From trusted provider to team member: turning client relationships into career opportunities

Some of the best career moves don’t start with a job application - they begin long before that, in the day-to-day relationship built between a supplier and a client. These relationships are developed over an extended period of time, based on mutual respect, trust, and need.

When you’ve worked with a client in this way for several years, you’ve already achieved what a candidate attempts to do in a series of 45-minute interviews: you’re seen as someone who fits the culture and delivers results. By then, you’re already a known quantity.

So, what are the benefits of making such a move, and how can you make it happen?

Knowing what you are getting yourself into

A critical part of any interview process is understanding how well the role, the people, and the organisation match your criteria (It helps if you’ve given serious thought to what you do and don’t want, but that’s a different blog.)

You have to conduct thorough due diligence on any firm you intend to join. If you’ve been working with a client firm for some time, you should already have a clear understanding of them, making this enhanced due diligence process much easier.

The risk of hiring you is lower, which makes you a more attractive candidate

No matter how strong the interview or referral process is, a hiring manager is always taking some level of risk when making a hiring decision. No manager wants to make a mistake and be seen as a poor recruiter.

If you, as a candidate, have a long-standing and deep professional relationship not only with the hiring manager but also with others in the organisation, you represent a significantly lower risk. In fact, you may be viewed similarly to an internal candidate being promoted into a new role.

How and when to raise the idea

If you decide to move from your current employer to a client firm, you face a delicate situation. You don’t want to damage the professional relationship you’ve built or undermine their trust in you. At the same time, it’s entirely legitimate to pursue a move if it aligns with your career goals and you believe you can add meaningful value.

How you approach the conversation depends on two factors. First, does the business have a genuine need for your skills and experience? Keeping a close eye on their team and identifying opportunities is essential.

Second, it depends on the nature of your relationship. You may choose a subtle and indirect approach, or—if the circumstances feel right—address the topic more openly and directly.

Conclusion

Moving to a client isn’t just a career change—it’s a strategic transition built on trust. Handled well, it can be one of the most natural—and successful—moves you make.

Just remember: the same visibility that creates opportunity can also create sensitivity. Read the room, build allies, and move with intent.