How 3 Nakuru Women Built a Freelancing Business Earning KSh 300K Monthly

Grace Kipchoge, Monica Wanjiru, and Sarah Okonkwo didn't set out to build a freelancing business together. They met at a networking event in Nakuru in 2023, discovered they were all doing freelance work separately, and realized their skills complemented each other. Today, their combined operation brings in roughly KSh 300,000 per month—a figure that matters because it's neither overnight wealth nor the hyped "passive income" most freelancing posts promise.

What they've built is methodical, sustainable, and worth examining if you're considering freelancing as actual income, not a side hustle fantasy.

The Three Skill Foundations

Grace handles content writing and SEO optimization. She writes blog posts, website copy, and email campaigns for small businesses across East Africa. Her rates start at KSh 3,000 per article and scale up depending on research depth and client complexity.

Monica specializes in virtual assistance—client management, email handling, scheduling, and administrative tasks. She works with three retainer clients who pay her KSh 25,000 each monthly, plus takes on ad-hoc projects that add another KSh 20,000 monthly.

Sarah does graphic design and social media content creation. Logos run KSh 8,000 to KSh 15,000, and she handles ongoing social media packages at KSh 12,000 monthly per client.

They don't pool earnings into one account. Instead, they coordinate clients and refer overflow work to each other. If Grace lands a project that needs design, Sarah gets involved and they split the fee. This structure keeps their business simple and avoids the legal complexity of formal partnership registration.

How They Actually Find Clients

They didn't rely solely on Upwork or Fiverr. While those platforms exist and some verified Kenyan freelancers on Kaziiko use them successfully, the three women found that direct outreach and referrals brought better-paying, more reliable work.

Monica cold-emailed 50 Kenyan small businesses offering virtual assistance services. Her response rate was roughly 8 percent—four inquiries. One turned into a retainer client. That single client now accounts for a third of their combined monthly income.

Grace joined industry-specific Facebook groups for Kenyan entrepreneurs and small business owners. She provided helpful writing tips for free, then mentioned her services when appropriate. Three paying clients came from this approach.

Sarah relied on Instagram portfolio posts and asked satisfied clients for referrals. Word-of-mouth brought her most current work, though she also maintains active profiles on Behance and Instagram.

The truth: platform-based freelancing (Upwork, Fiverr, Workana) takes significant commission cuts and involves constant competition on pricing. These three realized early that 60 percent of a KSh 20,000 project beats 100 percent of a KSh 5,000 one.

The Hard Parts They Don't Advertise

Building to KSh 300K monthly took nearly two years. Monica spent six months getting her first retainer. Grace's content writing income was sporadic her first year—some months she earned KSh 25,000, others just KSh 8,000.

They all handle their own taxes through KRA's iTax portal at itax.kra.go.ke, which is necessary but tedious. Setting aside tax money isn't optional—Sarah learned this the hard way when she had to scramble for a KSh 85,000 tax bill.

Client payment delays happen. Monica once waited three weeks for a KSh 15,000 payment. Grace has had clients request revisions indefinitely without additional pay. Sarah's solution: written agreements upfront, clear revision limits, and payment before delivery.

If you're serious about freelancing income, you need systems. They use Google Sheets to track client projects, deadlines, and payment status. Grace uses a simple invoice template for invoicing. Monica blocks calendar time for admin work—it's easy to skip when you're busy, but it creates chaos later.

For anyone ready to start, the Freelancing Masterclass on Kaziiko Academy covers client acquisition and rate-setting frameworks worth studying.

Frequently Asked Questions

How much should I charge as a beginner freelancer in Kenya?

Check what others charge on platforms like Upwork or Fiverr in your skill category, then price slightly below initially to build portfolio projects and testimonials. Once you have client reviews and samples, raise rates. Grace started at KSh 1,500 per article and now charges KSh 3,000 to KSh 5,000.

Do I need to register my freelancing business formally?

If you earn over KSh 400,000 annually, KRA requires you to register for tax purposes through ecitizen.go.ke. You can register as a sole proprietor without forming a limited company, which keeps costs low initially.

What's the fastest way to get my first client?

Direct outreach beats waiting for applications. Email 20 businesses in your target market explaining specifically how you'll help them. A 10 percent response rate means two potential clients. Personal referrals are faster—ask friends, family, and former colleagues if they know anyone needing your skills.

Should I work on multiple freelance platforms?

Diversify your income sources, but don't spread yourself thin. Start with one platform or direct client method and master it before adding another. Grace added Upwork only after stabilizing her direct client pipeline.