Talent Development Centre

Category Archives: Professional Development

Professional development advice for Canadian IT contractors and independent consultants working in technology.

So, Now What??!

So, Now What??!

Morley Surcon By Morley Surcon,
Vice-President Strategic Accounts & Client Solutions, Western Canada at Eagle

I’d like to begin by stating that this is purely an opinion piece. I’ve no better access to information than most other people (the information I’ve reviewed comes from internet sources and my own discussions with contractors, consultants and clients) but, I think, that this may be the point. I don’t know what’s coming next, no one does. Many say they do… but they don’t. So in this COVID-obsessed and stressed out world, what is one to do?

There are very few people in this world who truly love and embrace change. (And no, I am not one of them!) Sure, many of us can appreciate the concept of change being needed for progress to occur, we may even agree that it could be a good thing. But it rarely “feels good” when we are in the middle of it. And, boy! Are we in the middle of it now!! Everybody has everything in their lives turned on its head right now. Sure, we’ve made accommodations and are in the process of defining our own “new normal”, but the truth is that the way things are today aren’t the way they are going to be in 6 months from now, nor will they ever be the same way they were before! It’s a scary thought for most people — the “future normal” is unknown.

Wait a minute… the future has never been known… how is this “new” in any way? What is different now, is the scope of the changes that we are facing. Too much of our lives have been changing too drastically too quickly and it will continue to do so for some time to come, for the foreseeable future, actually. I guess hyper-change IS the new normal. Or, to put it oxymoronically, un-normal is normal. And we would do well to get used to that idea.

So, back to the original question: what do we do now, today, to set ourselves up for success in this “oxymoronical” (not a real word) time. I don’t know (for sure). But here are a number of ideas that have shown to be useful when living in times of great change:

  • Accept that you cannot stop change. Your plans, whatever they were, may no longer be possible to accomplish — at least in the way or time frame which you’d intended. If your situation has created an insurmountable obstacle to your plans, stop trying to fight it. Your time and energy would be better spent focusing on something else, something that will lead to positive results for you.
  • Be flexible. Look for ways to adapt your plans so that your goals might still be met. Look for a “Plan B”. Expect that you might need to look for a Plan C, D, E…
  • Be engaged. As much as you might want to hunker down, withdraw and ride it out, these massive changes will continue. Unless you are retired, with everything paid off and have a sizeable, well-hedged nest egg, you are not going to be able to “sit this one out”. “Group Think” is real and it is a powerful tool for you to use to keep current. Working your network of family, friends, colleagues, etc. will help to keep you abreast of the changes as they happen and provide ideas for making the accommodations necessary to limit the downside and maximize the opportunities.
  • Limit the downside and maximize the opportunities. As we all know, change does not need to be a negative thing. Although it can be uncomfortable, there will be both opportunities to take advantage of and pitfalls which we’d like to avoid. Being “opportunistic” might not always have a good connotation; however, in times of great change, it is an approach one should embrace.
  • Give back. As bad as we might have it, others have it far worse. Helping others in need is a great way to do good while attaining perspective, lifting your spirit, and generally feeling better about yourself (and your own situation).
  • On the career side, if you find that you have unwanted-but-extra time on your hands, investing in your knowledge/skills through training, reading, networking, etc. often pays a good return. If you don’t have the time or wherewithal for a formalized course/certification, there are many free sources of information and training available. As well, there are user groups (albeit virtual these days) that you can join. Not only are these a great networking opportunity, they are also great places to learn!
  • Try something new. If you’ve ever thought to yourself “I always wanted to… ??, but never had the time“. Or, “Someday, when the time is right, I’ll try to… ??“. Maybe now is the time. You may find a hidden talent or something new that you love to do and the rest of your life may be richer for it. Learn a new language! The direction of macro-changes suggests that globalization will continue unabated and being bilingual or multi-lingual can be a real advantage.
  • Do some soul-searching. Most of us have been “running hot” for a long time. We’ve had our heads down, and pushing forward with our careers/lives/relationships/etc. When evaluating your opportunities, it is a good practice to challenge your own goals, philosophies, and ideals. Is what was important to you 10 years ago still important to you today? If you take time to peel back that “onion”, you might be surprised to find that your priorities are due for a change. What Color Is Your Parachute? is an old, tried-and-true, self-help book meant to guide people through a career change; but it contains excellent exercises that helps one to identify what is most important to them and set goals and priorities and make new, better-fit life plans. Resources such as this book (and countless internet sites) are valuable as guides to your self-awareness journey.
  • Exercise and take care of your health. The benefits of this go without saying… so, I’ll only say this: Regardless of the amount of change facing you over the coming months and years, attending to your physical and mental health will never be a wasted effort.
  • Take time to read — news sources, industry articles, biographies, editorials, training literature and whitepapers. Listen to podcasts on subjects of interest to you. It doesn’t even have to be career-related; it can be of general interest to you or hobby-related. Try to choose things that engage you and stimulate your mind… and minimize your time watching mindless TV shows, the black hole that can be YouTube, etc. because, in these, you lose hours of your life and come out no better for it.

