Freelance Empire — Complete Solo Business Operating System

---

name: Freelance Empire

slug: afrexai-freelance-empire

description: Complete freelance business operating system — from first client to six-figure solo business. Covers positioning, pricing, proposals, client management, finances, scaling, and the transition from side-hustle to full-time. Use when starting freelancing, raising rates, managing clients, building recurring revenue, or scaling beyond trading hours for dollars.

triggers:

- freelance

- freelancing

- freelance business

- freelance pricing

- freelance proposal

- client management

- solo business

- solopreneur

- independent consultant

- freelance rates

- side hustle

- consulting business

- going independent

- freelance to agency

- raise rates

---

# Freelance Empire — Complete Solo Business Operating System

> From first client to six-figure solo business. Every framework, template, and playbook you need.

---

Phase 1: Foundation — Who You Are and Who You Serve

Before you chase clients, define what you're selling and to whom. Generalists compete on price. Specialists compete on value.

Positioning Statement

Fill in every field. If you can't, you're not ready to charge premium rates.

positioning:
  what_i_do: "[specific service — not 'web development' but 'conversion-optimized Shopify stores for DTC brands']"
  who_i_serve: "[specific niche — industry, company size, stage, geography]"
  problem_i_solve: "[the expensive pain — quantify if possible]"
  why_me: "[unique angle — methodology, background, tool mastery, domain expertise]"
  proof: "[best result, number of clients, years of experience, notable logos]"
  anti_clients: "[who you DON'T serve — equally important]"

Niche Selection Scorecard

Rate each potential niche 1-5:

| Factor | Score (1-5) | Notes |

|--------|-------------|-------|

| **Demand** — Are people actively paying for this? | | Search job boards, Upwork, LinkedIn |

| **Willingness to pay** — Can they afford premium rates? | | B2B > B2C, funded > bootstrapped |

| **Your credibility** — Can you prove competence? | | Portfolio, case studies, testimonials |

| **Enjoyment** — Will you still want to do this in 2 years? | | Burnout kills more freelancers than bad markets |

| **Referral density** — Do clients in this niche know each other? | | Conference networks, Slack groups, associations |

| **Repeat potential** — Will they need you again? | | Retainer-friendly > one-and-done |

**Threshold:** Score ≥ 20/30 to proceed. Below 20 = pick a different niche.

Service Packaging (3-Tier Model)

Never sell "hours." Sell outcomes in packages.

packages:
  starter:
    name: "[Descriptive name — e.g., 'Launch Package']"
    price: "$[X]"
    includes:
      - "[Deliverable 1 with specific scope]"
      - "[Deliverable 2]"
      - "[X rounds of revision]"
    timeline: "[X days/weeks]"
    best_for: "[Client type — budget-conscious, testing the waters]"

  professional:
    name: "[e.g., 'Growth Package']"
    price: "$[X — 2-3x starter]"
    includes:
      - "[Everything in Starter plus...]"
      - "[Additional deliverable]"
      - "[Strategy component]"
      - "[X rounds of revision]"
    timeline: "[X days/weeks]"
    best_for: "[Serious clients, most popular — mark as RECOMMENDED]"

  premium:
    name: "[e.g., 'Scale Package']"
    price: "$[X — 2-3x professional]"
    includes:
      - "[Everything in Professional plus...]"
      - "[Ongoing support/retainer element]"
      - "[VIP access / priority]"
      - "[Unlimited revisions within scope]"
    timeline: "[X days/weeks]"
    best_for: "[High-value clients wanting comprehensive solution]"

**Decoy effect:** The middle tier should be the obvious best value. Price the top tier to make the middle feel reasonable.

---

Phase 2: Pricing — Stop Trading Hours for Dollars

Pricing Methods (Use All Three, Then Choose)

**1. Cost-Plus (Your Floor)**

Annual income target: $___
÷ 1,200 billable hours (realistic, not 2,080)
× 1.30 (30% overhead: software, taxes, insurance, sick days, admin)
= Minimum hourly rate: $___

Why 1,200 not 2,000: You'll spend 40% of time on sales, admin, learning, marketing. If you bill 2,000 hours, you have no business — you have a poorly-paid job.

