Getting the most from your contractors

In the past 10 or so years it has become common practice for organisations to supplement existing staff resources or to seek additional specialised skills and expertise by employing Contractors (referred to as Independent Professionals [IPros] by Entity Solutions).

Representing a growing sector of the Australian workforce, IPros are often entrusted with critical new projects yet they operate at arms length from their clients and are afforded a remarkable degree of freedom in how they complete that work.

What too few companies seem to realise is that employing an IPro is the same as establishing any other new relationship. The more you understand about the attitudes and motivations of your IPros, the better your ability to develop relationships of mutual benefit. 

In mid-2009 Entity Solutions joined forces with Monash University and conducted a survey of more than 250 Australian IPros to learn about the trends, issues and attitudes arising from their contracting work. What the survey discovered was that in general, IPros are enthusiastic, immersed and happy at work and are satisfied with their independent working life. It also showed that many IPros are very open to close engagement with their clients. They feel attached to their client organisation, identify with client problems and given the right encouragement, are more than willing to go the extra mile to deliver quality results.

Know your IPro character traits

According to the survey respondents, IPros feel very positively about their work: 87% report that they are satisfied working as an IPro and 87% are satisfied with the kind of work that they do.

Pride in work is almost a defining trait. They're happy when working intensely, and bring an enthusiasm and energy to their tasks. Their sense of personal well-being is high. The independent way of working also builds confidence. 85% percent of IPros feel they are prepared for most of the demands in their jobs and 88% are comfortable that they can usually handle whatever comes their way. Most IPros are likely to be highly competent and self aware individuals.

How they feel about you

From psychologists to HRM practitioners, a lot has been written about the need to gain commitment to the organisation from permanent employees. Yet there is rarely any consideration to building commitment among a company's IPro workforce.

The good news is that a large number of IPros feel positively about their clients. One in two IPros agree that they would be very happy to spend the rest of their career working for their current client organisation. The same number feels as if their current client organisation's problems are their own. 

The results indicate that IPros feel commitment to their client. This is a pleasing result for organisations that engage IPro services and it suggests that there may be potential for a reassessment as to just what the client/IPro relationship can deliver. 

The majority of IPros also believe that the commitment is a two-way street. More than 70% believe that their client organisation cares about their opinions, is there to help if they experience problems, and that the client takes pride in their accomplishments at work.

These positive perceptions indicate that the IPros are aware that any increase in effort will be noted by their client and rewarded. It is s a solid basis for the relationship and it has important implications for employers because IPros who believe they are valued are likely to increase their desire to help the organisation reach its objectives. In other words, if managed effectively, the IPro /client relationship will foster mutual trust between the parties, matching the objectives and commitments of the IPro to those of the organisation.

Strategies

So how do you get the most from your IPros? The first step is to ensure 'good' contracts with your IPros. This includes clear start and end dates, transparency in expectations, and good communication and documentation. Being prepared prior to the commencement of the contract is helpful as is paying your IPros on time.

Another aspect of a successful relationship is ensuring that you are compliant with the latest workplace legislation in terms of paying your IPros on time, every time and managing your back office processes as seamlessly as possible in terms of providing a safe workplace and having all your insurance policies in check. Luckily, there are organisations which can help you with the entire IPro engagement process, ensuring all insurances, statutory and OH&S and other legal requirements are covered, streamlining processes and establishing benchmark standards. 

Another theme to emerge was that of the hidden value IPros bring to client organisations. As their name suggests, IPros are independent and professional. Organisations engage them because of their expertise, so acknowledge their skills and consult with them and where appropriate.

Lack of of integration between IPro and permanent co-workers can be a cause for frustration so if your IPro is engaged for the mid to long term, consider offering access to induction programs and including the IPro in team activities. If the project merits, you may even consider incentives such as performance bonuses or professional development opportunities.

Recognise that IPros like the challenging and demanding nature of contracting. Give them the change and stimulation that they seek. Understand that as a client you are the "significant other" in your IPro's working life, so show them that you appreciate their efforts. Encourage them in their work and they will more than likely repay you and your organisation with enthusiasm, energy and results.

Finally, recognise that IPros choose to contract because they want the flexibility, variety of work and sense of freedom. Contented staff makes for a productive workplace.

About the author

Matthew Franceschini is the CEO of Entity Solutions

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