Here are some links to websites that share ideas on how to cope with change. They are good “reads” and can augment my own list here:

That’s my list for coping, Mid-COVID – August 2020. As I said at the beginning of this blog post: this is an Opinion Piece and I am the world’s leading authority on my own opinion. I’m sure you have your own advice to add to this list… and maybe even counter points to argue! I’d be pleased to see you share your own ideas with our readership by leaving a comment below! In the words of the great and wise Red Green: “Remember, I’m pulling for you. Were all in this together!”

Take care, stay well, be strong… and thrive!

Don’t Let Knee-Jerk Decisions Destroy Your Career

Don't Let Knee-Jerk Decisions Destroy Your Career

We work with thousands of senior IT contractors. They have incorporated a contracting business and have been participating in the gig economy for years. As the economy gets challenging and contracts get halted, we’ve seen an increase in these professionals deciding that they’d prefer the lower-risk position of a permanent employee. They start seeking out these jobs and, because of their high qualifications, many companies are thrilled to have the opportunity to scoop up such talent. On the contrary, it’s common in economic downturns to see IT professionals who are typically more comfortable as an employee embrace the IT contracting side of things, and start to pick up these contract opportunities.

For some of these people, the change is perfect. Whether it’s the individual who gave up contracting or embraced it, the economic uncertainty forced them to review their career paths and do something they needed to do long ago. But that’s not everyone! If you’re considering this type of career change, you need to first ask yourself if you’re reacting too quickly with a knee-jerk decision that, although is a short-term solution, will have negative consequences down the road.

What happens when the economy starts picking up and operating at healthy levels again (and it will!)? If we consider the long-time contractor who transitioned to becoming a senior employee, are they going to want to get back into the game and leave the company high and dry, shortly after it invested significant time and money into that professional? Or, is that new-found contractor going to take the first secure permanent job opportunity they can, breaking whatever contract it is that they’re working on? In both of these cases, the results are angry companies, bad references and tarnished reputations for the IT professional.

We’re certainly not saying that IT professionals should remain without income and pass up opportunities. When you find yourself out of work, of course the best thing to do is to get back into the game. And when the economy is going through a rough patch, you have to take the jobs that are available. What you do need to ask yourself is whether or not you’re making a decision based on an immediate, emotional reaction without taking time to think it through — a knee-jerk decision.

The above is just one example of reacting to a situation without enough thought. Something goes wrong and we need to stop the bleeding so we implement a solution as soon as possible, without much analysis. The problem is, that quick a reaction opens up another problem which leads to another knee-jerk reaction and the vicious circle continues. It’s a common shortfall in management and leadership, with plenty of literature on that topic, and we also see it with many job seekers.