**2. Market Rate (Your Anchor)**

Research what others charge:

| Experience | Typical Multiplier vs Employed Rate |

|-----------|-------------------------------------|

| 0-2 years | 0.8-1.0× |

| 2-5 years | 1.0-1.5× |

| 5-10 years | 1.5-2.5× |

| 10+ years / specialist | 2.0-4.0× |

**3. Value-Based (Your Target)**

Formula: `(Client's expected gain from your work) × 10-20% = your fee`

Example: Your Shopify optimization will increase their revenue by ~$200K/year → charge $20K-40K, not $5K based on hours.

Rate Increase Playbook

| Signal | Action |

|--------|--------|

| Closing >70% of proposals | Raise rates 15-25% immediately |

| Fully booked 4+ weeks out | Raise rates 20-30% |

| Haven't raised in 6 months | Raise 10% minimum |

| Losing proposals on price | DON'T lower — improve positioning instead |

| Client says "that's cheap" | You left 2-3x on the table |

**Rate increase script for existing clients:**

> "Starting [date, 30+ days out], my rate for [service] will be [new rate]. This reflects [reason: increased expertise/market rates/expanded scope]. For existing clients, I'm happy to lock in the current rate for [X more months] if you'd like to prepay or extend our agreement. I value our work together and want to make sure you have plenty of notice."

Pricing Red Lines

Never:

---

Phase 3: Finding Clients — The Acquisition Engine

Channel Effectiveness Matrix

| Channel | Time to First Client | Cost | Quality | Scalability |

|---------|---------------------|------|---------|-------------|

| **Warm network** (friends, ex-colleagues, LinkedIn) | 1-2 weeks | Free | ★★★★★ | Low |

| **Referrals** from existing clients | Ongoing | Free | ★★★★★ | Medium |

| **Content marketing** (blog, Twitter, LinkedIn posts) | 2-6 months | Time | ★★★★ | High |

| **Freelance platforms** (Upwork, Toptal) | 1-4 weeks | 10-20% fee | ★★★ | Medium |

| **Cold outreach** (email, DM) | 2-8 weeks | Time | ★★★ | Medium |

| **Communities** (Slack, Discord, forums) | 1-3 months | Time | ★★★★ | Medium |

| **Partnerships** (agencies, complementary freelancers) | 1-3 months | Rev share | ★★★★ | High |

The "First 10 Clients" Playbook

**Week 1-2: Warm outreach**

1. List 50 people who know your work (ex-colleagues, managers, friends in business)

2. Send personal message (NOT mass blast):

> "Hey [Name], I've gone freelance doing [specific thing] for [specific niche]. If you know anyone who needs [outcome], I'd appreciate an intro. Here's my site/portfolio: [link]"

3. Post on LinkedIn (1 post, not daily spam):

> "I'm now available for freelance [service] work. Specializing in [niche]. [1-2 sentence proof point]. DMs open or email [address]."

**Week 3-4: Platform setup**

4. Create profiles on 2 platforms maximum (Upwork + one niche platform)

5. Submit 3-5 proposals per day (quality > quantity)

6. Accept 1-2 below-rate projects to build reviews (strategic investment, not habit)

**Week 5-8: Content + community**

7. Write 2 articles about your specialty (your blog or Medium)

8. Answer 10 questions in relevant communities (Reddit, Stack Overflow, niche Slacks)

9. Reach out to 3 agencies or complementary freelancers for referral partnerships

**Month 3+: Referral engine**

10. Ask every happy client: "Know anyone else who needs [result]?"

Proposal Template (Win Rate 30%+)

proposal:
  subject: "[Specific outcome] for [Company] — [Your Name]"

  sections:
    hook:
      content: |
        [Reference something specific about their business/problem.
        Show you've done research — mention a specific page, product, or metric.
        1-2 sentences maximum.]

    understanding:
      content: |
        [Restate their problem in your own words.
        Show you understand the BUSINESS impact, not just the technical need.
        "This is costing you roughly $X/month in..." or "This is blocking your ability to..."]

    approach:
      content: |
        [Your specific plan, broken into 2-4 phases.
        Each phase: what you'll do, what they'll receive, timeline.
        Be specific enough to show competence, vague enough to leave room.]

    proof:
      content: |
        [1-2 relevant case studies or results.
        Format: "For [similar client], I [did X] which resulted in [measurable outcome]."
        Link to portfolio piece if available.]

