The freelance market in legal and HR has not come to a standstill, but it has changed. Where clients used to look mainly for quick reinforcement, they are now asking more critical questions: is the budget available? Can this be handled internally? And is this profile still worth the requested daily rate?

Many freelancers are feeling that shift first-hand.

Processes are taking longer, external support is being questioned more often and budgets are being scrutinised more closely. Companies still need expertise, but they are becoming more selective. Where speed and availability used to be key, today the focus is much more on added value.

Of course, “€600 is the new €800” is not an official market average. But it does capture what many freelancers are experiencing: rates that seemed quite normal a few years ago are now being discussed again. A client who previously accepted €800 per day without much debate may now try to land closer to €600 or €650. That represents a difference of around 20 to 25%.

Not every freelancer is facing this, fortunately. Strong niche profiles continue to hold their value. But more generalist profiles without clear positioning tend to feel the pressure sooner.

The broader labour market also reflects this cautiousness. In Flanders, almost 10% fewer vacancies were reported directly to VDAB in 2025 compared to 2024, while the average number of jobseekers was more than 4% higher than the year before. This does not mean there are no opportunities, but it does mean that companies are less quick to allocate budget for external support.

For freelancers in legal and HR, this is especially noticeable in less specialised assignments. A freelance legal counsel, HR business partner, contract manager or paralegal without a clear niche will more quickly find themselves competing with other candidates, internal employees or cheaper alternatives. At that point, the daily rate suddenly becomes a much more important part of the conversation.

But this does not mean that everyone should simply lower their rates.

Senior expertise remains valuable. Think employment law, compliance, privacy, risk, social relations, legal operations, change, payroll complexity or experience in regulated sectors. However, “I am available” is no longer enough. You need to be able to clearly show why your rate is justified.

What can you do as a freelancer?

• Sell impact, not days.A client is not simply paying for eight hours of your presence, but for speed, expertise, reduced risk, better processes or temporary peace of mind.
• Sharpen your positioning.“Legal freelancer” or “HR consultant” is often too broad. “Contract management in international environments”, “HR legal support during restructuring” or “compliance support for regulated companies” immediately sounds more concrete and stronger.
• Tailor your CV to the assignment or role.Freelancers often have broad CVs with many projects, sectors and responsibilities. That is valuable, but it can also come across as unfocused. Do not start from everything you have ever done. Start from what is relevant to this specific assignment or role. Highlight the right experience, sectors, tools, projects and results. Without exaggerating and, of course, without lying. A strong CV is not a complete archive. It is a clear story showing why you are the right fit for this role.
• Be more flexible about formats.A lower daily rate may sometimes make sense if the assignment is longer, closer to home, less intense or strategically interesting. But do not lower your rate blindly. A discount without a clear reason does not make your profile stronger.
• Look beyond freelance alone.Sometimes project sourcing, a long-term independent collaboration or even a permanent role may be more interesting than waiting for the perfect assignment at the perfect rate.

So the real question is not: “Should I go from €800 to €600?”

The better question is: “What value do I bring, for which client, in which context — and which way of working fits best today?”

Because in a slower market, the cheapest freelancer does not necessarily win. The freelancer who can demonstrate their value most clearly does.