Suddenly quitting because a contract isn’t going your way, severing ties and burning bridges with recruiters because of one bad experience, or even picking up and moving the family to an entirely new city are all other overreactions that happen more often than we’d like to see. Next time you find yourself in a brutal situation where you are making decisions that you might regret down the road, consider some of these tips:

  • Take Time: When it comes to your career, very few (if any) decisions need to be made within hours. Often you even have a few days. Don’t let anyone tell you otherwise. Before making any rash decisions, sleep on it and talk it through with others.
  • Understand Your Emotions: It’s important to know yourself and what kinds of triggers in your life might spark which emotions. From there, dealing with the emotions and understanding why you’re feeling them will help to put you in a more rational state-of-mind.
  • Don’t Judge the People: Too often we make decisions based on the other people involved. We have a preconceived judgement of that individual’s character and assume that their behaviour is malicious. The resulting reaction is unnecessary and out-of-place.
  • Ensure You Have the Facts: Taking time, understanding emotions and keeping feelings towards people out of the way are all steps you can take to gather the facts from experts and view the big picture.
  • Avoid the Herd Mentality: Related to gathering the facts, often we see people make bad decisions quickly simply because everyone else is doing it. They’re not always right.
  • Set Goals as a Guide: Great leaders look to their company’s mission and values before making important decisions to ensure their being guided by the right principals. Set goals today and know what you want. Then, when it comes to making that quick decision, you can look back on your original goals and ensure you’re following your guiding light.

There is a definite balance between making a quick decision and taking too long to make decisions. While some situations need faster action than others, always ensure you’re going through a rational decision-making process, especially when it comes to your career.

Networking During a Pandemic

Networking During a Pandemic

Crystal Nicol By Crystal Nicol,
Director of Delivery, Strategy and Development at Eagle

A couple years ago, I shared a post here about the benefits of networking events and why it’s a good idea to attend them. Today, with physical distancing measures due to the pandemic, face-to-face networking events are non-existent, but nurturing relationships remains prevelant. Everything we do now in our networks has become more important than ever, including sending emails, making calls, texting, sending a social message, etc. How we make people feel during this is going to remain longer during these unstable times.

Remember, face to face networking may be on pause but our relationship building isn’t. The contacts you make have to be more personal so think of communications you can send out that YOU would be happy to receive. There are a number of simple gestures that give a personal touch and will do more to build and strengthen your relationships, rather than sending out impersonalized mass communications. For example:

  • Wishing someone a happy birthday
  • Reposting their LinkedIn share
  • Sending them a text just to say hello and to check in
  • Sending an article that may be of interest to them
  • Sharing helpful market information

There are also a number of virtual conferences happening that you can still take advantage of as they offer the opportunity to “virtually” network. For example, email speakers after the event to ask questions or offer feedback. Or, if there is a particular area you are interested in, ask them if they’d be willing to brainstorm or have a brief discussion with you about it. It may be different and uncomfortable for you, but do your best to bring value to the virtual conference in any creative way you can.

The main goal here is to take the risk and put yourself out there. Today, creating and maintaining virtual relationships is the key to your business success and building a strong network.

Are You Keeping Up Compared to Other Developers Around the World?

Are You Keeping Up Compared to Other Developers Around the World?

The Stack Overflow 2020 Developer Survey was released this Spring and, as usual, delivered tons of statistics about developers, what they’re working on, how they’re thinking and where their future is going. One chart they published is of particular interest to any developer looking to remain competitive in the job market.

Stack Overflow asked developers how frequently they learned a new language or framework and the results were a testament to how fast innovations are happening in tech. Around three-quarters of all respondents — professional developers and hobbyists — learn something new at least once a year, and around half of those people said it’s closer to every few months.

Stack Overflow Survey Results: How Frequently do developers learn a new language or framework?
Stack Overflow Survey Results: How Frequently do developers learn a new language or framework?

What is Learning?

Learning can be as extensive or as simple as you’d like, depending on your goals and time available. As long as you’re expanding your mind and putting something into your brain, you’re making yourself more valuable to future clients. For example:

  • In the case of this Stack Overflow survey, respondents are saying they learn a new language or framework. We’ve shared loads of resources with suggestions on where you can pick-up these new skills.
  • You can also force yourself into learning as you go by taking on new challenges that require you to do some research and solve different problems. The Stack Overflow survey also summarized where developers turn to when they need to solve such problems.
  • There are tons of skills you already have, but might have gotten rusty. If you maintain a certification, you’re forced to keep up on skills, but how many others did you learn a few years ago and haven’t used since. It’s great to go back and refresh those every once in a while.
  • At the other extreme, some professionals look to get into a brand-new field of work which often requires more formal training. That comes with more financial and time investment, but pays off.

