For contractors, especially those without a natural knack for sales or an established network of contacts, recruiters can be invaluable allies in securing desirable contract assignments. This guide will help you navigate the recruiter relationship and optimise your contracting career.
The Basics
When working with recruiters, you need to master three key skills:
- Maximising your chances of being selected for interviews
- Negotiating your rate effectively
- Managing time-wasting calls
1. Maximise Your Chances of Being Chosen for Interview
Recruiters prioritise candidates who are serious, committed, and likely to secure the role. Even if you’re the most qualified person for the job, you might lose out if the recruiter perceives someone else as a safer bet.
Key Tips:
- Stay Positive: Avoid saying anything that could make you seem less committed, such as “I have other interviews this week” or “I’m not sure I’m fully qualified.” Present yourself as the ideal candidate.
- Beware of Phishing: Some recruiters post adverts for non-existent roles to attract calls and leads. If a recruiter seems overly interested in your current job details, it’s a red flag. Politely state that the information is confidential but that you’re happy to share details if they secure you an interview.
2. Negotiating Your Rate
Negotiation is a game, and recruiters are playing to maximise their margin. Understanding their motivations will help you negotiate effectively.
Key Points:
- Hold Your Cards Close: Be vague about your rate expectations early on. Agree in principle to their suggestions, but leave room to renegotiate after the interview when your position is stronger.
- Leverage Your Offer: If the client wants to hire you, you’re in the driver’s seat. Use this moment to push for a higher rate if necessary, justifying it as the role being more senior than you initially understood.
- Stand Firm Against Margin Creep: Some recruiters may attempt to increase their margin after the client has made an offer. Stand your ground and ensure the agreed rate is honoured.
3. Dealing with Time-Wasting Phone Calls
As a contractor, you’ll often receive calls from recruiters with no real opportunities to offer. These calls are usually attempts to:
- Gather leads on current or future roles
- Find candidates for hard-to-fill positions
Common Scenarios and Responses:
- Requests for References: Recruiters may ask for references under the guise of a job application. In contracting, references are rarely required upfront. Offer to provide them only after they’ve secured you an interview.
- “Do You Have Other Interviews?”: This is a way to gauge your availability or uncover leads. Simply respond that you don’t have other interviews.
- “Updating Our Database”: Agencies may call to find out when your current contract ends. While harmless, be prepared for follow-up calls fishing for details about your client.
- “Where’s Your Next Contract?”: If you’ve already secured a new contract, recruiters might ask for details. Politely decline, citing confidentiality or advice from your current recruiter.
- “Do You Know Anyone Else Available?”: This is often an attempt to gather new leads. Respond neutrally and avoid divulging any useful information.
With time, you’ll develop polished responses to these calls, minimising disruption and staying in control.
Building Relationships
Recruiters are more than just intermediaries; they can be valuable allies in your contracting journey. Contractors who adopt an “us versus them” mentality miss out on the benefits of strong recruiter relationships.
Why Build Relationships?
- Recruiters are more likely to prioritise candidates they know and trust.
- A strong relationship can lead to better roles, smoother negotiations, and repeat business.
Approach your interactions with recruiters as opportunities to establish mutually rewarding business relationships. People buy from people, and cultivating a good rapport with recruiters can make all the difference in your contracting career.
Final Thoughts
Mastering the recruiter relationship is essential for contractors looking to optimise their hustle. By presenting yourself as the ideal candidate, negotiating strategically, and building strong connections, you’ll set yourself up for success in securing desirable contracts.