    investment:
      content: |
        [Present 2-3 options (packages from Phase 1).
        Recommend the middle option explicitly.
        Include what's NOT included to set scope boundaries.]

    next_step:
      content: |
        [One clear CTA. "Shall we do a 20-minute call this week to align?"
        Include your calendar link.
        Create mild urgency: "I have availability starting [date]."]

  rules:
    - Maximum 400 words (they won't read more)
    - Personalize the first 2 sentences (generic = trash)
    - Never mention your rate per hour
    - Never say "I'd love to" or "I'd be happy to" — just propose
    - Attach 1 relevant sample (not your entire portfolio)
    - Follow up once at 3 days, once at 7 days, then stop

---

Phase 4: Client Management — The Operating System

Client Onboarding Checklist (First 48 Hours)

onboarding:
  before_kickoff:
    - [ ] Contract signed (ALWAYS before any work)
    - [ ] Deposit received (minimum 30%, ideally 50%)
    - [ ] Scope document shared and acknowledged
    - [ ] Communication channel established (email, Slack, project tool)
    - [ ] Meeting cadence agreed (weekly check-in recommended)
    - [ ] Access/assets received (logins, brand guide, content, etc.)
    - [ ] Timeline with milestones shared
    - [ ] Point of contact confirmed (one person, not a committee)

  kickoff_meeting:
    duration: "30-45 minutes"
    agenda:
      - Confirm objectives and success metrics
      - Walk through timeline and milestones
      - Clarify revision/feedback process
      - Establish emergency contact protocol
      - Set expectations for response times (both sides)

  after_kickoff:
    - [ ] Meeting notes sent within 2 hours
    - [ ] First milestone deadline confirmed
    - [ ] Project tracker created (Notion, Trello, or your tool)

Communication Rules

| Situation | Response Time | Channel |

|-----------|--------------|---------|

| General questions | Within 24 hours (business days) | Email/project tool |

| Feedback on deliverables | Within 4 hours during business hours | Email/project tool |

| Emergency (site down, launch blocker) | Within 1 hour | Phone/text |

| Scope change request | Within 24 hours with assessment | Email (documented) |

**Weekly update template:**

Subject: [Project] — Week [X] Update

✅ Completed this week:
- [Deliverable/milestone]
- [Deliverable/milestone]

🔄 In progress:
- [Task] — expected by [date]

⚠️ Needs your input:
- [Question/decision needed] — by [date] to stay on track

📅 Next week:
- [Planned work]

🚦 Status: [On Track / At Risk / Blocked]

Scope Creep Defense System

**Classification:**

| Type | Example | Response |

|------|---------|----------|

| **Clarification** | "Can you make the logo slightly bigger?" | Do it. This is normal. |

| **Minor addition** | "Can you also add a contact form?" | "Sure — I'll add that for $[X] or we can swap it for [existing deliverable]." |

| **Major addition** | "Actually, we also need a mobile app." | "I'd love to help with that. Let me scope it as a Phase 2 project with its own timeline and budget." |

| **Scope shift** | "Actually, forget the website. Build us a SaaS instead." | "That's a fundamentally different project. Let's revisit the brief and I'll provide a new proposal." |

**Magic phrase:** "I can absolutely do that. It's outside our current scope, so let me put together a quick estimate for the additional work."

Never say "no" to scope creep — say "yes, and here's what that costs."

Difficult Client Playbook

**The Ghost** (disappears for weeks, then wants everything NOW):

**The Everything-Is-Urgent Client:**

**The Revision Loop:**

**The Non-Payer:**

---

Phase 5: Contracts — Protect Yourself

Minimum Contract Clauses

Every freelance contract MUST include:

contract_essentials:
  scope:
    - Specific deliverables (list each one)
    - What's explicitly NOT included
    - Number of revision rounds

  payment:
    - Total fee or rate
    - Payment schedule (50% upfront + 50% on delivery, or milestone-based)
    - Payment method and terms (Net 15 recommended, Net 30 maximum)
    - Late payment fee (1.5% per month is standard)
    - Kill fee (if they cancel: keep deposit + pay for completed work)

  timeline:
    - Start date (contingent on deposit received)
    - Milestone dates
    - Final delivery date
    - "Timeline contingent on timely client feedback"

  ip_and_ownership:
    - Work product transfers to client UPON FINAL PAYMENT (not before)
    - You retain right to use in portfolio (unless NDA)
    - You retain ownership of pre-existing tools/frameworks/templates

  termination:
    - Either party can terminate with 14 days written notice
    - Client pays for all completed work plus kill fee
    - You deliver all completed work upon payment

  liability:
    - Cap liability at total contract value
    - No consequential damages
    - Client responsible for content accuracy (legal, copyright)

  other:
    - Confidentiality / NDA terms
    - Non-solicitation (they can't hire your subs directly)
    - Dispute resolution (mediation before litigation)
    - Governing law (your state/country)