The Next Step is Getting There

Regardless of what you want to learn, nothing is going to happen unless you create a plan that will put you where you want to be. A high-level roadmap might be:

  1. Decide exactly what you want to do. Maybe it’s based on in-demand skills or just something you’ve been interested in picking up. Pinpoint exactly what it is you want to learn and where you want to be.
  2. Find Out What You Need to Get There. If you’re looking to expand on a language you’re already familiar with, a few websites and weekend exercises may suffice. As noted above, if you have a more ambitious goal that requires extensive learning, you’ll need to investigate formal training.
  3. Build Your Timeline (with milestones). Knowing what to do is one thing, but doing it is a whole other challenge. Create a schedule of when you’ll learn what, including milestones to keep it from being overwhelming. Now you know when to set time aside to learn and ensure you’re on track to accomplish your goal.

Learning is such a valuable and necessary task for an IT professional who wants to keep up in a fast-pace, innovative world. As the chart above shows, the majority of your competitors are developing their skills so if you’re not, then you’re quickly falling behind.

Stop Playing the “Blame Game” and Start Finding a Solution

Stop Playing the "Blame Game" and Start Finding a Solution

The “Blame Game” is a habit that humans pick-up at a young age. Kids are quick to learn how to pin their mistakes on their siblings, cousins or any other sucker who can get them out of trouble. As they get older, students push responsibility for their failures and shortcomings onto teachers, coaches and peers. You would think that as we mature this behaviour stops, but many adults are guilty of it… some more than others. We’ve all had those colleagues who are adept at dodging accountability and shifting responsibility — they’re experts at professional dodgeball!

There’s no single reason people point blame at others, whether it’s intentional or subconscious. It can be a natural form of survival as people try to hide their mistakes to keep their job and avoid consequences. Serial blaming may stem from insecurities, jealousy, office politics or simple dislike for others. It’s mostly irrational yet still all too common.

Blame culture, in the workplace or any other aspect your life, is harmful. The aggressive and attacking behaviour hurts feelings, damages relationships, and destroys reputations. It’s also contagious, meaning when one person starts laying blame, it begins a vicious circle where others get angry and point blame back. In the end, everybody’s now sidestepped accountability and, even worse, absolutely no progress is made on the project at-hand.

Putting an End to the Blame Game

The first step to ending this toxic behaviour is to take a look at your own habits. Things go wrong and mistakes happen, it’s a natural part of life. For IT contractors, a bad interview, not getting the interview at all, a project going off the rails — these are all cases where it’s easy to cast blame on the recruiter, manager or team member. While it may be true, there are some important steps to take in order to remain professional:

  • Point to Facts, Not People. Maintain the big picture of why things went wrong, including the process and environment. Avoid pointing to an individual unless it is absolutely something that was their responsibility.
  • Admit When You’re at Fault. Understand that nothing was 100% outside your control. Take an objective look at what failed and figure out what you could have done differently to prevent that situation and take ownership.
  • Know Your Responsibilities from the Start. Great communication prevents so many needless problems. When responsibilities are clarified at the beginning of a project, it’s less likely there will be mistakes and, if there are, accountability is clear. A tense argument over fault won’t be necessary.

While you should refrain from needlessly pointing blame, the same is true on the other side of the scenario — don’t be the person who always accepts responsibility for somebody else’s errors. IT contractors are in a position where you get blamed for more than necessary. It’s easy for clients and their employees to push responsibility for failures onto you. Even lousy recruiters will tell their boss that you flubbed the interview when, in reality, they didn’t prepare you properly. Sure, they all should have been more prepared and communicated better, but why damage their internal relationships when there’s a perfectly good contractor to use as a scapegoat? This is where preparation and documentation are key. Double-check responsibilities, ask many detailed questions, and confirm agreements by email, ensuring that if things go wrong, you can back up all of your work.

