Freelancing is your first step, not your destination

The path beyond freelancing

Muzamil opens by exploring how freelancing has evolved as an income source for Pakistanis, introducing Hisham Sarwar, a digital marketer and educator who shaped the careers of 1.5 million students through the DigiSkills platform. Hisham’s journey predates the modern freelancing platforms most people associate with online work today.

Starting before the platforms

Hisham founded InfoMist in 1997 and has been self-employed since 1998, making him one of Pakistan’s earliest digital entrepreneurs. “I’ve been doing this since 1998,” he tells Muzamil, reflecting on a career that began when Google was still new and Facebook did not exist. He remembers creating Flash websites and winning international awards at a time when the internet felt like the frontier of human creativity. Back then, there was a spark in Pakistan’s tech scene. “There were software competitions in Marriott,” Hisham recalls. “There was a kind of vibe that you thought that the sky is the limit.”

The DigiSkills breakthrough

When Hisham’s online teaching caught the attention of government officials through Facebook, they invited him to lead DigiSkills training. His condition was unconventional. “My condition was this. I will charge you. The world will be free,” he recalls. He trained 1.5 million students, most of them learning freelancing as a mandatory course, with optional specializations for those who returned for deeper training. This massive scale of free education set Hisham apart from others in the space and reflected his philosophy of giving back to the community.

Why retention beats constant bidding

Muzamil and Hisham discuss the trap many freelancers fall into: always bidding for new work instead of nurturing existing clients. Hisham explains that his clientele comes through social media, with some work routed through platforms like Guru.com, but the real strategy is different. “I believe in client retention,” he says, “because if you have a good client who is working with you years and years, if you have kept them happy, if they are satisfied, the satisfied customer always comes back to you with more work.” Not only do they return, he adds, but they bring higher-value projects and refer new clients. “Sales begins after closing,” Hisham emphasizes. The actual work of relationship-building happens after the contract is signed.

The pricing trap

Pakistanis competing on low prices is a structural problem. When Muzamil asks how freelancing is going, Hisham’s answer is stark: Pakistan sees 500 bids per project, but the quality delivered remains inconsistent. His vision is different. Instead of glorifying 100-dollar freelance gigs, Hisham wants to see Pakistanis earning 5,000, 25,000, or 50,000 dollars per project. The country has crossed 180 million dollars in freelance earnings, but “when the whole Pakistan is not going to 50,000, 1,000,000, then we’re not looking at a fundamental shift in our GDP,” he argues.

Freelancing is just the beginning

Muzamil pushes on a question that matters: what comes after freelancing? Hisham’s philosophy is clear. Freelancing is a baby step. “Take a first step and then grow,” he tells Muzamil. “You should have multiple sources of income.” As Warren Buffett says, if you are surviving on one income source, you are always close to poverty. Hisham’s vision involves a natural progression. A designer starts freelancing, then opens e-commerce, launches YouTube, begins blogging, and makes strategic investments. Each success story he highlights moved beyond freelancing into software houses, digital agencies, or content platforms.

The homework principle

When Muzamil asks about the scams and rip-offs Hisham has encountered in his community, Hisham emphasizes the 80/20 principle. Before spending money on courses, do 80 percent of your homework. Explore, learn, and build your communication skills first. Communication skill matters more than technical skill when pitching to clients. This flies in the face of the hype around paid courses and quick certifications that promise overnight success.

The future ahead

The conversation closes with hope. More players are entering the space, which means more scams but also more opportunity. Evolution is inevitable. As Muzamil thanks Hisham and invites him back, they both recognize that Pakistan’s freelancing industry is still in its infancy, with massive potential but also a long road ahead toward building sustainable, high-value businesses.