Magicking up an IT contractor job when the walls close in and the bills pile up

There is no doubt that the IT contractor jobs market is at an all-time-low – or at least an all-time-low is what it feels like to tech freelancers who’ve seen their pool of opportunities narrow every month for the last 11 months.

Anecdotally, I’m constantly hearing about individuals who I know to be skilled computer industry contractors being ‘on the bench’ for months on end. Most have had few interviews and many no offers which they deem worth repeating, writes Alan Watts, a former IT contractor with 40 years’ experience in the UK tech sector.

Feedback, a black hole and those pesky robots

So what can be done?

First, get whatever feedback you can; whether it be from the agent or the candidate who you know went on to be successful.

Let me just acknowledge here -- it really doesn’t help your spirits when your application for a role or contract disappears into a black hole. Either you likely get no acknowledgement (other than one from a robot), or no response after interview one or two.

Without that feedback it is difficult to understand what you are doing wrong, if anything.

Equally, it should be said that I know of people who seem to be in work fairly consistently -- at least, when they want to be in work.

So what are the differences between the two groups?

Recommendations is where it’s at

The common factor for the latter, in-contract group is that most if not all their work comes from ‘recommendations,’ or even direct calls from colleagues or clients.

Apart from having a good reputation for solid and effective delivery, or from being acknowledged as an expert in a particular field, this ‘off-the-bench’ crowd have built up a network of contacts over the years.

The PR (tech) whizzes

They’re also very good at keeping in touch regularly, directly or via social media. I’d go so far as to wager that almost everyone in their network knows when they are available for work and more importantly, from when they will be available when they are on-contract.

Sadly, this isn’t an option for a lot of people, particularly first-timers.

If you are new to contracting you simply won’t have had time to create such a network. If you are one of the many who have come from permanent IT employment to the contract tech market, you may well have a network of workmates, with the proviso that they won’t be as widely spread as a longer-term contractor’s contacts.

Try those who previously offered you work, or who you worked with

Nevertheless, when looking for work, ex-colleagues or former employers should be your first port of call. You may get lucky.

If you’ve done the above recommended bit about keeping in touch, it makes going forward to past professionals a little less toe-curling, for both parties.

Next, understand the market.

For any advertised job these days there will be a lot of applicants, at least 10% of which are quite likely to be able to do the work required.

So your first objective is to try and stand out from the crowd.

Applying for a tech job? Start with (their) WHY

In your application, start with their ‘why.’  

Look at the whole requirement, even the ridiculously long specs or briefs, and work out exactly who it is or what exactly they are looking for. If you can’t do precisely that kind of work, in that kind of environment, then perhaps you shouldn’t even try applying. Perhaps your time is best-saved for ‘perfect match’ jobs?

Or if you do go forward on an outside chance, at least prepare yourself to be disappointed. Also watch how long you spend on the process.

Now, if you pass this test – i.e. you are likely to be the person or provider that they’re seeking, your next step is to convey that to the agent -- and in no uncertain terms. And ideally, you need to make that crystal clear to your ultimate end-hirer too.

These are two separate challenges.

Remember, the agent and end-user aren’t one and the same

In my experience, the agent rarely understands what the contract, project or work entails; they are working from a ‘job’ description written by someone else.

It’s a bit unfair and simplistic to say the agent is just matching ‘keywords,’ but it is a good idea to highlight that you actually do match the keywords -- all the keywords ideally.

So, rewrite your CV to bring out precisely the points the opportunity states you need.

By contrast to the agent, the hirer will know precisely what they need you to do, and they’ll be confident that they know what they’re talking about.

Rewriting your CV? Go with outcome not actions

So when you rewrite the CV for the end-user audience, do not talk about what you have done, talk about what you have achieved.

“I wrote a new website application in three weeks” is nowhere near as impressive as “I updated a website to achieve a 40% increase in customer enquiries.”

Almost any job, even the most routine – and IT has its fair share of those, can be expressed in such terms. With a bit of thought.

In this connected world, they see it all…

Visibility needs your ‘TLC’ too, as well as your awareness.

So make sure your CV, your social media profile and your professional places like LinkedIn are all aligned, and kept up-to-date.

At some point in the hiring process, someone will look at your other profiles -- maybe not the above trio, and use what they find.

Don’t believe me? It happened to me. I had one interview where I was asked about a blog I was running under a completely different name, with what I thought were full anonymised details. So be very careful!

Okay, so still no takers? The key message if you’re feeling hopeless from unsuccessful tech contractor job applications is to be focussed on what the hirer wants, and relentless at proving you can meet it.

Quick-wins to tick off with your next tech job application

• Make sure you are selling the right things/services/products/consultancy.
• Customise your CV for every opportunity / application.
• Make sure your CV starts with an ‘elevator pitch’ as to why you are such a brilliantly suitable candidate.
• Only detail your most recent work (especially if it aligns to the job requirement). Remember, anything over a few years ago is likely to be irrelevant, so keep those achievements and outcomes (not ‘actions’) brief.
• Leave out all the personal stuff, other than contact details.

In short, keep your application very tightly focused.

Almost finally, money matters. Right?

Lastly, in the current climate, don’t get hung up on rates.

Ultimately, the client has a budget. Don’t refuse work purely on rate alone unless it is seriously unworkable. With an IT jobs market in reverse, it’s better to be in work at a low rate than out of work without any rate at all. Almost all experience is valuable in IT contracting.

Last -- Be Prepared (mentally)

Very finally, persist – and know the value in a good partition. A long period of no work and no interviews is very dispiriting, and I’ve been there myself. But try to separate job/work-searching from the rest of your life; partition it off.

That said, you will have lots of spare time, so use it wisely! Then be ready -- you will get refusals (or more often no reaction whatsoever) so be prepared for it but don’t; whatever you do; don’t take it personally. Dust yourself off and repeat the above; all of it. Good luck.