Whether working on a project or searching for a job, things are going to go wrong. Finding and solving the root of a problem is a difficult process that often includes accepting responsibility and addressing other people’s shortfalls… all without hurting relationships. That is not easy. What tricky situations have you found yourself in? Do you think you could have handled them better?

You Need to Have a Routine When You Work from Home

You Need to Have a Routine When You Work from Home

When the COVID-19 pandemic really became a reality for Canada in March, millions of Canadians were forced to work from home on a full-time basis, and many were setting up home offices for the first time. It was a big change, and understandably, productivity was expected to slip as we adjusted to a new way of doing this.

Eagle’s COVID-19 resources have had no shortage of work-from-home advice to help you get set-up and the Internet in general is overflowing with information to help you out. So, it shouldn’t come as a shock that three months later, clients and employers expect that you should now be working at full capacity. If you’re not there yet, then it’s time to build a routine to get yourself moving. And you need to do it now.

Routine will bring a sense of normality back to your day. It helps you build a regular schedule and to-do lists which are going to prevent procrastination and help you avoid bad habits overall. You’ll also begin to develop some great habits and your productivity will return to a level you can be proud of.

Having a routine in place is also critical to your own health. Indumathi Bendi, M.D., a physician at Piedmont Healthcare recently told Apartment Therapy “Carrying out routine activities reduces stress by making the situation appear more controllable and predictable. Preparedness is a key way to prevent stress.”

If you seek out expert advice on “the best morning routines” or “#1 work from home routines to make you a star” you’re going to be overwhelmed with different opinions and theories. The truth is, your routine is going to be different from anyone else’s. It will depend on your personal life (do you have kids hanging around the house?), your personal productive periods (everybody is more productive in different parts of the day), and hundreds of other variables unique to you.

Your best routine is going to mirror the regular work day you used to have — from waking up to commuting to working hours — as much as possible. Here are some elements to consider when creating your work-from-home routine:

  • Your Workspace: Your bed or the couch is not going to cut it. Even if you live in a small apartment without a private office, you still need a small area with a desk/table to keep organized.
  • Start/End Times: Setting specific “office hours” for yourself helps you build work/life balance and clients will know exactly when you’re available.
  • Breaks: Plan a regular lunch break and coffee breaks throughout your day, just as you’d have at the office.
  • Exercise: If you used to go to the gym in the morning or after work, continue to build those workouts into your routine at home. Don’t forget that walk you used to take from your car to the office. Even that void can be filled with a quick walk around the block.
  • Sleep: It’s easy to get into the habit of sleeping in a bit longer when you no longer have to worry about a commute or spending so much time getting ready. But that will creep up on you and, when the time comes, returning to regular office hours is going to be extremely difficult. Continue to wake up at the same time you used to and use that new-found time for yourself. Exercising, meditating or connecting with people are all amazing things we didn’t used to have time for but now the opportunity is there!

Your daily routine doesn’t need to be written down in stone and followed aggressively, but some sort of structure and predictability will do wonders for your productivity and mental health combined. What does your daily work-from-home routine look like?

How Many of These 79 MS Word Shortcuts Do You Already Know?

Microsoft Word is filled with handy keyboard shortcuts that can help you get through writing long documents much quicker. Everybody knows a few but how many of us take advantage of everything that’s available?

GoSkills put together this cheat sheet of 79 Word shortcuts for both PCs and Macs. Some are basic and obvious but others will blow your mind. There might even be a few that you’ve hit accidentally and then sat in a state of confusion as to why Word did what it did. Regardless, this infographic will be helpful next time you’re writing a resume, putting together a technical document or submitting a report. Enjoy!

How Many of These 79 MS Word Shortcuts Do You Already Know?

Change the Negative Attitude That’s Destroying Your Career

Change the Negative Attitude That's Destroying Your Career

When we look back at all the reasons contractors have created a bad reputation for themselves, one common theme sticks out across the stories — a negative attitude. We all have bad days but there are some IT professionals we meet who are plagued with a negative attitude that hinders their relationships with not just recruiters, but clients too. In fact, there are situations when clients have asked us never to present an individual to them again because their demeanour was too sour.

