^ TopImportance of Sales
Successful Contracting – The Importance of a Professional Sales Approach
Advice and guidance on using a professional sales approach during your contracting career.
^ TopGuide to Professional Sales
Sales For Contractors
A guide to learning sales techniques for contractors in the UK contracting industry.
What Is Sales?
An explanation of the sales profession for contractors.
Understanding Recruitment Agencies and Consultants
Understanding how agencies work will help you to find contracts more effectively.
Negotiation for Contractors
Learning how to negotiate well will ensure you secure interviews and contracts at the top rates.
Sales Strategies
It is useful to aware of some sales strategies both for use and avoidance!
Presentation
Good presentation will ensure you always make a great impression.
Presenting
In your career you will need to present. Learn how to do it well.
The Sales Process
Understanding the contractor sales process is key to successfully finding a contract.
Sales Closing: The Theory and Practices
Learning the basic sales closes will help you in your contract search process.
Objections and Objection Handling
Contractors need to learn how to handle objections raised by both their agents and clients.
Features and Benefits
Knowing the difference and ensuring you use them effectively will help you secure a contract.
Body Language and Image
Everyone is judged by the image they project. Get yours right.
Open Ended Questions
Asking the right questions will help you gather the right facts to tailor your sales approach.
What Sales People Don't Want You To Know
Avoid being led into a sale by highly skilled sales techniques.
^ TopWorking with Recruitment Agencies
Advantages of Using Agents to Secure Contracts
Explains the advantages of using agents to find contract positions.
Should Contractors Use Agents to Find Contracts?
Examines the financial issues and practicalities when deciding whether to use agents to find contracts or go it alone.
Dealing with Agents and Building Relationships
Understanding how to deal with agents will maximise your contracting career.
Why Agents Don’t Want To Pay Contractors Market Rate
Reasons why your agent would rather lower your rate than increase it.
Contractor Doctor: Can I Apply For Different Contracts With The Same Agent?
Should you target your CV differently for different roles advertised by the same agent?
Contractor Doctor: Are Agencies Legally Bound to Reveal Contract Margins?
When negotiating rates, it is useful to know the margin the agency is charging. But do they have to tell you?
When A Contractor CV Goes AWOL
You have a right to keep control of your CV. And you can do something about it when agents don't respect this right.
^ TopNegotiating Initial Contract Rates
Negotiating Your Initial Rate – Tips for Contractors
Tips on how to maximise your rate when securing an initial contract.
Negotiation Scenarios and Advice: What is your lowest rate?
Responding to an agent when they ask what you lowest rate is.
Negotiating Your Contract for IR35 Compliance
If you have been offered a contract which is caught by IR35, or are in a contract that is caught by IR35 you’ll need to consider negotiating changes to get it outside IR35. This article explains how.
Accepting and Signing a Contract Offer
After receiving a contract offer there are a few more aspects to consider before starting your first day.
^ TopNegotiating Contract Renewals
Preparing and Negotiating a Contract Renewal
Factors to consider and strategies for maximising your contract rate when your contract is due for renewal.
15 Tips When Renewing Your Contract
Your current contract is due to finish raising the prospect of a renewal: Do you and the client wish to continue? And if so how can you negotiate effectively to maximise your financial position?
Contract Renewals: When The Agent Calls
To get a rate rise at renewal time strengthening your bargaining position is key. Here we provide some example contractor/agent telephone conversations that do just that.
Contractor Doctor: Is it Possible to Negotiate a Rise When There are 'No Rises'?
Aspects to consider when the client says they will not pay more money.
Contractor Doctor: How Can I Renegotiate a Smaller Agency Margin?
Getting a higher rate by reducing a very high agency margin.