(This series focuses on the most common reasons we've heard for why recruiters don't want to offer contract staffing.  These reasons are based on common misconceptions about contract staffing and prevent recruiters from reaping the benefits of offering contractors to their clients.)

Reason #1: My clients don't have a need for contractors

Have you specifically asked your clients if they have a need for contractors?  If not, you may want to ask them, and you may be surprised by the answer. In this uncertain economy, more and more companies are turning to contractors, so it is very likely that at least some of your clients have considered contract staffing or are even utilizing contractors already.  

So why haven't they asked you about it? Well, if you have never discussed contract staffing with them, they may assume you don't do it.  By simply telling them that you can handle contractors, you may be able to keep them from turning to your competitors for their contract staffing needs.

Another possibility is that your clients may not know that contractors can solve a variety of problems. Try asking the following questions to find out if they have a problem contractors could solve:

• Do you have a hiring freeze now that prohibits you from hiring someone?
• Do you have a deadline or special project that you need completed?
• Do you need to reduce tax risks associated with 1099 independent contractors?
• Do you want to evaluate a candidate’s skills prior to offering direct employment?

These are very real problems that contract staffing can help solve. By offering contract staffing as a viable solution, you go from being just a vendor to becoming your client's trusted partner.

The only way to be truly sure that your clients don't have a need for contractors is to talk to them about it.  By showing clients that you can meet ALL of their staffing needs, you can open the door for additional opporunities and income!

Debbie Fledderjohann is the President of Top Echelon Contracting, Inc.