Examples of negative contractors stand out through the entire job search and contracting process. Some destroy their first impressions with rude interactions when a recruiter first reaches out. Rude behaviour like immediately demanding “What’s the rate?”, swearing or hanging up mid-conversation are all behaviours that almost guarantee you will not be hearing from that recruiter again, no matter how much of a fit you are for the next role. You might argue that intrusive phone calls from random recruiters in the middle of the day warrants a harsh response, but there are certainly more polite ways to handle the human being on the other end of the phone.

Then there are the times a negative attitude suddenly appears from the qualified IT contractor who we’re working with to submit to a client. These individuals were amazing in the initial screening but transition into a monster. They refuse advice, telling us their resume is “good enough” and when they get in front of the client for an interview, they immediately start bashing previous clients and sometimes even the potential client! Then, when the inevitable decline comes in, they throw the blame back on the recruiter, claiming they were badly prepared or misinformed about the opportunity.

And finally, the most common example of negative attitudes that hinder a contractor’s career come when they’re at the client site. It’s usually something that doesn’t come out immediately, but then the client informs us that the individual is intolerable. The negative person takes a hostile approach to dealing with confrontation or has a “my way or the highway” frame of mind. In other words, customer service on the contractor’s part is clearly lacking.

Do any of these examples sound like you? Have you noticed that people are calling you less and less for opportunities? It might be time to take control and bring a more positive approach to your work. Here are a few tips on how to do that:

  • Recognize the negative attitudes you have and when they’re most prevalent. This is the most difficult part of the process and requires some uncomfortable self-awareness.
  • Identify the cause. Are you unhappy in other parts of your life? Are you under pressure or frustrated and reacting with too much emotion?
  • Understand how negativity is affecting your career. Recognizing the bridges you’ve burned will give you motivation and goals to create a change.
  • Evaluate how you speak. You may think you’re a positive person, but if you think back to conversations you’ve had throughout the day, your wording may have been perceived as miserable.
  • Force yourself to use positive speech and positive self-talk. Consciously adding more positive words and eliminating the negative words from your vocabulary will shift your way of thinking and your natural conversations.
  • Put yourself in positive situations. Indulge in more comedy, read more uplifting stories and, most importantly, surround yourself with positive people. You’ll naturally pick up a different approach.
  • Take on a “Change” mentality instead of being a victim. Rather than get angry at a situation, ask questions to see how you can make it better.

All of us slip up here and there. Sometimes you’re having a bad day and, frankly, sometimes you have to deal with ridiculous people who need to be put in their place. What will differentiate you as a negative or positive contractor is how you deal with each situation. Carefully thinking about your wording, recognizing when you mess up and apologizing, as well as understanding other people’s bad days will all move you into a more favourable spot with both recruiters and clients.

Handling a Recruiter’s Unexpected Cold Call While Maintaining a Positive Relationship

 

Handling a Recruiter's Unexpected Cold Call While Maintaining a Positive Relationship

IT contractors who have been in the community for long enough know that cold calls from tech recruiters are inevitable. Sometimes you welcome them, other times you find them a nuisance, but one thing you’ve learned is that they’re not going away.

Naturally, we prefer that you embrace these calls. Recruiters dream of calling a contractor who answers the phone on the first ring, drops everything to listen intently about the opportunity, provides all the information required and gratefully thanks them before hanging up and emailing an updated resume right away. Ha! We also understand the reality that you’re a busy professional receiving calls from other agencies too and you simply don’t have time to humour us all.

Great recruiters understand that they need to build respectful relationships with IT contractors if they want to do business with them in the future. Similarly, smart contractors are aware that it’s wise to build relationships with recruiters today if you want to increase your chances of getting a gig tomorrow.

Why Are Recruiters Cold Calling You?

When a recruiter contacts you out of the blue, they might have a specific job opportunity and are wondering if you’re interested or they may have some intelligence that a company or several companies will soon be looking for contractors with your unique skillset. In any case, they are not calling to offer you a job on the spot, but rather want to understand your current status and if you’re open to opportunities.

