“Why don’t contractors behave like our regular staff?” said my boss in a very exasperated tone.
“Because we don’t treat them the same as our regular staff,” I replied. Luckily, he saw my point and it set my mind thinking about this conundrum.
Why do some workers choose to be contractors?
Well I guess they have greater freedom of choice; it’s their own business, they have more variety in their work and more money. Or is it the normal way of working in their chosen industry?
It must be tough being a contractor as you are treated a bit like cannon fodder—picked up when you are needed and dumped again when that particular project is complete. You’re expected to be there when you are needed, at short notice and with no consideration for your needs.
When you view it that way, is it any wonder that some contractors act like hired guns and go with the job that pays the most and have no loyalty to anyone—first come first served. They have a family to feed and need to keep a roof over their heads so they have to do what they have to do.
How do you build a win/win relationship with your contractors that promotes loyalty to you rather than them just going with those that pay the most money?
How do you stop them behaving like a contractor and more like a member of your staff?
Communicating
People love to be asked for advice, so when you are working on a project ask your contractor for advice on how they would do it. By doing this, you include them early on and they are more likely to consider you when their diary starts to fill up.
Keep them updated about what’s going on in your company, such as when you are buying new machinery or employing extra staff—this will make them feel included.
Do you give them positive feedback and thanks at the end of a successful project?
Supporting
Can you help them by being able to get them better discounts on materials/tools/machinery/workwear? You may have bigger spending power than them, so help them.
Have you ever asked them what you can do to make their life easier, or what do you currently do that makes things difficult for them?
Do you ever chat to them about their business goals to see where you may be able to help them?
Have you ever discussed how busy they are and when they are likely to be looking for more work? You might be able to fill that hole for them, which in turn will get them talking to you proactively and considering your needs when they are planning their work.
Personal touch
What do you know about them as people?
Even if you have nothing for them, ring them up and have a chat so they don’t forget you.
When is the last time that you took them out for a coffee and sandwich?
Do you invite them to company functions?
All these little things will make you figure in their plans much more and you will become their priority.
If this is a new approach for you, it will take a little time to see the results but they will come. These actions will generate the loyalty and commitment you need and, to be honest, often a very loyal contractor will add more value than a loyal member of staff.
In the words of Bruce Springsteen, “Share a little of that human touch…”