Becoming a Freelance Consultant in Belgium: Key Steps and Tips

(Cliquez ici pour la Version française traduite avec google)

"Opportunities don't happen; you create them." — Chris Grosser

Launching a startup or a spin-off is not a guaranteed experience for most of us, but you can give yourself the freedom and resources to work on a personal vision: if you’ve been working as expert or project engineer for multiple companies, multiple teams, or multiple projects, chances are you’ve wondered whether transitioning to freelancing might be the right move for you.

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In 2023 for the industrial sector in Belgium, there were 306 883 active freelancers, among which 107 337 in Brussels/Wallonia and 193 289 in Flanders (source : inasti.be). That’s 6% of the actively working population in Belgium. (source : statsbel)

By "freelance," we mean an independent contractor working for a company, which can be as a sole proprietor (personne physique), a corporate entity (personne morale), or through an umbrella company (portage salarial).

During my 10+ years experience in the industrial consultancy market, I have had personally the chance to collaborate with over 80 freelance consultants, including many who transitioned from payroll positions, and have founded 2 SRL in Belgium. While there’s no one-size-fits-all answer, by posing a few key questions for reflection I aim to provide clarity as you consider this significant career shift.

8 Fundamental Reasoning Steps:

Define your goals

Analyze the pros and cons of freelancing - Assess the opportunities and risks involved.

Identify your unique skills - Identify what makes you stand out in your field.

Create a professional freelance profile - Optimize your LinkedIn profile and tailor your CV.

Intermediaries VS direct contracting- Partner with platforms or agencies to expand opportunities.

Set your pricing - Align your rates with your expertise and market standards.

Select the appropriate legal structure - Compare the available options to find the best fit.

Becoming a topic guru and maintaining a steady flow of opportunities - Develop a marketing strategy to drive continuous progress.

Launch Steps: Connect with existing experts who can streamline your launch process and provide valuable insights or support for a seamless start.

1. Define your goals

Freelance or not, as a consultant you must always focus on your own objective, don’t fall into the trap of interim where you’ll work for someone else’s dream.

What would your ideal career look like? Try this tombstone method: fill in the mission blanks on your future tombstone :

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“Throughout my journey, I have proudly become a guru specializing in __________, helping people achieve __________. The book I wrote provides all the insights you need to create a similar impact.”

This thought process can take days or even months, evolving through many iterations. Your past doesn't define your future—it's your vision that gives meaning to your experience. Clients will trust a freelancer who demonstrates a strong and compelling motivation to successfully deliver on their tasks.

If you have the chance to set your main goal, you should also clarify your short-term objectives and constraints.

Your professional organization:

(Example: types of clients, projects, full-time or part-time work, desired income level, etc.)

Your personal life:

(Example: balance with family life, time for your passions, flexibility to travel, etc.)

I highly recommend to create a MindMap and update it - at least - once a year during your Summer holidays (you can create one for free in Miro).

Read further to understand how much your goals are important for this discussion.

2. Analyze the pros and cons of freelancing

Market expectations

Being a freelancer is not the goal, it’s just a status that gives you the freedom to achieve your goal. However, not every goal can be valued on the market:

Did your objective mention anything related to adding value at one or multiple steps to someone’s project, or to leveraging your skills and expertise to help clients solve their challenges ? This is the mindset of a consultant, which is the first validation step before becoming a freelancer, whether you are 25 years old with a vision, or 55 years old with a proven career and a comfortable director position.

Do your short term objectives match the expectations of the freelancer market? These typically include:

A Temporary engagement: a client identified a problem which is time-bound with clearly defined deliverables or milestones. Remember that we’re speaking about interim, mercenary missions, temporary workforce, projectsourcing, etc. There’s a beginning because there’ll be an end (luckily).

Delegating to a specialist: a client will always be seeking for someone with specific expertise to address a specific problem. Only trust will broaden the scope beyond the initial need, also giving the chance to learn on-the-go.

Plug&Play: the consultant is expected to be autonomous, requiring little supervision from the client, which requires strong self-management skills.

The need for external perspective: the consultant is expected to bring an external perspective that differs from the internal team, that could go beyond the initial problem, based on past experiences, by staying up-to-date with industry trends, and by leveraging a network.