The Best Way to Handle a Recruiter’s Cold Call

If you pick up the phone and find a recruiter on the other end, the first thing is to remain polite, even if you’d rather not hear from them. Remember, it’s always important to build that relationship… plus they’re human and deserve respect. If you don’t have time but are interested, ask to reschedule at a better time. If you’re not interested at all, let them know that quickly as well, to save everyone some time.

When you have a few minutes and know you’ll be looking for a contract in the coming months, we recommend taking the time to listen to what the recruiter is asking about. A respectful recruiter will keep it brief and transparent. A few questions you should be prepared to answer include:

  • When are you available to start your next contract?
  • What industries and/or disciplines do you prefer?
  • What’s your current rate range?
  • What area(s) of the city do you prefer to work in?

If You Choose to Ignore That Call

Every recruiter would love it if you answered the phone but we understand if you don’t. Especially In today’s world, an unfamiliar number is usually somebody trying to sell you something or a computer notifying you that you’re under arrest. That said, the recruiter is almost definitely going to leave a voicemail and/or follow-up with an email. Do your best to respond promptly. Like you would on the call, briefly let them know your interests and availability for your next contract. Sending an updated resume is always a nice touch. Or, if you’re happy where you are with no intentions to leave, be open about that as well.

Every relationship has micro-opportunities that allow you influence it in a positive or negative way. A simple 3-minute phone call can make a huge difference in whether or not you hear from a recruiter down the road.

Build a Stellar Client Relationship by Managing Realistic Expectations

Build a Stellar Client Relationship by Managing Realistic Expectations

A reality IT recruiters face is that some gigs are going to go wrong. The contractor and client get off to a good start, and then a few months in, we get a call that things aren’t working out. There are a number of reasons IT contracts crash and burn — personalities, lack of skills, poor leadership — but many times, we learn that the situation could have been avoided if more clear expectations had been set up front. Obviously, the contract between all parties defines the project and deliverables, but a good working relationship has to be built on more than is typically written in a contract.

Failing to define realistic expectations with your client, your team, or anybody involved with an IT contract can lead to damaged relationships and unnecessary conflict. As the project progresses, all parties may make assumptions that drift further and further apart. Suddenly, when one person thinks everything is running smoothly, another is disappointed and angry at the status.

A standard contract will define the final deliverables, expected hours to be worked, location, duration and rate. But there are always other smaller expectations to be discussed upfront with your client. For example, you might ask your client for more details about the final deliverables, their own goals for the project, and milestones they would like to see met. It’s also the time to be upfront about your own limitations to avoid and scope creep. For example, which days you are unable to work and which skills you do not have (and never claimed to have).

Expectations are not limited to complete projects and should be set on a micro level as well. One example is meetings. These are frequently referred to as a waste of time because proper expectations were not set. If everybody attending is aware of the goals, desired outcome, expected duration and who will be in attendance, it not only helps them prepare, but you know if the meeting was successful at the end. When it’s a waste of time, everybody will understand why and can work to improve it.

How Can You Set Realistic Expectations with Your Client?

The earlier you can set expectations to ensure everyone is working towards the same, common goal, the more efficient the project will be. Here are a few tips to get you on your way:

  • Don’t assume anything. Put everything on the table and ensure you both clearly understand each other’s expectations, desired outcomes and definitions of success. Understand what’s a must-have and what’s nice-to-have.
  • Eliminate the fluff. We’ve posted many times about realistic SMART goals and expectations should follow the same guidelines.
  • Build your communication skills. It is impossible to understand expectations if you cannot communicate your own. You also have no control over other people’s communication abilities, so yours need to make up for their shortfalls.
  • Confirm it all in writing. Not everything has to be in a formal contract, but a follow-up email summarizing the agreed expectations can be invaluable.
  • Provide updates. Things are going to go wrong and off-track, and that’s ok. But if expectations were never adjusted, there is going to be disappointment when reality is revealed.

What expectations do you set with your clients before beginning a project? What about with your recruiter? Are there any discussions you like to have upfront before moving forward on an application? Please share your opinion in the comments below.