inquiry deserves a "yes."

But here's the thing: saying yes isn't just about whether you have time in your calendar or if the project pays your rate. The best projects I've taken on weren't always the highest-paying ones, and some of my worst decisions came from saying yes for the wrong reasons.

Smart solopreneurs evaluate project opportunities against multiple criteria, not just how much they'll be paid. And getting clear about the criteria that matter most (depending on where you're at) is the best path to building a sustainable business.

TL;DR: Not every project needs to pay top dollar to be worth taking. The best solopreneurs evaluate opportunities against the benefits to themselves or their businesses, using criteria in addition to money.

What makes a project worth saying yes to?

As solopreneurs, we all know the projects that are definite "yesses." The client pays your rate, the project is aligned with your overall goals, and you have a reasonable workload.

Of course, it's hard to fill our queue with those types of projects all the time. Many solopreneurs struggle with client acquisition, either because they can't get new clients consistently or because they don't market themselves enough.

Knowing that not every project will be ideal, it's important to understand when saying "yes" is worthwhile. Don't think of it as bending your standards. Instead, you're doing what you need to do to make your business thrive. And with a thriving business, you can be more selective in the future.

5 criteria for evaluating new projects

The projects that have shaped my business the most weren't always the ones with the biggest invoices. They're the ones that moved the needle in my portfolio, my network, or my expertise.

Here are five things to consider when an opportunity comes in your direction.

1. The project pays well (or you need the money)

Money matters, there's no getting around that — especially when you're first getting started as a solopreneur. According to a 2025 Simply Business report, nearly half of solopreneurs have gone at least a month without income at some point. That type of financial rollercoaster is almost inherently part of running your own show.

Money alone can justify a "yes" when you're trying to cover business expenses, build runway (your emergency savings), or hit your revenue goals for the quarter. There's nothing wrong with taking a project primarily because you need the cash. I've done it. Probably every solopreneur does it at some point.

But there's a caveat. If the project drains you, it's not worth it. Maybe the client requires too much of your time compared to how much they're paying you, or you're constantly stressed. Even if the project pays the bills but comes with scope creep, endless revisions, or a client who doesn't respect your boundaries, it's not worth it. Try to replace the client with a better one as soon as you can.

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2. The work strengthens your portfolio

Your portfolio is one of the marketing tools you have. It's proof of your capabilities, and future clients hire based on the work you've done.

Strategic portfolio building means taking projects that showcase the skills and industries you want to be known for, even if they don't pay premium rates. I took on a project that I knew was going to be difficult. But it was short-term and a huge addition to my portfolio, so it was worth the (temporary) pain.

If a project is good for your portfolio, it's ok to take work below your normal rate. A strong portfolio and testimonials will attract the future clients you want. Think of the project as an investment. A single well-placed case study, for example, can open a lot of doors to higher-paying opportunities down the road.

3. The client is well-connected in your target industry

One well-connected client can open doors in ways that cold pitching never will. Referral partnerships, for example, convert at a rate of 58%, compared to 3% for cold outreach.

When I talk about "well-connected," I mean actual industry influence. Not follower count. Someone with 500 LinkedIn connections who's deeply embedded in your target niche will be more valuable than a social media personality. The social media personality might be good for your portfolio, as social proof, but that's not the same as actually getting new business through referrals.

When a client refers you, you've already passed the first hurdle in the prospective client's eyes: trust. If they trust the referrer, they'll assume you do good work. It's just a matter of budget and the specific project they're working on. I've had clients refer me over and over again because they had a good experience with me.

4. The project helps you develop skills or deepen your niche expertise

Some projects are investments in your future skills and market positioning. Learning on the job (while also getting paid!) is infinitely better than learning through unpaid courses and tutorials. Plus, there's always an element of "theoretical" rather than reality in any course or tutorial. The best experiences a hands-on.

If you want expand your services, you need real project experience. You can't claim expertise in something you've never actually done for a client. Sometimes you might need to take on a project at a lower rate or that requires more hours to get that initial experience. That way, you can say, "I've done this" in the future.

A word of caution: Don't take on work that's so far outside your skillset that you can't deliver. The sweet spot is work that stretches you in a good way. Not work that sets you up to fail and damages your reputation. A bad project does nothing for your ability to get future work for the same service.

5. You're genuinely excited about the work

Enthusiasm for a project often translates to better work, even when the compensation isn't exactly what you want. Ideally, you're getting paid the rate you want, but it's also ok to take on work that excites you. When you care about the outcome, your creativity flows more freely. The quality shines through, and that benefits you and the client.

These types of projects also matter a lot for burnout prevention. If every project in your pipeline is "pay the bills" work, you're going to burn out (or get bored). Saying "yes" to passion projects is one of the best benefits of working for yourself.

You know the feeling. Your face lights up with excitement when you talk to the prospective client. You can't wait to send a proposal. You say, "I'd love to work with you on this" — and mean it.

But don't let every exciting project undercut your rates. If you have to work at a lower rate to take on these projects, it's ok to do that once in a while (unless money isn't your primary goal for working for yourself). A solopreneur who genuinely cares about the work delivers more value than someone just going through the motions. That's worth something to your clients.

Common mistakes solopreneurs make when evaluating projects

• Saying yes to every project without considering other factors
• Undervaluing portfolio-building work that could attract better clients later
• Chasing high-paying projects that drain your energy and aren't sustainable
• Taking on work too far outside your skillset just because you want to learn something new
• Failing to recognize the long-term value of well-connected clients

Knowing when to say no is just as important

Understanding what makes a good "yes" also means recognizing when the answer should be "no." Remember, every "yes" is a "no" to something else. A "yes" means a "no" to another project, your personal time, or the energy you'd need for other parts of your business.

Building a sustainable business means being selective. Your goal should be to fill your calendar with a combination of work that pays well and work that meets some other criteria that makes sense for your business.

Saying both "yes" and "no" takes confidence in your decision-making skills. That confidence is what separates solopreneurs who are constantly scrambling from those who are building something that lasts.

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