Contract work is incredibly popular within the field of data & AI. From the benefits of a flexible work schedule to the potential for greater job mobility, being a contractor can provide members of the workforce with a more autonomous and free working life.
But for those enjoying their current work assignment, you may be thinking about extending your current contract or making your post permanent. To achieve this goal, there are various aspects of contract extension you ned to consider. The first and possibly most important being, opening lines of communication with your manager. This is incredibly important – especially if your contract is about to end.
Schedule a Meeting
Ask your manager if you can schedule a meeting, letting them know that you’d like to talk about possibly extending your contract. By setting a meeting time, it gives both yourself and your manager time to imagine what a contract extension would look like. During this time, both of you can think about your business relationship and how to address potential problems and create a future that works for you both. It also shows your proactivity and willingness to stay.
Emphasize What You’ve Gained
Start the meeting by thanking your boss for the opportunity to learn and grow with the company. Emphasize one or two things you’ve learned to do on the job that you believe you do really well – or that your boss has complimented you for doing well in the past. For example, you might begin by saying, “First of all, thank you for the opportunity to work with this team. I’ve been more motivated to succeed here than in any other job, and I’ve really appreciated the chance to learn Salesforce inside and out.”
Timing Your Contract Extension Discussions
Understanding the approval process is crucial. Typically, this comes around four weeks prior to the end of an assignment. Experienced contractors often leave discussions until the last few days, believing that up until then, no news is good news. For a successful contract extension, it’s important to start the process early. Find a period of time that woks for you and don’t wait up.
Make a List of Your Achievements to Date
Whether it was working on a data project or supporting an analytics team, make a note of everything positive you’ve contributed to your company so far. This way, you’ll be able to draw examples with ease. Your achievements can significantly influence the contract extension process and demonstrate your value to the organization. This can be part of your contract extension checklist.
Familiarize Yourself with Industry-Standard Salaries for Your Role
Before walking into the meeting, it’s important to know what other companies typically pay for your role. It’s also important to research data from those with your job title about average time spent in a job, common reasons for leaving, etc.
Tools like Harnham’s Salary Guide will give you a good idea of how your salary, benefits and working environment align with others with your seniority in your field.
Our 2024-25 Data & AI Salary Survey is also live – contribute to the research today and be in with five chances of winning £100/€100/$100.
Tools like the Harnham Salary Guide can help you understand your value and place in the market
Communication is key
“Make sure you’re having weekly catchups or business meetings during your time there,” says Kirsty Garshong, UK Contract Director at Harnham.
“Use that time to understand what you’ve delivered and what there is still to deliver. This will help get the manager thinking about what there is left to do. How much workload is there left? If the project is already finished, what other projects could you support?
“It’s also important to think about the reasons you’d like to extend your contract, or even go permanent there. How would that change work? Where would you sit in that organisation? What would that role offer you?
“The key is communication. Being transparent – and helping create a working relationship where your boss feels like they can be transparent with you too – can go a long way.”
Your Attitude Towards the End of the Contract
Many inexperienced contractors become anxious as the end date of their assignment draws near. This anxiety can transform itself into angst and potentially lead to a breakdown in communication. Be careful not to let this turn into animosity between you and your client. To manage a contract extension well, behave like a company – you are a supplier of services.
Emphasize What You Know
Mention a few things from your list that you believe you’ve done really well in your original contract – especially things you’ve been praised for by others. Highlighting your understanding of the company’s mission, products, and tools reinforces the benefits of a contract extension over hiring and training someone new.
Think About What You Can Offer if You Stay
Your manager may have a number of questions about extending your contract. But the most important will be, “What would keeping this person on the team do for us?” It’s important to prepare an answer to this based on some of the company’s ongoing projects and long-term goals. This demonstrates that you’re thinking about the benefits of staying rather than just the convenience.
Share Your Achievements
Discuss the most significant accomplishments you made in the position. The more invaluable you appear, the greater your chances of being offered permanent work. Point out how you came in early and stayed late when needed. Mention the additional work you requested when you finished your tasks for the day. Emphasize the work you completed that nobody else wanted to. Quantify what you achieved for your employer to provide a basis for bringing you aboard full-time. Mention other job skills your manager may find useful.
Manage Your Expectations
Many contractors automatically equate a contract extension with a rise in their day rate. This should not always be the case. If the client wishes to retain your services, don’t increase your day rate simply because you’ve been in post for six months or feel you are central to an ongoing project. Ask for an increase only if you can justify it – for example, if there has been a change in the services you are providing.
Involve Your Agency if Necessary
And if you do ask for a raise, engage with your agency to mediate on your behalf. This approach is a strategic decision and has its advantages: your agency will be able to better gauge the receptiveness of your client and sense whether an increase – asked for or given – could damage your relationship with the company.
Contract Extensions vs. Contract Renewals
Contract extensions are a simple way to increase the length of a contract without having to draw up a whole new agreement. They serve as addendums to the original contract rather than an alteration of the original document. Efficiently extending a contract requires examining the existing document and evaluating its performance.
Be Prepared to Compromise
Aim high with your rate and other contractual terms, but be prepared to accommodate the client’s needs and to meet in the middle if necessary. Be clear in your own mind the minimum rate and terms you are prepared to go to before you start the meeting. This shows your flexibility and willingness to negotiate for a successful contract extension.
Seek Professional Assistance When Necessary
If you’re making substantial changes to the original contract, consider taking additional time to seek legal counsel. This ensures your agreement complies with local laws and regulations and doesn’t inadvertently void the contract.
Build the Right Relationships
Build open, honest, and positive business relationships from the start of your contract with all the stakeholders and make sure you are appropriately letting the right people know about everything you’re achieving. Have your new contract discussions directly with the decision maker(s).
Know Your Worth
Before you enter any negotiation, you need to know your worth as an employee and as a potential contractor. This means doing some research on the market rate for your skills, experience, and industry, as well as gathering evidence of your contributions and impact on your current role. Knowing your worth will help you set realistic expectations and justify requests that may go beyond the original scope of the initial contract.
Prepare Your Proposal
Once you have a clear idea of your value, you need to prepare a proposal outlining your terms and conditions for the contract extension. This should include the duration of the contract and the start and end dates, as well as the scope of work and deliverables you will provide. Additionally, specify the compensation and benefits you expect, such as hourly rate, payment schedule, expenses, insurance, or bonuses. Your proposal should be clear, concise, and professional while emphasizing the value you bring to the employer.
Communicate Effectively
When you are ready to present your proposal, you need to communicate effectively with your employer. Choose the right time, channel, and tone for the negotiation. Avoid negotiating when you or your employer are busy, stressed, or distracted. Ensure that you remember all the right contract documents you’ll need. Use a positive and confident tone, and focus on the benefits and solutions that you can offer.
Listen and Respond
Negotiation is a two-way process, and you need to listen and respond to your employer’s feedback, questions, and concerns. Show respect and empathy, and be prepared to address any objections or counteroffers. Be flexible and willing to compromise on some aspects of your proposal, as long as they do not compromise your value or integrity.
Follow Up and Finalize
After the negotiation, follow up and finalize the contract extension. Send a thank-you note to your employer, expressing your appreciation and enthusiasm for the opportunity. Restate the main points of your agreement, and request a written confirmation or a draft contract. Review the contract carefully to ensure it reflects your proposal and expectations.
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