How do freelancers get clients, and is it hard to earn good money?

"Covers seller level requirements, gig ranking factors, the 20% platform fee, review manipulation risks, buyer communication expectations, and what income new Fiverr sellers realistically earn in their first 3–12 months across design, writing, video editing, and programming gig categories."

"Platform economy workers are typically classified as independent contractors or self-employed, a designation that exempts platforms from providing traditional labor protections such as minimum wage, sick leave, and other standards."

"The platform ecosystem has introduced two primary types of jobs: on-demand work, which involves offline tasks such as cleaning, and crowdwork, where tasks are performed virtually."

"Dominant platforms frequently use exclusivity agreements to lock in users and merchants. While these practices increase profitability for the platforms, they limit consumer choice, stifle competition, and create inefficiencies."

"In addition, critics argue that platforms contribute to market concentration and increase inequality."

"Under this pricing structure, talent are charged a service fee for each contract ranging from 0 % to 15 % of their earnings, depending on platform-specific supply and demand factors, such as project type, job availability, and client demand."

"GSV (1) was $987.1 million, approximately flat year-over-year"

"For contracts formed prior to May 2025, the Company continues to charge a flat talent service fee of 10 %."

"Research shows, however, that reputation systems tend to create winner-takes-all dynamics, in which differences in candidates’ reputations become disconnected from differences in their objective abilities."

"Active clients (1) of 784,000"

"Upwork’s online freelance market involves 8,000,000 freelancers and more than 2,500,000 businesses, with approximately 152,000 core active clients that are spending at least $5,000 on contracts per year3."

"The applicable service fee is disclosed at contract inception and remains fixed for the duration of the contract."

"over the last 5 years, the number of Americans who have freelanced in the past year has risen to 56.7 million, [54]"

"GSV from AI-related work increased more than 40% year-over-year in Q1 2026."

"Marketplace revenue is primarily generated from talent service fees paid by talent as a percentage of the total amount talent charges clients for services accessed on the Upwork Marketplace and client marketplace fees."

"39% of active clients on Business Plus in Q1 2026 were net-new customers to Upwork."

"Hiring on OLMs can also occur directly without a call for bids, yet in most cases, it takes place via an auction (specifically buyer-determined reverse auctions)."

"Findings highlight how digital labor platforms reinforce and exacerbate identity-based stereotypes, bias and expectations in online freelance work."

"We define an active client as a client that has had spend activity on any Upwork platform or other workforce solution during the 12 months preceding the date of measurement."

"This was a dynamic first quarter, where we delivered strong profitability while navigating a challenging demand environment,"

"they segment the online workforce into core and periphery—those whose success is driven by their high platform reputation and those who are left to compete for poorly paid projects or fail to obtain projects altogether."

"We show that occupational context structures workers’ capacity to interpret and navigate platformic management, shaping distinct experiences across four dimensions of platform work: self-presentation, flexibility, skilling, and platform work sustainability."

"We found that new freelancers engage in self-directed socialization as they proactively seek support not directly provided by the platform or their clients."

"This support helps them resolve professional identity ambiguity, learn platform work self-management, build credibility, and overcome self-doubt in their new careers."

"Our findings suggest opportunities to support new forms of socialization and mentorship to address disparities in access to networks, resources, and knowledge needed to successfully begin an online freelance career."

"tackle the $1.3 trillion market opportunity for flexible digital knowledge work"

"Under this variable pricing structure, talent on the Upwork Marketplace are charged a fixed fee for each contract ranging from 0% to 15% of their earnings, depending on platform-specific supply and demand factors, such as project type, job availability, and client demand."

"GSV from AI-related work surpassed $300 million on an annualized basis in Q4 2025, up more than 50% from the prior year."

"For contracts formed prior to May 2025, we maintain a flat talent service fee of 10% for talent working with clients on the Upwork Marketplace."

"found that demand for top AI-enabled skills more than doubled year-over-year in 2025, and that hiring for human expertise remains strong across work categories"

"Under this variable pricing structure, talent on the Upwork Marketplace are charged a fixed fee for each contract ranging from 0% to 15% of their earnings, depending on platform-specific supply and demand factors, such as project type, job availability, and client demand."

"From the information collected in the pilot, we find that the share of women applicants indeed increases when jobs pay more or are more flexible."

"We charge a client marketplace fee of 5% on each transaction—or 3% if paid via ACH for eligible clients."

"which boosted spend per client"

"For contracts formed prior to May 2025, the Company continues to charge a flat talent service fee of 10%."

"online freelancer platforms that serve either a diverse range of skill categories, such as Fiverr, Guru, and Freelancer.com, or specific skill categories;"

"With access to professionals spanning more than 10,000 skills across AI & machine learning, software development, sales & marketing, customer support, finance & accounting, and more"

"In addition, well-established internet companies, social media platforms, and businesses that operate driving, delivery, and other commoditized marketplaces, have entered or may decide to enter our market segment."

"companies offering AI agents and tools that automate specific job functions, workflows, or knowledge work tasks;"

"Connects, which are virtual tokens required for talent to bid on projects and purchase ads products on the Upwork Marketplace"