These expectations apply both to consultants / freelancers offering study office services (sub-contracted work package) or Right-Hand assistance (integrated role into an organizational chart).

Who Can Become a freelance Consultant?

As previously discussed, being a successful consultant requires a unique combination of self-management, adaptability, flexibility, and a solution-driven mindset. At AETHER, we summarize this philosophy into three core objectives:

Be Inspiring | Lead Growth | Create Impact.

However, there are three critical prerequisites for anyone considering the transition to freelancing:

1. Financial Safety

Freelancing demands financial resilience. Having sufficient reserves or a secure environment with formal or informal guarantees is essential to navigate unexpected situations. Unlike traditional employment, freelancing does not come with a financial safety net. For instance, you should be mentally and financially prepared to manage up to six months without income. This could happen if you choose to invest in training, wait for the right project, or take a well-deserved break. Additionally, you must be willing to use those reserves and pivot to a backup plan without regret, positioning yourself for better opportunities ahead. Ensure that you never put yourself or your loved ones in financial jeopardy, no matter the circumstances.

2. Marketable Skills and Expertise

Freelance assignments are more selective and often more challenging to secure compared to interim positions. Clients expect significant added value, which means they will thoroughly evaluate your abilities before giving you a chance. While AETHER values mindset above all, clients typically seek specific knowledge and expertise tailored to the role and industry. Being able to demonstrate these key competencies - or your willingness to progress through self-learning initiatives - is critical to standing out in the freelance market.

Transversal functions (PMO, PM, QHSE, etc.) are easier to transfer across different companies or sectors, whereas technical functions (design, PE, testing, etc.) are often constrained by the specific techniques and processes you have experience with.

Most job boards allow to filter on “contract” or “CDD” opportunities, which also give a good indicator of the potential demand for your skills.

Be cautious with punctual opportunities, as they do not necessarily indicate long-term trends. Some markets are not open to freelancers, and others may lack sufficient budget. It is essential to engage with senior associates from consulting companies who have proven experience in the Belgian market.

3. A Secured Perspective

Less than 30% of opportunities are shared online, while 30% are created only after exploratory discussions between a consultant and a project owner. It is therefore strongly recommended to have established a robust professional network (direct prospection or with intermediairies, read further bellow) and secured your first assignment before fully transitioning into freelancing, and to never stop prospecting. Success often depends on timing and being in the right place. Without a strong network of potential clients, depending only on luck can lead to uncertainty. Is your current visibility on the market great, average, or bad? How many people in your network could offer you a contract if they had the project and budget? My observed stats is about 1 proposal per 40 key persons in your network.

Be sure to also have connected with professionals who can assess the opportunities and risks involved, and support your journey, such as accountants, business services, lawyers, etc.

When to transition to Freelancing?

Each situation is unique, but key triggers include:

Employee Salary Cap

Career Growth Limitations

Desire for Autonomy and Financial Independence

If you've reached a stage in your career where greater freedom is essential to achieve your consulting-compatible goals, it’s a clear sign that it’s time to take action.

Switching to freelancing because a company requests this flexibility, or because your salary expectations exceed the usual thresholds, can also be a valid trigger. However, ensure that the arrangement is truly a win-win situation. Remember, as a freelancer, you always retain the option to return to an employee role if needed—an option that can be more complex if you’ve established a company.

Avoid the following pitfalls to set yourself up for a smoother and more successful transition to freelancing:

Starting without securing a mission first

Not knowing your rate on the market

Not knowing what your contract should include or avoid

3. Identify your unique skills

Identify what makes you stand out in your field, and showcase it in a detailed Competence File, and on your public LinkedIn profile which is now used by 90% of talent hunters.

Perform a self-assessment: Reflect on your career journey to pinpoint your value-added skills. Review your past job descriptions to create a comprehensive list of your skills. Look for the recurring themes or patterns in your professional evolution. Use LinkedIn to find inspiration from other profiles within your field of expertise.

Link skills to experience: Match the skills you’ve applied across different roles to their real-world impact.

Sort your skills into categories:

Skills you truly master

Skills you enjoy using

Skills in demand on the market

Define your service offering: Focus on the problems you can solve for clients and how your skills align with their needs.

Showcase your strengths: Highlight the skills you excel at and genuinely enjoy, as these will deliver the most value to clients.

