As an IT freelancer, your craft is only half the story. The other half is getting good assignments, without constantly having to pitch yourself. An intermediary can help with that, but how does it work exactly, and how do you get the most out of it?
In this article you will learn how, as an IT freelancer, you get good assignments via an intermediary: what an intermediary does for you, how you make yourself attractive, and what to watch for to work with the right one. That way you spend less time on acquisition and more on your craft.
This blog is for IT professionals working or starting as freelancers: cloud, network, DevOps and security engineers seeking assignments.
I am an intermediary myself, so I describe here what I do for freelancers too. I try to be honest about what an intermediary does and does not mean for you, so you have a realistic picture and choose well.
What does an intermediary do for you exactly?
A good intermediary brings you and clients together, and does the work you would rather not do yourself: finding assignments, proposing you to clients, and monitoring the match. Instead of cold-acquiring yourself, you get assignments brought to you that fit your profile.
In addition, an engaged intermediary often arranges the business and legal side: a proper agreement, arrangements for replacement, and safeguarding Dutch DBA Act compliance. That way you can focus on your craft, while the intermediary arranges the preconditions. How much an intermediary does for you varies strongly per party; you can ask about that specifically.
Intermediation or the intermediary construction: what does that mean for you?
Intermediaries work roughly in two ways, and the difference affects your rate and your invoicing. With intermediation, you work and invoice the client directly; the intermediary invoices only their fee and monitors the relationship. With the intermediary construction, the intermediary sits in between contractually and takes over the Dutch DBA Act risk.
Which form is more favourable depends on your situation. With the intermediary construction you keep your rate and ride along on the risk cover; with intermediation you have a direct line with the client. Always ask an intermediary which form they work with and what it means for you. Want to know the difference exactly? Read our comparison of the intermediary construction and intermediation.
How do you make yourself attractive to an intermediary?
By being sharp about what you can do and what you seek. An intermediary can place you better if you have a clear profile: your specialisation, your experience, your rate and your availability. The clearer you are, the more targeted they find assignments for you.
A few things that make you attractive:
- A sharp, specialist profile instead of "I do everything"
- Demonstrable experience with concrete projects you can explain
- Clarity about your rate, your availability and what you seek
- Reliability: keeping agreements, communicating well
- Demonstrable entrepreneurship, which also counts for the Dutch DBA Act
An intermediary proposes you to clients and puts their name on the line. The more reliable and sharp your profile, the more they like working with you and the more often they think of you. So invest in a clear story about what you offer.
How do you recognise a good intermediary?
By transparency and engagement. A good intermediary is open about their fee, explains how they arrange the Dutch DBA Act, and stays engaged after you are placed. One who is vague about money or disappears after the match is not. You are entering a relationship that matters, so choose consciously.
So ask targeted questions before working together: how is the fee structured, what kind of assignments do they have for your profile, and how do they stay engaged? The answers tell you a lot. Want to know which questions to ask exactly? Read our blog on the best questions to ask an IT intermediary.
Do you work with one intermediary or several?
That is up to you, and both work. Working with several intermediaries increases your chance of assignments, but requires more coordination and can get messy if two parties propose you for the same assignment. With one trusted intermediary, you build a closer relationship.
Many freelancers work with a small selection they have a good bond with. An intermediary who knows you and your work can place you more precisely and faster than one who barely knows you. The quality of the relationship often weighs more than the number. Choose where you have a good feeling and make clear agreements.
Frequently asked questions about finding assignments via an intermediary
Does it cost me money to work via an intermediary?
That depends on the form. With the intermediary construction, the fee is in the construction and you keep your rate; the client pays the intermediary. With intermediation, the intermediary invoices their fee, often to the client. Always ask explicitly how the fee is structured and what it means for you.
How quickly does an intermediary find an assignment for me?
That depends on your profile, your rate and the market demand. For scarce, in-demand specialisms it often goes faster than for broad profiles. An intermediary cannot guarantee assignments, but a sharp and sought-after profile increases your chances. Be realistic and ask about their assignment flow for your profile.
Must I work exclusively with one intermediary?
Not necessarily. You may work with several, although that requires coordination to avoid double proposals. Many freelancers choose a small selection they have a good bond with. An intermediary who knows you well often places you more precisely than several who know you superficially.
What if an assignment via an intermediary does not suit?
Discuss that with your intermediary; an engaged party thinks along about a solution or a next assignment. Good agreements up front about what happens on a mismatch help. That is why it is important to test in advance how engaged an intermediary stays after you are placed.
Does an intermediary arrange my Dutch DBA Act compliance?
A good intermediary helps with that, especially with the intermediary construction, where they take over the risk and set up the construction so it holds up. But the Tax Authority always assesses the actual practice, so you remain co-responsible for how you work. Ask an intermediary how they arrange this concretely.
Conclusion: a good intermediary saves you time and hassle
Getting assignments via an intermediary saves you acquisition and arrangement work, provided you choose the right one and profile yourself sharply. A good intermediary proposes you, arranges the business side and stays engaged. Make sure your profile is clear and ask the right questions up front.
For whom is this most valuable? For freelancers who would rather be busy with their craft than with acquisition, and for those who want to hand over the business and legal side. For whom less? For those with a strong own network who like to deal with clients directly.
My advice: invest in a sharp profile, choose a transparent and engaged intermediary, and make clear agreements. A good match with an intermediary gives you a more stable assignment flow and less hassle.
Looking for assignments that fit you?
Want to spar about your profile and the assignments that fit it? Plan a no-obligation call with me. I work personally and think along peer-to-peer.
Want to join Maedium directly for suitable assignments? See how to register.
Note: regulations around the Dutch DBA Act may change. For current information, consult rijksoverheid.nl or belastingdienst.nl. For your tax situation, consult an accountant.
