Insights for AWS contractors
Contractor workload
The freelancers that took part in our survey work an average of 39 hours a week, although this varies between 9 and 60+ hours per week.
Percentage of freelancers that have worked on projects that have lasted 12 months or more: 17%
Percentage of freelancers only working for one client: 47%
Average total contract length: 7 months
Longest contract length: 5 years
Average number of current clients: 3
How to increase your contract rate
We caught up with our Associate Vice President, Crystal Gonzalez, to learn more about what AWS consultants can do to boost their rates based on her recruiting experiences in the contract market over the last twelve months.
It’ll come as little surprise to learn that the market is saturated.
With so many contractors on the market right now, one of the best ways to maximize value is to specialize in high-demand technologies. Focusing on a niche technology where specialist skills like AI and cybersecurity are in high demand undoubtedly enhances your market value, helping you stand out to employers looking to gain a competitive advantage through cutting-edge projects.
Working with an agency like Tenth Revolution Group is also a great way to connect with different clients and professionals across the ecosystem, building a solid network that can present plenty of opportunities to earn referrals and contracts.
Attending different conferences and joining different online communities is a tried-and-tested method of gaining better visibility too, helping you to build a reputation that demands greater rates.
Finally, always be proactive in upskilling. Contractors should continue to upskill and empower their own development, earning AWS certifications to stay updated with the latest technologies. Obtaining these certifications really helps not just to be more competitive but also to justify those higher rates.
Attraction and retention
What makes a contractor accept a contract offer?
| Earning potential | 87% |
| Ability to work remotely | 77% |
| Technologies used in project | 71% |
| Duration of project | 52% |
| Flexible hours | 52% |
| Complexity of project | 35% |
| Management philosophy | 26% |
| The industry the project/organization is in | 26% |
| Size of project | 23% |
| Quality standards | 23% |
| Earning potential | 87% |
| Ability to work remotely | 77% |
| Technologies used in project | 71% |
| Duration of project | 52% |
| Flexible hours | 52% |
| Complexity of project | 35% |
| Management philosophy | 26% |
| The industry the project/organization is in | 26% |
| Size of project | 23% |
| Quality standards | 23% |
LinkedIn poll
“With the ever-changing landscape of contracting, getting paid on time is one of the most crucial things. Contractors working away from home have already invested thousands in hotel costs and meals by the time an invoice is due, if the client can’t pay on time then there are plenty more who can.”
What are the key attributes you need to be a contractor?
We asked contractors what the most important qualities are in order to succeed as a self-employed AWS professional, and the top responses were:
Technical expertise
Drive and enthusiasm
Selling your abilities to a client
Adaptability
Soft skills
Leadership
| Project management | 35% |
| Openness to new challenges | 35% |
| Staying up-to-date with AWS | 35% |
| General experience in the technology industry | 23% |
| Networking | 23% |
| Change management experience | 16% |
| Commercial awareness | 13% |
| Other | 3% |
Freelance AWS professionals now rank technical expertise (81%) as the most important attribute for a contractor, surpassing soft skills, which held the top spot in our previous study.
What challenges do you face working as a contractor?
| Finding new customers | 58% |
| There is lots of competition | 32% |
| Late customer payments/invoicing | 32% |
| Work-life balance | 26% |
| Clients changing the scope of a project | 26% |
| Keeping up to date with admin | 23% |
| Unrealistic expectations of clients | 23% |
| Networking | 16% |
| Time management | 16% |
| What to do in periods of no work | 16% |
| Knowing when to refuse a project because it's unsuitable | 16% |
| Lack of communication from clients | 13% |
| Procrastination/motivation | 13% |
| Knowing when to refuse a project because I already have enough work | 10% |
| None | 13% | Other | 10% |
| Finding new customers | 58% |
| There is lots of competition | 32% |
| Late customer payments/invoicing | 32% |
| Work-life balance | 26% |
| Clients changing the scope of a project | 26% |
| Keeping up to date with admin | 23% |
| Unrealistic expectations of clients | 23% |
| Networking | 16% |
| Time management | 16% |
| What to do in periods of no work | 16% |
| Knowing when to refuse a project because it's unsuitable | 16% |
| Lack of communication from clients | 13% |
| Procrastination/motivation | 13% |
| Knowing when to refuse a project because I already have enough work | 10% |
| None | 13% | Other | 10% |
Once again, finding new customers remains the biggest challenge AWS freelancers face. However this time, increased competition has moved into second place, whereas in our previous study, work-life balance held that spot but has now fallen further down the list.
This shift in challenges for AWS freelancers reflects changing dynamics in the freelancing landscape. Finding new customers consistently remains the top concern, highlighting the ongoing struggle to secure a steady flow of work in a competitive market. For freelancers, this means that building strong client relationships, maintaining visibility, and effective marketing are crucial for long-term success.
The rise of competition as a challenge suggests that the freelancing space is becoming more saturated. More professionals are entering the market, making it harder for individuals to stand out. Freelancers may need to differentiate themselves through specialized skills, certifications, or niche expertise to maintain a competitive edge. Networking, personal branding, and staying updated with the latest AWS technologies and trends are likely to become more important as a result.
What advice would contractors give to those considering going freelance?
- Keep your skills current
- Cultivate a diverse skill set
- Be confident in your abilities
- Always be on the lookout for your next project
- Set aside savings for periods of no work
Conclusion
For AWS contractors, this means that while soft skills remain valuable, there’s now a stronger emphasis on technical knowledge and the ability to stand out in a crowded market. With increased competition, contractors may need to constantly upskill, pursue relevant certifications, and specialize in niche areas of AWS to maintain their competitive edge. Simply relying on interpersonal skills or experience may no longer be enough to secure new contracts or command higher rates.
In essence, the rise in competition is pushing contractors to prioritize technical ability to survive and thrive in a more demanding market—which is great news for those with a hunger and desire to continually learn and develop, as well as for employers that will benefit from this increased knowledge.
Careers and Hiring Guide
AWS Edition 2025
Key Findings
Our key findings report contains highlights from this year’s Careers and Hiring Guide, plus our salary tables to allow you to compare your compensation or benchmark your teams’ salaries or rates no matter their role in the AWS ecosystem.