Test your market fit: Compare your skill set to job demands to ensure alignment with client expectations.

The goal of this introspection is to clearly define your unique value proposition as a freelance consultant. By understanding what you excel at and what the market needs, you can position yourself as a trusted problem-solver.

4. Create a professional freelance profile

As a freelancer you must showcase your detailed Profile on LinkedIn, because 90% of talent finders are using LinkedIn and pay attention to the following information:

1. Professional Photo and Banner: Your profile photo is the first impression recruiters and clients will have of you. It should convey professionalism and approachability.

Photo: Use a high-quality, well-lit image where you appear polished and confident. Avoid casual or overly formal poses.

Banner: The banner is an opportunity to visually communicate your expertise and stand out from the crowd. Use it to showcase an industry-related image, your brand logo, or a tagline summarizing your value proposition.

2. Compelling Headline: Your headline should immediately communicate your expertise and the value you bring. Instead of a generic job title, focus on what makes you unique or how you help clients.

Example: "Freelance Consultant | Expert in Project Management and Operational Excellence | Delivering Scalable Solutions for Engineering Projects."

3. Professional Summary: Your summary is your elevator pitch. It should provide a clear overview of:

Who you are and your area of expertise.

What problems you solve for clients.

What makes you unique (e.g., key achievements or industry focus).

A call to action (e.g., "Feel free to reach out for project collaborations.").

Keep it concise, yet impactful, and ensure it’s tailored to your target audience.

4. Experience and Achievements: Your work history should not just list job titles; it should tell a story of your career progression and achievements.

Dates: Ensure that dates are precise to reflect the timeline of your experience.

Responsibilities: Go beyond job titles to explain the scope of your roles. Highlight leadership, technical expertise, or unique contributions.

Achievements: Use data to quantify your impact (e.g., "Increased project efficiency by 20% by implementing lean processes.").

Relevant Experience: Focus on projects and roles that align with the services you offer as a freelancer.

5. Skills and Recommendations: Showcasing your core competencies and endorsements adds credibility.

Key Skills: Highlight marketable skills that align with your niche and industry demand. Use industry-specific terms for better visibility.

Recommendations: Request recommendations from past colleagues, managers, or clients to validate your expertise. Ensure they focus on your strengths and results.

6. Professional Network: “Your network is your net worth” (Porter Gale): how many professionals in your field of expertise are you connected to? Cultivate it by connecting with:

Industry professionals and peers.

Recruiters and hiring managers in your field.

Clients or collaborators from past projects.

The broader and more engaged your network, the more opportunities you’ll uncover and the more value clients will see in your profile.

7 Content and Publications: Demonstrating thought leadership can significantly enhance your visibility and reputation.

Share articles, insights, or updates related to your expertise.

Engage with relevant content in your industry to show your active involvement.

Publish your own posts or articles that reflect your knowledge and problem-solving abilities.

The Importance of Keywords: Keywords play a vital role in making your profile searchable by recruiters or clients. Use terms relevant to your field and industry throughout your profile.

Incorporate keywords in your headline, summary, experience, and skills sections.

Research commonly used terms in job descriptions for roles you’re targeting.

Mention standards, software, techniques, methods, equipment, and other tools specific to your industry, technical background, and role. As a tip, create a learning path to address any knowledge gaps and consistently invest in online courses, certifications, or industry-relevant books to expand your expertise. You can then enhance your profile by listing these skills as "on-going learning," showcasing your commitment to growth and professional development.

5. Intermediaries VS direct contracting

In large organizations, partnering with intermediary platforms or agencies is often a necessity. While the client pays an additional margin for these services (a budget unlikely to be allocated in a direct contract), the arrangement provides numerous advantages.

