4 Ways to Make Yourself Marketable as a Consultant

By Megan Martin

A decade ago, the decision to take contract, temporary, or consulting work might have been considered a “last resort” for job-hunters. But, today the staffing industry is booming—employing everyone from new college grads to former CEOs.

A 2006 report, “Annual Economic Analysis” by Stephen P. Bercham and the American Staffing Association showed a growth of over 200,000 jobs per day in 2005—increasing staffing industry employment by nearly nine percent. And it just keeps growing.

Flexibility good for business

The reason? “Flexibility,” says Bercham. “Workers want it, businesses need it, and it's good for the economy…America's work force is changing.”

Many of today's workers choose consulting work as a permanent career choice. Christine Erickson, a consultant for the past seven years (four of which she has spent with SALO) says consulting is a perfect fit for her personality.

“I found that in previous roles as a full-time employee, I‘d get bored and want new opportunities after three to four years, but promotions weren't always available. Consulting with different companies feeds my need for change,” Erickson says.

At the steering wheel

In today's business climate, Erickson says consulting allows her to exercise a measure of control over her career: “Companies are changing so rapidly there is no sure guarantee of what my career will look like in 20 years. I'd rather be at the steering wheel.”

Erickson says the choice has helped her achieve greater work/life balance since she has the freedom to limit or extend ' her hours as necessary.

“As a contractor companies pay you for hours. It makes your time more valuable, so you really only have to work overtime in times of need. You feel like you can say no because you don’t have a promotion on the line: There are no politics.”

Ensure your marketability

Stay behind the wheel by ensuring your own marketability in the consulting world. These four tips will keep the work pouring in:

Find the Right Fit

Erickson recommends talking to companies you are interested in working with that use consultants. Find out what staffing firms they recommend.

Then contact the staffing company and gather information on its business model. Ask how the firm matches consultants to clients, the average engagement length, and how many consultants it works with.

Finally, talk to a consultant who's worked with the company to get his or her perspective.

I Think I Can

Stepping into an unfamiliar organization where you don't know anyone and are unfamiliar with company processes can be intimidating. A small amount of anxiety is natural, but it is extremely important to feel you can deliver.

As Erickson says, “It's scary at first, but over time you get more comfortable with starting out new, and you learn to adapt quickly.

“If you're extroverted and aren't afraid of being challenged, this is the type of role you'll like.”

Take the Assignment

Job stability shouldn't be your main focus when deciding to take an assignment. Adopt an open-minded attitude and take challenging assignments to stay marketable.

Erickson advises: “Some people worry they won't find something, so they take the first offer even if they're not interested. But you shouldn't take jobs that won't challenge you.”

Your reputation in the marketplace counts. If you take less challenging engagements, it will affect how companies see you and make it harder to sell yourself later on.

When you take challenging assignments, you learn new skills and avoid typecasting yourself. Not to mention, you'll be bored and unhappy if you aren't challenged, which will be visible to the client—and also affect your reputation.

Second, don't be afraid of taking short assignments. New contractors often pass up short assignments in favor of “more stable” long assignments, but Erickson notes that most assignments extend beyond their initial timeframe.

“Many times you show your knowledge and skill base, and the company asks you to stay on and help in other areas.”

Build Your Knowledge, Then Show it Off

Consulting allows you to develop a broad base of knowledge across industries, and working with multiple companies gives you a view of the best practices in the marketplace.

“Working for various companies often gives you fresh perspectives that people who have been working at the same company for 20 years don't have. It really allows you to add value,” says Erickson. “You have the ability to see things from a different perspective.”

The more knowledge you have, the more marketable you are. During an assignment, don't limit yourself to the position for which you've been hired. Keep your eyes and ears open for upcoming challenges within the company.

“Once you've made contacts and learned a company's processes, it's often a natural fit to move you into another area,” Erickson says. “As an engagement comes to an end, don't be afraid to talk to the client about other issues and let them know your skill set. That's one way I've been able to turn a five-month engagement into 18 months. It's not one project but other sub-projects.”

Erickson says she has had many offers for permanent positions by operating in this way. For her, however, contracting is a way of life. “This is what I do—this is what I view as my career. I'm not a ‘temp.' I'm a professional.”

< Back to news