Last updated: January 2026
In this article: When Working for Free Makes Sense | Gary Vaynerchuk’s Take | Questions to Ask First | When to Say No | How to Structure Unpaid Work | FAQs
You want to get paid what you’re worth. That makes sense. But sometimes turning down unpaid work can be more detrimental to your career than you’d think—and sometimes accepting it is a mistake.
The difference comes down to whether the opportunity builds your value and increases your exposure, or simply exploits your time. Here’s how to tell the difference.
When Working for Free Can Make Sense
Unpaid work isn’t inherently good or bad—it depends entirely on what you get in return. Consider working for free when:
- You’re building a portfolio from scratch — If you have no clips, no samples, and no experience, strategic free work can give you something to show
- You’re changing careers — Pro bono projects in your target field can help you gain skills and credibility
- The exposure is genuinely valuable — A byline in a major publication or work for a high-profile client can open doors
- You’ll learn skills you can’t get elsewhere — Working under an expert mentor or on sophisticated projects
- It’s a clear path to paid work — Internships or trial projects with a realistic chance of becoming paid positions
- You’re unemployed and networking — Volunteering keeps your skills sharp and puts you in front of potential employers
Gary Vaynerchuk on Strategic Free Work
Gary Vaynerchuk—entrepreneur, author, and founder of VaynerMedia—has built a career on hustle and strategic thinking. In his book #AskGaryVee: One Entrepreneur’s Take on Leadership, Social Media, and Self-Awareness, he addresses when working for free makes sense.
When You’re Unemployed
If you’ve been job searching without success, Vaynerchuk argues that pro bono work beats sitting idle:
“Don’t want to work for free? Well, it seems to me that if you’ve been struggling to get a job for three or four months, it’s a lot more productive than sitting around doing nothing. I mean, who’s paying you to do that?
Take a pro bono half day in a place where you can pick up skills, network, learn your craft, and get an employer’s attention (or at least guilt her into recommending you to someone else). Unless you are literally sending out résumés and interviewing eighteen hours straight per day, you’ve got time to volunteer your professional talent somewhere. Find a place where you think you can make doors open, and put your skills into action.”
When You’re Changing Careers
For career changers, Vaynerchuk sees free work as a way to gain experience and mentorship:
“The best way to become something is to do the work required to become something. Sell, sell, sell. Figure out what it takes to provide value. Learn how to communicate your value proposition. Engage with your customers. Find mentors.
Go work for free and under people who can show you the ropes and serve as that point of contact when you need it. Learn the hustle and taste the game. Put yourself in the position to win.”
5 Questions to Ask Before Working for Free
Before accepting unpaid work, honestly evaluate the opportunity:
1. What specifically will I gain?
Can you name the concrete benefits? Portfolio pieces, industry contacts, specific skills, mentorship, a foot in the door at a target company? Vague promises of “exposure” aren’t enough.
2. Is this a one-time project or ongoing exploitation?
A single strategic project is different from an indefinite unpaid arrangement. Set clear boundaries on scope and timeline.
3. Can I afford it?
Be honest about your financial situation. Free work only makes sense if you can sustain it without compromising your basic needs.
4. Would they pay someone else for this?
If the company has the budget to pay for the work but chooses not to, that’s a red flag. If they genuinely can’t afford it (nonprofits, startups, passion projects), the calculus is different.
5. Is there a realistic path to paid work?
Has the company hired from its volunteer or intern pool before? Is this a trial period with a clear evaluation point? Or is “potential for future opportunities” just a way to get free labor?
When to Say No to Unpaid Work
Not all free work is strategic. Walk away when:
- You already have experience — If you have a solid portfolio and track record, you shouldn’t need to work for free
- The “exposure” isn’t real — A small audience, no byline, or hidden credit provides little value
- It’s a profitable company — Businesses that can afford to pay but choose not to are exploiting you
- There’s no clear end point — Open-ended unpaid arrangements rarely convert to paid work
- You’re replacing paid workers — If the role would normally be compensated, you’re devaluing the entire field
- It compromises your finances — You can’t build a career if you can’t pay your rent
- Your gut says no — If something feels exploitative, trust that instinct
How to Structure Unpaid Work Strategically
If you decide to work for free, protect yourself:
Set Clear Boundaries
Define the scope, timeline, and deliverables upfront. “I’ll write three blog posts over two weeks” is better than “I’ll help with content.”
Get Something in Writing
Even informal agreements should be documented. Include what you’ll deliver, what you’ll receive (credit, portfolio rights, reference), and when the arrangement ends.
Negotiate Non-Monetary Compensation
If they can’t pay cash, ask for:
- A strong LinkedIn recommendation
- Introduction to specific contacts
- First right of refusal for future paid work
- Credit or byline in prominent placement
- Access to training, tools, or events
Set a Review Point
Agree to evaluate the arrangement after a set period. If it’s not delivering value, end it professionally.
Ready to find paid opportunities? Browse jobs on Mediabistro.
FAQs About Working for Free
Should I ever work for free?
It depends on your situation. Strategic unpaid work can make sense early in your career, when changing fields, or when the opportunity offers genuine value (skills, mentorship, connections, portfolio pieces). It rarely makes sense if you’re experienced, if the company can afford to pay, or if the “exposure” isn’t meaningful.
Is working for free legal?
It depends on the arrangement. Unpaid internships at for-profit companies must meet specific Department of Labor criteria to be legal. Volunteer work for nonprofits is generally allowed. Freelance “spec work” exists in a gray area. When in doubt, research the laws in your jurisdiction.
How long should I work for free?
Set a clear end date before you begin. A single project, a two-week trial, or a semester-long internship are reasonable. Open-ended unpaid arrangements rarely benefit the worker and should be avoided.
Will working for free hurt my earning potential?
It can if you’re not strategic. Working for free when you should be paid devalues your skills and sets a precedent. But targeted pro bono work that builds your portfolio or gets you in the door at a dream company can ultimately increase your earning potential.
How do I say no to unpaid work requests?
Be professional and direct: “Thank you for thinking of me, but I’m not able to take on unpaid projects at this time. I’d be happy to discuss a paid arrangement if your budget allows.” You don’t owe anyone a lengthy explanation.
Is “exposure” ever actually valuable?
Sometimes—but be skeptical. Exposure is valuable when it reaches your target audience, includes proper credit, and comes from a respected source. “Exposure” from a small blog, an uncredited project, or a company outside your industry is rarely worth your time.
Should I work for free for a nonprofit?
Nonprofits are one of the more defensible places to volunteer your professional skills. The cause matters, they often genuinely lack budget, and the work can be meaningful. Just make sure it’s truly volunteer work and not a way to avoid paying for positions that should be compensated.
Excerpts from #ASKGARYVEE. Copyright © 2016 by Gary Vaynerchuk. Reprinted with permission from Harper Business, an imprint of HarperCollins Publishers.
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