How to begin to work with (bigger) clients directly and not thru an agency?

[edison]

Just because you know someone isn't necessarily going to get you business.
It isn't necessarily going to get you that 16% either!
You might have a network but do you have the right network and what are the other blockers in the way?
The other point with most contractors is that most contractors cannot actually sell.
You need to sell to get business!
I have seen a large number of utterly horrendous attempts at selling by contractors and by also members of this forum. 2 attempts at sales by members of this forum were that hilarious that they actually led to me pissing myself laughing - yes the water came out! - no I won't name names.
A large network does not mean sales.

This is very true. In the same way that most functional specialists (whether IT, finance, HR or any other department) are not a natural fit for being a manager/leader, most contractors and consultants are poor sales people. Sure, it's still possible to get direct gigs through your network but these are very much the exception. A genuine B2B sales cycle as opposed to bum on seat, can be a long tortuous process.

[edison]

There might be a few hoops to jump through but most companies don't have problems adding new suppliers.

That's not my experience, especially with organisations that have a decent Procurement function. The trend is to move towards a smaller number of suppliers and develop longer term strategic partnerships. 3 cleaners in a van is one things, professional services is something completely different.

[jayn200]

This is very true. In the same way that most functional specialists (whether IT, finance, HR or any other department) are not a natural fit for being a manager/leader, most contractors and consultants are poor sales people. Sure, it's still possible to get direct gigs through your network but these are very much the exception. A genuine B2B sales cycle as opposed to bum on seat, can be a long tortuous process.

Couldn't disagree more.

This is something those with no hard skills say to sell themselves. They are leeches. Attaching themselves to people that produce and leeching off that production and stealing from it.

I say this with management experience (in my perm life) along with an mba from a top school and advanced technical skills in my area. So I feel I am positioned to speak to both sides.

The business world is starting to become wise to this. Which is why you are seeing more and more technically competent tech leaders/management. Also seeing more traditional management tasks being distributed among the team.

[Antman]

That’s what I thought.
But my public sector client, for whom I have two distinct pieces of work, and has provided an outside determination, still wants to run it though an agency.

I think the agency gets another 2% on top of my day rate.

I don’t have a problem with the agency, it’s not my money being skimmed as I’m getting my quoted rate on the SOWs.
It’s just a pain in the arse using their self billing system. At the end of phase 1 I’ll have to submit 4 or 5 x 7 day timesheets in one go as their systems are tulip.

Thank your lucky stars your client isn't using Ariba for paying suppliers, absolute bag o tulipe using their platform.

[cannon999]

I swear I sometimes think this forum is filled with agents and not contractors.

Go direct, it's simpler and more money. I have done it, others who I know have done it too.

[northernladuk]

I swear I sometimes think this forum is filled with agents and not contractors.

Go direct, it's simpler and more money. I have done it, others who I know have done it too.

Cannon999 has done it. Must be easy. We should all be doing it!!

[Old Greg]

Just because you know someone isn't necessarily going to get you business.
It isn't necessarily going to get you that 16% either!
You might have a network but do you have the right network and what are the other blockers in the way?
The other point with most contractors is that most contractors cannot actually sell.
You need to sell to get business!
I have seen a large number of utterly horrendous attempts at selling by contractors and by also members of this forum. 2 attempts at sales by members of this forum were that hilarious that they actually led to me pissing myself laughing - yes the water came out! - no I won't name names.
A large network does not mean sales.

Funnily enough, I've just got off the ground in this respect after 5 years of trying. I have a business partner and we now have two subbies. Early days but BOOM, I guess. Even then we are working via PSL agencies who are taking their cut. This doesn't bother me as they pay 15 days post invoice so we can pay our subbies within 30 days after being paid, long before end client has paid agency.

[KinooOrKinog]

Go direct, it's simpler and more money. I have done it, others who I know have done it too.

I wouldn't agree with that. I've gone direct twice and both times I had to keep chasing payment every month for at least the first four months until they got the process of approving my invoice and paying me right. I've not had any issues like that going through an agency.

It's not necessarily more money either. Surely the incentive for the client of taking a contractor direct is that they save some money. If you're just increasing your rate so they're paying the same as using an agency, then what's the point for them? It's really just extra admin for no real gain. Sure you could try it if you don't mind p1ssing off your contact, but in my situation I've been brought back three times by the same person to two different clients over the years. To me that was worth more than an extra fifty quid a day or whatever.

[cannon999]

I wouldn't agree with that. I've gone direct twice and both times I had to keep chasing payment every month for at least the first four months until they got the process of approving my invoice and paying me right. I've not had any issues like that going through an agency.

It's not necessarily more money either. Surely the incentive for the client of taking a contractor direct is that they save some money. If you're just increasing your rate so they're paying the same as using an agency, then what's the point for them? It's really just extra admin for no real gain. Sure you could try it if you don't mind p1ssing off your contact, but in my situation I've been brought back three times by the same person to two different clients over the years. To me that was worth more than an extra fifty quid a day or whatever.

The agency takes 15-20%. That's 15-20% split between you and the client, no?

I invoice weekly so never had issues with reminders. No money = no work done the next week. Pretty simple really.

[KinooOrKinog]

The agency takes 15-20%. That's 15-20% split between you and the client, no?

I invoice weekly so never had issues with reminders. No money = no work done the next week. Pretty simple really.

Yes, fair point on the rate.
Although saying no money = no work done the next week is simple, yes, I don't think it's particularly clever if you want to continue to have a relationship with the client. It's cutting off your nose to spite your face imo. If there's an issue with late payment I would prefer to sort things out rather than being a d1ck about it.