For freelancers, collaborating with an intermediary can be highly beneficial, streamlining operations and opening doors to valuable opportunities. Let’s compare both approaches:

Aspect	Intermediary	Direct Contracting
Access to Clients	Provides access to a broader client network and exclusive opportunities through established portfolios.	Requires independent networking and prospecting to find clients, which may take more time and effort.
Administrative Support	Handles invoicing, timesheet management, compliance, and contract follow-up, saving time for freelancers.	All administrative tasks must be managed independently, requiring additional time and attention.
Credibility	Working with a reputable intermediary can enhance trust and credibility with clients.	Relies solely on the freelancer’s reputation and ability to build trust directly with clients.
Rate Negotiation	Negotiates rates on behalf of freelancers, leveraging market expertise to secure competitive terms.	Freelancers must handle rate negotiations themselves, which may require strong negotiation skills and market knowledge.
Financial Security	Provides guarantees such as payment within a fixed timeframe (e.g., 30 days) and coverage for financial risks.	Payment timelines and risk management depend on the direct agreement with clients, potentially leading to delays or disputes.
Legal and Tax Support	Offers assistance with legal and tax compliance, ensuring alignment with regulations.	Freelancers are responsible for managing legal and tax obligations independently, which may require professional help.
Training and Development	May provide access to training programs or resources to upskill freelancers.	Freelancers must invest in their own professional development and resources.
Flexibility in Projects	Offers a variety of projects, allowing freelancers to focus on their expertise without extensive prospecting.	Freelancers have complete autonomy to choose clients and projects but must actively seek out opportunities.
Networking Opportunities	Facilitates connections with other professionals and potential collaborators through their network.	Networking is entirely self-driven, requiring effort to build and maintain a professional network.
Revenue Retention	Takes a commission on earnings, which might in some cases reduce the freelancer's net income.	Allows freelancers to retain 100% of their revenue, leading to potentially higher earnings per project.
Contract Negotiation	Uses standardized contracts, which can be restrictive (e.g., non-compete clauses or predefined terms).	Freelancers have full control over contract terms but must ensure their agreements are legally sound and balanced.
Control Over Branding	Limited branding as the intermediary often acts as the primary point of contact with clients.	Full control over personal branding and client relationships, building long-term connections directly.
Mission follow-up	Your SPOC can act as a spokesperson for you, facilitating internal communications to enhance your chances of integration and success.	You are solely responsible for communication with your client, without external support to relay messages from either side, yet you maintain full transparency.

Summary

Intermediaries are beneficial for freelancers seeking administrative ease, client access, and financial security but come at the cost of commission fees and limited control.

Direct contracting offers greater autonomy and earning potential but requires more effort in administration, networking, and client acquisition.

Be cautious about intermediaries sharing your CV without permission, as it violates GDPR and can harm your image. Unauthorized submissions, known as "multicandidature," may create confusion if your CV is sent multiple times for the same role. Always ensure intermediaries respect data protection laws and communicate transparently about how they use your CV. Freelancers often avoid junior recruiters or business managers who can act opportunistically with a short-term vision, and are therefore more prone to making mistakes.

6. Set your pricing

Separate Your Rate from Your Personal Value

Your rate is not a reflection of your personal worth—it depends on the client’s budget and the market.

Value = (Problem × Pain × Complexity) / Time to Resolution

A client’s budget can vary based on:

The size and budget of the client

The perceived complexity of the problem

The urgency and the “pain” experienced by the client

The geographic region or market zone

The market will estimate your rate based on:

experience Level: The number of years you've worked and the depth of your expertise.

Field of Expertise: Specialized domains often command higher rates due to niche knowledge or skills.

Perceived Value: How clients view your ability to solve problems and deliver results.

Supply and Demand: Market conditions, including the availability of talent and client needs in your industry.

Flexibility for Valuable Projects

You can lower your rate for a particularly interesting or strategic project, but always communicate this clearly to the client and explain your reasoning.

Validate Your Rate

Your minimum rate must cover your costs and ensure profitability. Never go below your breakeven point.

How to estimate Your Minimum Daily Rate?

Determine your yearly (net) financial needs (including all net expenses for both your net salary and your activity exepenses, i.e. travel means, equipment, software, professional development, etc. You must simulate this with the help of an accountant to anticipate some hidden financial needs like professional liability, extra health insurance, income protection, or pension plans).
Decide how many days per month you plan to work (the average for employees is 218 worked days per year, including 32 days for holidays and legal leave).
Calculate your minimum daily rate (As a sole proprietor, deduct roughly 50% from your rate for taxes to get an idea of your net earnings.).

⇒ Daily Rate = (yearly net x 2) / 218= ### € HT/day to be invoiced to your client or to the intermediate consulting company.

