How to Handle Competitors Asking for Inside Information

Picture this: You own your own catering business. Long days of persistent marketing and hard work have paid off and you have a steady stream of corporate clients. At a networking luncheon, youre seated next to another caterer new to the area. She seems pleasant and youre enjoying her conversation.

Youre just about to bite into your chocolate cheesecake when she asks: "You do a lot of business with Big Juicy Client. Who is your contact person there?

Sounds strange, doesnt it? But the same thing happens to many freelancers. While most self-employed individuals understand the taboo behind asking a colleague for contact information, at the same time, a fairly large percent dont. It can be uncomfortable when someone asks you for information that you dont care to share.

Why its wrong

The biggest reason is obvious: youve worked hard to land your clients, so why would you hand them over to a competitor? Sure, it’s unlikely that your fellow freelancer will actually capture the attention of your client, and your client will be so smitten by their sales pitch that they drop you completely. However, thats a gamble most freelancers could do without.

Theres other, less obvious reasons to consider. Your colleague is likely to drop your name when they approach your client ("Im an acquaintance of Jane Doe). Unless you can vouch for this persons work, consider if you want to be linked to them.

You also need to respect your clients privacy. What would you think if a new plumber began calling you directly, saying that your regular plumber gave him the okay?

And finally, theres the annoyance issue. Once youre involved with a client, youre probably talking to inside personnel. By sharing their direct contact, youre opening these individuals up to interruptions and phone calls they typically dont receive (again, potentially with your name sprinkled in).

Why its right

It may not be all wrong to share contact information. Theres karma you do good things for others, theyll do good for you. Perhaps if you give this aspiring freelancer a contact or two, one day theyll call you to share you a big lead. Or theyll mention your name at the right time, indirectly bringing you business.

Another positive could be building camaraderie. Freelancing is an isolated profession, and building up a network of peers can be valuable. But at the same time, theres countless freelancers who are happy to build a relationship based on shared ideas and support without mooching your leads.

Of course, if the freelancer making the inquiry is someone you know and trust, its a different story. Then its worth a deeper discussion as to whats going on. Are they stuck in a dry spell? Are they trying to expand into a different area? You still may not be ready to pass over your contact list, but may be able to help in some manner.

How to bow out

So back to your chocolate cheesecake. Lets assume you dont know this individual well, and youre not willing to part with the info. How do you respond without ruining the rest of a pleasant meal? Choose what suits you at the time:

• Brush it off: "Im awful with names. Ill look it up and get back to you.
• Pretend you didnt hear: "This cheesecake looks good!
• Make a pointed joke: "Would you like my pin number too?
• Be direct: "Sorry, but I don’t share contact information. This cheesecake looks good!
• Be really direct: "I worked my tail off to get noticed by these people. Why would I readily give you their information?
• Pass the buck: "My contract has a clause that prevents me from sharing information like that.

Its tough when a colleague puts you in an awkward situation. The important thing is to protect your own interests if youre okay sharing this information, go ahead, but if youd rather not, dont succumb to the pressure of the moment.

Photo credit: Some rights reserved by disorderly.