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Dealing with
agencies
Ever
since IT contracting has been in existence, recruitment agencies have acted as
the middlemen between contractors and clients. Until the recent surge in direct
contract sites and organisations, almost all contracts have been signed via
agencies. Our recent Contracts
& Rates survey showed that approximately 80% of contractors
use agencies, with 19% now working direct with clients.
The boom in contracting, particularly following the recession in the early
1990's, saw a big increase in new contractors entering the market (The Contracts
and Rates survey showed that over half those surveyed had been contracting for
three years or less), and a corresponding increase in the number of recruitment
agencies entering the market.
As we all know, many recruitment agencies come in for a lot of stick from
contractors – for a wide variety of reasons. The key one being that they take
an average 20% margin on placements, for the seemingly easy task of 'matching' a
CV to a role. Many contractors complain of being approached for completely
inappropriate roles, receiving spam in their in-boxes, and so on. So, here are
some key tips for dealing successfully with agencies…
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Which
agencies? – Ask around. Most contractors will know which agencies
are known as 'cowboy outfits' and which are good to deal with. Over time,
you'll find out which agencies suit you, and you'll probably end up with
maybe a dozen good agencies you deal with in the long term. |
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Preferred
Suppliers – If you want to work for a particular company,
particularly blue chip, you'll often find that a small number of agencies
act as preferred suppliers, so its worth finding out from the client or
other contractors who to contact. |
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Distributing
your CV – One of the most effective ways of getting your details
across to hundreds of agencies is via the CV distribution tools on Jobserve
, Gisajob
and so-on. Summaries are sent to hundreds of agencies who can then request
your full details at a later stage. One point to bear in mind is that you
have given permission for these Companies to phone you up, and chances are
you'll be added to a large number of CV databases. So you can't complain
if agencies contact you each week as a result. |
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Have
you read my CV? – A familiar complaint from contractors being
offered unsuitable jobs. Some agencies are more profit–driven than
others – getting a body to fill a role is more important to some
companies than finding the right contractor for the job. So, make sure you
know what the job involves before you sign the contract – ask lots of
questions. Also make sure your CV is concise and gives an clear
representation of your skills and qualifications - check out our CV
Guide. |
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Ask
Questions – before you go for an interview, make sure you know
enough about the role. In some cases, the agency may just have a summary
of what the job entails, but you'll probably need to know more (unless
you're supremely confident). The last thing you want to do is turn up for
an unsuitable role having travelled 100 miles and lost half a days pay! |
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Be
firm on your rate – You should always be confident regarding rates.
You are a specialist, good at what you do, and in demand. Chances are,
you'll know the going rate for a particular job, so make sure you get what
you want. If the client won't increase his offer, the agency can always
take a cut in their margins. This won't always work – the agency may
find a cheaper contractor for the role, but if the client likes you,
chances are – you'll get the rate you want. |
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Sales
People – Just as many contractors get wound up with some of the
sales talk agents come out with, agents often think contractors are
awkward or not so hot on the communication front. These are
generalisations built up over the years, but based on some elements of
truth - how many contractors have been promised 'lunch' or 'drinks' that
never materialised? At the same time, contractors tend to be
straight-talking people, who just want to get the job done, and the
perceptions grow from there… |
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The
Direct Route – With a growing number of direct contract websites now
up and running, you now have the choice of finding work without paying
high agency margins. These sites are worth investigating, although some
contractors may prefer to keep the personal contact a traditional agency
provides. We've listed a number of Internet-based contract direct sites in
the Jobs
section. |
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Communication
– If you've found a role, make sure you tell the agencies you have a
relationship with that you're not currently looking for work and to
contact you again in 6 months, etc. This should cut the number of calls
you receive from agencies. You could even go one step further and leave
the following message on your mobile: 'Hello, this is John Smith. If you
are an agency, I am not looking for work… Any one else – please leave
a message and I will get back to you shortly' – Overkill maybe, but
effective! |
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Summary
– In the end of the day, most contractors need agencies – just as
they need us. There are many decent agencies out there who you may use
again and again throughout the course of your career. As long as you know
the pitfalls, you'll be fine! |
Visit
our Jobs
section for more on contracting and finding work.
All this information and more
can be found on 
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