The market typically refers to rates in terms of daily rates, not hourly ones, based on 8 hours of productive work per day (excluding travel time and lunch breaks). Your daily rate should therefore account for your daily travel costs, though extra project-related expenses can usually be invoiced separately. Overtime is often avoided, with some allowance already included in the daily rate. However, certain clients may agree to pay an additional fee, either at the standard rate or an indexed one, depending on the context.

If you have a SRL, you will pay less taxes (down from 50% to only 35%) but will have more fixed costs.

Test your rate against market standards and with intermediaries rather than setting it in isolation. This ensures competitiveness and alignment with client expectations.

For Projectsourcing services, in 2024 the reference for master profiles, all industries and regions included, was about (+- 10%):

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Junior (0 to 2 years of experience): 300 to 400 € HT/day (+- 10%) (i.e. between 2700€ and 3600€ net per month)

Medior (3 to 8 years of experience): 400 to 600 € HT/day (+- 10%) (i.e. between 3600€ and 5400€ net per month)

Senior (9+ years of experience): 600+ € HT/day (+- 10%)

Ranges are indicative and can vary based on factors such as industry, specialization, role, geographic location, project complexity, and client budget. If you work with a package, your average daily rate will typically be higher.

If working through intermediaries, they will typically add a margin of 20% to 25%, although this can decrease to 10-15% when working with independent Belgian companies, which are often more competitive due to their focus on long-term vision and client relationships.

This additional cost is always borne by the client and should not necessarily be considered as a "loss" for the freelancer, as it covers the intermediary's services, which often extend beyond the mission itself. These services may include exclusive and ongoing talent search, insurance coverage, extended payment terms, and other value-added benefits that support both the client and the freelancer.

Finally, your invoice must include a VAT of 21% on your daily rate. This VAT is payable to the state, typically on a monthly or quarterly basis, and the client will reclaim it on their end as a neutralized expense. Therefore, rates are always discussed excluding VAT (HT).

To summarize, an invoice totaling 10000€ paid into your business account will result in roughly 4000€ net (as a sole proprietor) or 5500€ (as a SRL) after VAT and all taxes are settled. Keep in mind that taxes are owed to the state even if your client has not yet paid the invoice, requiring careful cash flow management or the activation of a credit line with your bank. Payment terms typically range from 30 to 90 days, with the inherent risk of non-payment.

7. Select the appropriate legal structure

When starting as a freelancer, two main options are available: operating as a sole proprietor (self-employed) or establishing a company, typically in the form of an SRL (Private Limited Liability Company). Ask an accountant to help you identify the advantages and disadvantages of each structure.

Sole Proprietor (Self-Employed)

Administrative Simplicity: Obtaining a VAT number is quick, with no need to involve a notary or prepare a financial plan.

No Required Capital: No initial funding is necessary.

Debt Liability: You are personally liable for business debts, putting your personal assets at risk.

Higher Progressive Taxation: Tax rates increase with your income.

Recommended for Revenue up to €80,000: Ideal for quick starts and modest activities, this structure is often the simplest choice.

Risk of false self-employed worker : A false self-employed worker is someone classified as independent but effectively operates under the authority of an employer (fixed hours, instructions, subordination), depends economically on a single client, and bears no financial risk (no investment or strategic decisions). If detected, authorities may requalify the status as employee, leading to retroactive social security contributions and potential financial penalties for both the worker and the client. This is also why a true freelance cannot work more than 2 years for a single client. This status is therefore the least used by project engineers with long-term ambition.

SRL (Private Limited Liability Company)

Asset Separation: Personal and professional assets are kept separate, limiting liability for business debts.

Director's Salary: Allows you to optimize your remuneration.

More Advantageous Taxation: Offers better fiscal optimization beyond a certain income level.

Recommended for yearly revenue over €80,000 HT: More suitable for larger activities, often proving more profitable.

Initial Investment and Formalities: Requires starting capital (even modest), involvement of a notary, and a financial plan.

Freelance-owner status: As a company owner you must also have the freelance status. You could give yourself a fixed contract but this is risky.

No risk of false self-employed worker: allowing for long-term missions (more than 2 years)

Progressive Strategy

If you lack the funds to create an SRL immediately, you can begin as a sole proprietor and later settle your SRL. This approach enables you to test your project with minimal expenses. Once you have sufficient cash flow and your revenue exceeds €80,000, you can transition to an SRL, benefiting from a structure better suited to a growing business.