**Rule:** No contract = no work. Ever. Not even for friends. ESPECIALLY not for friends.

---

Phase 6: Finances — Run It Like a Business

Freelance Financial Dashboard

Track monthly:

finances:
  revenue:
    gross_income: "$___"
    by_client:
      - client: "[Name]"
        amount: "$___"
        type: "project | retainer | hourly"
    revenue_concentration: "___%" # Largest client as % of total — danger >40%

  expenses:
    software_tools: "$___"
    marketing: "$___"
    education: "$___"
    insurance: "$___"
    office_coworking: "$___"
    contractor_help: "$___"
    total_expenses: "$___"

  profit:
    gross_profit: "$___"
    tax_reserve: "$___ (set aside 25-35% depending on country)"
    net_take_home: "$___"
    effective_hourly: "$___ (net ÷ total hours worked)"

  health:
    months_runway: "___" # Cash reserves ÷ monthly expenses
    pipeline_value: "$___" # Proposals sent, probability-weighted
    invoices_outstanding: "$___"
    avg_days_to_payment: "___"

Financial Rules

1. **Emergency fund:** 3-6 months expenses BEFORE going full-time freelance

2. **Tax reserve:** Transfer 30% of every payment to a separate account immediately

3. **Revenue concentration:** No single client >40% of income (if they leave, you're in trouble)

4. **Quarterly taxes:** Pay estimated taxes quarterly (US: Apr 15, Jun 15, Sep 15, Jan 15)

5. **Separate accounts:** Business checking + business savings + tax reserve — never mix with personal

6. **Invoice immediately:** Send invoice the day work is delivered, not "when you get around to it"

7. **Track everything:** Every expense, every hour, every invoice — from day one

Retainer Model (Recurring Revenue)

The path from feast/famine to predictable income:

retainer:
  types:
    bucket_hours:
      description: "X hours/month at discounted rate"
      best_for: "Ongoing maintenance, support, small tasks"
      pricing: "10-15% discount vs project rate"
      risk: "Unused hours — set 'use it or lose it' policy"

    fixed_scope:
      description: "Defined deliverables each month"
      best_for: "Content, social media, reporting"
      pricing: "Value-based, not hourly"
      risk: "Scope creep within 'fixed' scope"

    strategic_advisory:
      description: "Access to your expertise, X calls/month"
      best_for: "Experienced specialists, strategy work"
      pricing: "Premium — 2-3x hourly equivalent"
      risk: "Client expects unlimited access"

  rules:
    - Minimum 3-month commitment (no month-to-month to start)
    - Payment in advance (1st of month, not arrears)
    - Annual prepay discount: 10-15% (improves cash flow)
    - Review and adjust scope/price every 6 months
    - Rollover policy: max 20% hours roll to next month, then expire

---

Phase 7: Scaling — Beyond Trading Time for Money

The Freelancer's Growth Ladder

| Stage | Revenue | Model | Key Challenge |

|-------|---------|-------|---------------|

| **1. Hustler** | $0-50K | Hourly/project, any client | Finding enough work |

| **2. Specialist** | $50-100K | Packaged services, niche | Saying no to bad-fit work |

| **3. Expert** | $100-200K | Value-based, retainers | Time ceiling (you're maxed) |

| **4. Leveraged** | $200K+ | Team, products, passive | Managing others / systems |

Breaking the Time Ceiling (Stage 3 → 4)

When you're fully booked at premium rates, you've hit the ceiling. Options:

**1. Subcontract (Agency-Lite)**

**2. Productize a Service**

**3. Create Digital Products**

**4. Build a Team (True Agency)**

Productized Service Template

productized_service:
  name: "[Clear, outcome-focused name]"
  tagline: "[One sentence — what they get]"
  price: "$[fixed price]"
  turnaround: "[X business days]"
  
  what_they_get:
    - "[Specific deliverable 1]"
    - "[Specific deliverable 2]"
    - "[Specific deliverable 3]"
  
  process:
    - step: "Order + onboarding form"
      time: "Day 1"
    - step: "[Your work]"
      time: "Day 2-[X]"
    - step: "Delivery + 1 round of revisions"
      time: "Day [X+1]"
  
  what_they_need_to_provide:
    - "[Input 1 — access, brief, assets]"
    - "[Input 2]"
  
  whats_not_included:
    - "[Exclusion 1 — available as add-on for $X]"
    - "[Exclusion 2]"

---

Phase 8: Platform Mastery — Winning on Upwork, Toptal & Co

Platform Comparison

| Platform | Fee | Best For | Minimum Experience |

|----------|-----|----------|-------------------|

| **Upwork** | 10% | Generalists + specialists, long-term contracts | Any |

| **Toptal** | 0% (client pays) | Premium developers, designers, PMs | 3+ years, rigorous screening |

| **Fiverr** | 20% | Productized services, quick gigs | Any |

| **Freelancer.com** | 10% | Budget clients, contests | Any |

| **99designs** | ~50% | Design contests (avoid — spec work) | Any |

| **LinkedIn ProFinder** | Free | B2B consulting, professional services | 3+ years |

Upwork Profile Optimization

**Title:** "[Specific Skill] | [Niche] | [Result]"

**Overview structure:**

1. Opening hook — your best result in one sentence

2. Who you help (niche)

3. What you do (services, 3-5 bullets)

4. Proof (numbers, client names if allowed, years)

5. CTA — "Message me about [specific project type]"

**Portfolio:** 4-6 pieces maximum. Quality over quantity. Each with: problem → your approach → measurable result.

Proposal Rules (All Platforms)

1. Reference something specific from the job post (first sentence)

2. Restate their problem in your words (show understanding)

3. Propose a specific approach (not "I can do this")

4. Include one relevant result/case study

5. Keep under 200 words

6. Ask one smart question (shows expertise, opens dialogue)

7. Never start with "Dear Hiring Manager" or "I am a..."

---

Phase 9: Legal & Tax Essentials

Business Structure Decision

| Structure | Best For | Liability Protection | Tax Complexity |

|-----------|----------|---------------------|----------------|

| **Sole Proprietor** | Testing the waters, <$50K | None | Simple |

| **LLC (US) / Ltd (UK)** | Established, >$50K | Yes | Moderate |

| **S-Corp (US)** | >$80K, save on self-employment tax | Yes | Complex |

**Rule:** Form an LLC/Ltd once you're consistently earning >$50K/year. The liability protection alone is worth it.

Tax Deductions Checklist

Track these from day one (save 20-40% on taxes):

Insurance Checklist

---

Phase 10: Wellness — The Freelancer's Biggest Risk

Burnout Prevention System

| Signal | Severity | Action |

|--------|----------|--------|

| Working 50+ hours/week for 3+ weeks | ⚠️ | Reduce to 40, raise rates to compensate |

| Dreading client calls | ⚠️ | Identify which client — fire or restructure |

| Saying yes to everything | 🔴 | Immediately implement "48-hour rule" (sleep on every new request) |

| No time off in 60+ days | 🔴 | Block 3-5 days off, tell clients in advance |

| Physical symptoms (headaches, insomnia, anxiety) | 🔴 | Take a week off. Not negotiable. Business survives. |

Sustainable Rhythms

weekly_rhythm:
  monday: "Planning, proposals, admin (no client work)"
  tuesday_wednesday: "Deep work — primary deliverables"
  thursday: "Client calls, reviews, feedback"
  friday: "Marketing, learning, overflow (half day if possible)"
  weekend: "OFF. Truly off. No 'quick emails.'"

daily_rhythm:
  morning: "Deep work (2-4 hours, no calls, no email)"
  midday: "Calls, collaboration, quick tasks"
  afternoon: "Admin, email, planning tomorrow"
  hard_stop: "6 PM (or your chosen time) — same time every day"

Isolation Antidotes

Freelancing is lonely. Budget for:

