Self-employed people are consistently searching for new and
innovative methods to get clients. Inevitably, one comes
across a company or service that offers to serve as a
project broker for free agents, independent consultants,
contractors, and clients. This article explains how these
services work, the experience I had, and items to consider
when evaluating these companies and services.
Why are independent consultants, free agents, and
freelancers drawn to these companies and services? There
are two main reasons.
First, these people either do not know how or do not like to
market their services to others. The idea of potential
clients coming to them is very enticing since it requires
little effort. You just have to sit back and wait for the
assignments to be posted. When you see an assignment that
fits your experience and expertise, all you have to do is
submit a proposal and then wait for a decision.
Second, these companies offer a means to broaden your
exposure in the marketplace. The thinking goes that if
enough people are aware of the services I offer, I'll get a
client.
Now, let's talk about how these services work.
In order to view a list of projects, submit proposals, and
ultimately get clients, you need to "join" or "sign up" with
a particular company or service. Generally, this process
requires 3 things:
1. You provide detailed information about your expertise and
the services you offer. This information is placed on a web
site and is accessible to potential clients and other free
agents looking for joint venture partners or subcontractors.
2. You pay a fee that is billed either monthly or annually.
This fee gives you access to the database of projects that
are currently listed. For each assignment you get through
the company or service, you may have to pay a percentage of
your project's total cost as a "finder's fee."
3. You provide references that potential clients can contact
to inquire about your work. The company or service you join
may want to verify your references to make sure you're as
competent as you describe. There is a possibility your
references may have to fill out a questionnaire or
participate in a phone survey regarding your work and
professionalism too.
Once you've provided all the relevant information about your
expertise and services, your references are verified, and
you've paid the appropriate fees, the "sign-up" process is
complete. You are now free to search the current project
database, submit proposals, and hopefully get clients!
Some years ago I signed up with one of these services for
one year. I will not disclose the company's name but here's
what I learned:
1. You can sign up with these services or companies even if
you don't meet all of their stated requirements. When I was
contemplating joining a particular company, I didn't have
enough previous clients the company required. However, when
I explained my situation, I was permitted to join.
Remember, the organization doesn't make money if they turn
you away.
2. Don't be fooled by the advertising hype touting thousands
of available projects. If 95% of the projects listed are
not in your area of expertise or industry, that sure doesn't
help you get a client.
3. You may not get any clients. During my year's time, only
one project somewhat fit my skills and experience. I had to
partner with another consultant in order to meet the
project's requirements. Together, we submitted a proposal
but didn't get the project.
4. For each project, you compete against a group of people
that provide similar services. This competition further
reduces the probability you'll get the project. However, if
you get clients through people you know or through a
friend-of-a-friend, the competition doesn't exist.
5. It can take a long time to get a project. The person I
partnered with on my lone proposal said it took him 3 years
to get a project through this company. While his project
more than made up for the cost he incurred up to that point,
he was strongly considering not renewing his account.
6. Some of the projects submitted are only ploys to test the
marketplace for a particular kind of service. Others are a
means to satisfy a company's policy that requires
"competition" for each project. The reality is a free agent
was selected before the "competition" search began.
However, this should not deter you from submitting
proposals. You never know if you'll get a project unless
you submit a proposal.
Here are some thoughts to consider when evaluating the
various project broker services:
1. Are there a sufficient number of projects listed in your
industry that match your skills and experience? If a large
portion of the projects involve unfamiliar industries, be
cautious.
2. Can you get your money back if you are not completely
satisfied within 30 days?
3. Is there a clause that you get your money back if you
don't get a project within the first year? This way you
can't lose. The worst that happens is the company uses your
money free for one year.
4. Does the company or service perform marketing in the
offline world? Just because you are in cyberspace doesn't
mean your potential clients reside there too. Exposure in
the real world through press releases, magazine ads in
appropriate industry publications and trade journals are a
good indication the company is getting the word out.
If you are a new free agent or if you haven't had many
clients, it is best to spend your time strengthening your
local relationships. These contacts are an excellent means
to get your first few clients. Consider joining these
services when you become more experienced, have an adequate
client list, and can afford the risk.
About the Author
Paul Bednar helps people cut the corporate chains and become
a free agent or consultant. His web site has informative
articles, answers to common questions, and lessons learned.
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