Umbrella companies provide a unique status, especially for freelancers looking for administrative ease and social security benefits, without the need for an initial investment. In Belgium, cooperative structures like Smartbe are among the most prominent options. A fee (typically a percentage of your earnings) is deducted for these services, which can range between 5% and 10%.

8. Becoming a Topic Guru and Maintaining a Steady flow of opportunities

Proactive networking and establishing a long-term marketing strategy—both passive and active—are essential. The goal is to remain "top of mind" with your network and prospects to maximize opportunities for new assignments.

1. Networking: The Foundation of Your Growt

Leverage Your Existing Network

Start by capitalizing on the relationships you already have. Former colleagues, classmates, and project partners form a valuable base of contacts. A simple update about your new skills, your latest project, or your availability can spark new collaboration opportunities. There are many digital tools that can help you organize your contacts.

Build New Connections

Don’t limit yourself to your current circle. Forge new links by proactively reaching out to companies and other experts in your field. Prospecting tools like LinkedIn are great starting points. Send personalized messages, express sincere interest, and highlight your value proposition or your interest to share resources.

2. The Marketing Plan: A Balance Between Passive and Active Approaches

Passive Marketing: Your Online Presence as a Business Card

Visibility on freelance platforms: Be present on multiple platforms and optimize your profile.

A professional website: Showcase your skills, achievements, client testimonials, and updates. A strong website reassures clients and reflects your professionalism.

An optimized LinkedIn profile: Regularly update your experiences, request recommendations, share articles, and demonstrate your expertise.

Active Marketing: Regular and Proactive Interactions

Update your CV 15 days to 4 weeks after starting a project: Notify your network about your new role and indicate your next availability.

Regular emails to key partners: Schedule emails every 3-6 months to strategic contacts, highlighting your recent successes, relevant news in your field of expertise, and offer the opportunity to be called for free advices. This ensures you remain a viable option. End your messages with a collaborative question like: “How can I help you?”

Attend seminars and events: track the relevant events in your field of expertise and attend to it or invite your relations. Not only do these events help you grow your contact list, but they also reinforce your credibility by keeping you informed about the latest trends.

Inform your network about your current projects and availability: A concise email sent every year keeps you on their radar and ready for new assignments.

Reminder before the end of a project: Eight weeks before a contract ends, re-engage your network by announcing your availability. Provide a link to an online appointment tool or propose specific meeting times. Share your updated Competence File. This helps prevent downtime and ensures a smooth transition to your next assignment. Finding a good mission takes a lot of meetings. If it’s too easy you’re probably not aiming for a growth mission, or you’ve had the chance to meet your career angel.

3. Conclusion: Stay “Top of Mind”

By consistently creating and sharing content, you build an ecosystem that sustains your freelance activity. Share industry news on LinkedIn, comment thoughtfully on posts to showcase your expertise, and write blogs or articles to highlight your unique insights. These actions position you as a go-to professional. Start writing your own book(s) to further establish authority. Content creation is a continuous process—stay persistent, refine your strategy, and train yourself to remain “top of mind” and attract steady opportunities.

9. Launch steps

Once you are convinced, the real fun begins.

To start as a freelance engineer in Belgium, contact business offices like Partena or UCM , to go through the following steps:

Choose your legal form: sole proprietorship or company.

Open a professional bank account.

Activate a VAT number.

Join a social insurance fund for social security coverage.

Obtain required permits or licenses (for regulated professions).

Maintain proper bookkeeping (simplified or double-entry).

Take out relevant insurance (e.g., professional liability).

If you create your SRL, an accountant will help you perform the needed steps:

Draft the articles of association with a notary.

Prepare a financial plan covering at least three years.

Open a professional bank account and deposit the capital.

Sign the incorporation deed with a notary, including statutory registration.

Activate a VAT number if required.

Join a social insurance fund for social security.

Obtain necessary permits or licenses for regulated professions.

Maintain double-entry bookkeeping as per legal requirements.

Take out relevant insurance, such as professional liability, directors' liability, and operational liability coverage.

At AETHER, freelance engineers are warmly welcomed and provided with the essential support they need to ensure their projects are successful, with every effort made to keep operations running seamlessly and help you grow your vision, your resources, and your network.

Becoming a Freelance Consultant in Belgium?