Phase 2: The Freelancer in a Weak Position
The Intercontract Period
There come times when the market is tense, even in crisis, and mission opportunities are rare. This inter-contract period represents a delicate phase for freelancers, because you find yourself in a weak position to negotiate your TJM. Recruitment is slow, and clients are more demanding in their search for the ideal profile.
1. Market in Crisis: Economic crises or periods of uncertainty can reduce opportunities in the freelance market.
2. Low Demand: When the market is saturated with candidates or clients are no longer recruiting, negotiation margins are significantly reduced.
3. Intercontract Period: During this phase, freelancers may find themselves between two missions, which makes negotiation more delicate.
Coping Strategies in a Weak Position
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Readjust Your TJM Expectation: In a period of weakness, it may be necessary to be flexible on TJM. You may need to review your expectations to remain competitive.
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Capitalize on Other Benefits: If the TJM is difficult to negotiate, focus on other benefits such as payment deadlines or non-monetary benefits.
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Diversify Your Skills: Use this time to acquire new skills or certifications that could improve your market attractiveness in the long term.
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Network and Look for Opportunities: Stay active in your professional network. The intercontract period can be an opportunity to look for new missions.
The importance of these two phases of negotiation is knowing how to adapt to the context. In a position of strength, the negotiation is based on the valorization of your expertise and the skills sought. In a position of weakness, adaptability and flexibility are essential to best navigate more delicate periods.
In both situations, the key to negotiation is to maintain a professional attitude and find a balance to reach an agreement that satisfies both the freelancer and the client.
The remainder of this article will explore specific strategies for successfully navigating each of these phases, providing practical advice for successful negotiations, whatever the context and challenges encountered.
