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Bring me clients, please… pretty please!
When you first start out as a freelancer, your network is small. Without a steady stream of projects, the tendency is to reach for whatever you can find. Head shops & agencies build a brand, and ongoing relationships with firms. However a project with a middleman is a relationship with him or her, not the client directly. You lose control of a few very key things, such as fees, testimonials and payment terms.
It’s all about the relationship, Luke
With independent consulting, your relationship with clients is key. Fostering that relationship, builds trust, communication, and confidence in you as a service provider. Doing operations and database management, a CTO, VP or Director of engineering needs to be confident entrusting enterprise systems to you. Security of assets, reliability that things won’t break, and consistency are all crucial.
Working with a recruiter, agent or head shop the client then may feel a stronger relationship with that firm. Testimonials and due credit for successful completion of a project may go to them rather than to you directly.
It also means you lose control of the conversation about fees. Want to do project or week-based fees, your suggestion may fall on deaf ears. What’s more you will share large margins that could amount to 25% or even 50% of the overall fee.
Read This: Why hiring is a numbers game
Headhunters have the pulse of the market
With all those complaints, you might think I don’t like recruiters much, but you’d be sadly mistaken. It turns out I learn a ton from recruiters, and almost always take their calls.
o those conversations are good practice for talking shop
o they provide good feedback & ask questions about confusing areas in conversation
o buzzwords will pop up prominently, helping you understand what their clients needs are
o gives you a bit of the pulse of the market
I learn to speak in broad terms, in a language managers and folks at all levels of an organization can understand, and I learn patience too.
Recruiter pings – a key performance indicator
Over a ten year period you start to notice trends. Certain times of the year I get more calls & more pings from talent agencies. Here’s what I monitor:
o recruiter views of my linkedin profile
o recruiters email me on linkedin
o recruiters call me
o recruiters signup for my newsletter
Learn from people whose business is communication
Although I don’t have referrals or connections for the HR or search consultant that’s reaching out to me there is still lots I can learn. At the end of the day, recruiters are in the business of relationships, and that’s where I become the humble student.