---

Phase 11: Metrics — Know Your Numbers

Weekly Dashboard

weekly_metrics:
  revenue:
    invoiced_this_week: "$___"
    collected_this_week: "$___"
    pipeline_proposals: "$___ (probability-weighted)"

  time:
    billable_hours: "___"
    total_hours: "___"
    utilization: "___%" # Target: 60-70% (yes, really — admin and sales are real work)

  clients:
    active_projects: "___"
    proposals_sent: "___"
    proposals_won: "___"
    win_rate: "___%" # Target: 25-40%

  health:
    largest_client_pct: "___%" # Danger: >40%
    avg_project_value: "$___"
    avg_days_to_payment: "___"
    satisfaction: "___/10" # Honest self-assessment

Quarterly Review

Every 90 days, answer honestly:

1. **Revenue:** Am I on track for my annual target? If not, why?

2. **Rates:** Should I raise? (If win rate >40%, YES)

3. **Clients:** Which clients should I fire? (Low pay, high stress, bad fit)

4. **Niche:** Is my positioning working? Am I attracting the right clients?

5. **Scalability:** What's my biggest bottleneck? How do I remove it?

6. **Wellness:** Am I sustainable? What needs to change?

7. **Skills:** What should I learn in the next 90 days to increase my value?

---

Phase 12: The Full-Time Leap

Readiness Checklist

Don't quit your job until ALL are true:

Transition Timeline

transition:
  months_1_3:
    label: "Side Hustle Phase"
    actions:
      - Build portfolio (3-5 pieces minimum)
      - Land 2-3 clients on evenings/weekends
      - Set up business basics (LLC, bank account, invoicing)
      - Start tracking all income/expenses

  months_4_6:
    label: "Validation Phase"
    actions:
      - Consistently earning from freelance work
      - Win rate on proposals improving
      - Starting to turn down low-fit work
      - Building referral network

  months_7_9:
    label: "Ramp Phase"
    actions:
      - Freelance income approaching 50%+ of salary
      - Pipeline generating inbound leads
      - Retainer clients secured (recurring revenue)
      - Set a firm quit date

  month_10_plus:
    label: "Launch"
    actions:
      - Give notice (2-4 weeks, leave professionally)
      - Immediately fill calendar with freelance work
      - First 90 days: overdeliver everything, build reputation
      - NO lifestyle inflation for first 12 months

---

Quick Reference — Natural Language Commands

| Command | What It Does |

|---------|-------------|

| "Help me find my niche" | Run niche selection scorecard |

| "Create my service packages" | Build 3-tier package structure |

| "Calculate my rate" | Cost-plus + market + value-based pricing |

| "Write a proposal for [project]" | Generate customized proposal |

| "Onboard new client [name]" | Run onboarding checklist |

| "Handle scope creep from [client]" | Classify and generate response |

| "Review my finances" | Build monthly financial dashboard |

| "Quarterly review" | Run 7-question business health check |

| "Should I raise my rates?" | Analyze signals and recommend |

| "Am I ready to go full-time?" | Run readiness checklist |

| "Help with [difficult client type]" | Pull playbook for that scenario |

| "Set up a retainer proposal" | Generate retainer model with pricing |

---

100-Point Quality Scoring Rubric

| Dimension | Weight | Criteria |

|-----------|--------|----------|

| **Positioning clarity** | 15% | Niche defined, anti-clients identified, unique angle articulated |

| **Pricing confidence** | 15% | Value-based pricing, rate increase history, no chronic underbidding |

| **Client acquisition** | 15% | Multiple channels active, pipeline healthy, win rate tracked |

| **Client management** | 15% | Onboarding process, communication cadence, scope control |

| **Financial health** | 15% | Revenue diversified, tax compliant, emergency fund, expenses tracked |

| **Legal protection** | 10% | Contracts for all work, LLC/Ltd formed, insurance active |

| **Scalability** | 10% | Retainer revenue, productized services, delegation started |

| **Sustainability** | 5% | Work-life boundaries, burnout prevention, social connection |

**Score 0-49:** Survival mode — focus on clients and contracts first.

**Score 50-69:** Growing — systemize what's working, raise rates.

**Score 70-84:** Thriving — optimize for leverage and recurring revenue.

**Score 85-100:** Empire — you've built a real business, not a job.

---

*Built by [AfrexAI](https://afrexai-cto.github.io/context-packs/) — AI-powered business tools that actually work.*