Temporary work isn’t.

Oh, it’s work. But it’s not all that temporary.

A new report from Workmarket.com finds that 59% of companies that use freelancers contract with them for at least six months at a time.

And 42% of companies use the same contract workers over and over.

When you know why companies are keeping you on contract, you can turn the advantages you bring them to build your career.

And – surprise! – saving money isn’t the main reason why companies use contract workers. Workmarket found that 64% of employers rely on contractors for flexibility. Then comes money, at 45%, then, expanding geographically, at 38%, and finally, tied at 24%, to generate additional revnue and to improve work quality.

Flip those stats over and here’s how to use your clients’ motivations to your advantage:

• Flexibility goes both ways. Keep your clients in the loop about your availability. They want flexibility, but that’s also why you’re a free agent. Ask about their project schedules, anticipated staff shortages, and crunch times. Find out if they’d like you to block out time when they are most likely to need you.
• They save by buying quality. Stipulating that you’re charging at least market rates, prove your worth by delivering polished, ready-to-go work on time or early. It only takes one round with an inexperienced, unorganized, error-prone contractor to m reinforce the total value of working with a pro.
• Support expansion. Your know others like you. Your network is a hidden value to your client. Offer to refer your client to other contractors located where your client wants to be – and vice versa. You’ll build relationships in both directions.
• Revenue doesn’t generate itself. Neither do ideas for new clients, new projects and new efficiencies. Make strategic introductions for your clients. In other words: trickle up.
• Quality is the biggest reason why businesses don’t use contract workers as much as they might: 31%, according to Workmarket, say that quality is their biggest obstacle to using more ‘on-demand professionals,’ as it terms us contractors. So validate your quality by joining top-level professional associations; by asking for and using references when pitching clients; and by having an up-to-date and rich portfolio that illustrates the scope and depth of your work.

Freelancing is a career of its own. With more employers realizing the advantages of working with freelancers, the benefits can go both ways.