A Massive Shift of Expertise Toward Independent Professionals
To understand this emerging trend, it is important to look at what is happening on the consultants’ side. In France, the number of freelance tech professionals has been growing by 4% per year over the past decade and is expected to reach 1.54 million people by 2030. This is not a passing trend but a structural shift of IT expertise away from traditional ESNs and salaried employment in general. It is also a societal change, closely linked to the growing appeal of entrepreneurship among professionals.
Independent consultants are far from being inexperienced newcomers: 92% hold a higher education degree and 83% have more than three years of experience. These are precisely the senior profiles that ESNs struggle the most to recruit and retain. The rapid rise of platforms such as Malt, Le Hibou, and Freelance.com has streamlined access to this talent pool at scale. Across Europe, 25% of IT professionals already work as freelancers.
A Clear Performance Gap
In small-cap M&A transactions within the sector, a significant performance gap can be observed between ESNs that work exclusively and systematically with a trusted community of freelancers and those that only engage independent consultants occasionally and on an ad hoc basis.
The first advantage is financial. ESNs employing salaried tech resources bear the full risk of downturns in activity. When projects end, periods of bench time immediately impact profitability.
The second advantage is operational. While recruiting a permanent employee can take several months, an independent consultant can be mobilized in an average of just six days. In a market where extreme responsiveness is a key competitive differentiator, this agility has become a major success factor.
Finally, and perhaps most surprisingly, better-paid freelancers tend to be more engaged. Around 54% earn more than they did as employees, resulting in stronger commitment and involvement in project delivery.
A Business Model Increasingly Sought After by International Investors
These observations are reflected in the numbers. Freelancing-first ESNs typically achieve EBITDA margins between 10% and 12%, whereas firms combining employees and freelancers often struggle to exceed 6% to 7%.
One example is Highteam, acquired by Danish group Emagine in 2025. Founded in 2009, Highteam achieved an average annual growth rate of 35% since inception, reaching €52 million in revenue with a 10% EBITDA margin and an impressive portfolio of large enterprise clients.
Another example is Asenium, a Microsoft, Salesforce, and SAP specialist generating €30 million in revenue and experiencing strong growth. The company was acquired in 2024 by Freeland Group, a major freelancing player that has completed multiple acquisitions in digital transformation, data, AI, and cybersecurity. These companies also demonstrated superior organic growth and profitability compared with the broader market.
The Talent War in the Background
As companies become increasingly selective when choosing technology partners, these trends offer valuable insights for ESN leaders facing a slowing market and the rise of generative and agentic AI. These technologies are expected to dramatically increase the level of expertise required from IT consultants and reshape the skills landscape.
At the same time, investors are becoming more cautious due to international uncertainties. The ability to grow profitably and resiliently has become a key factor in risk assessment and valuation.
For ESN leaders who remain hesitant, the conclusion is clear: relying on independent professionals is no longer a temporary adjustment tool or a fallback option. It has become a strategic asset that provides access to the most advanced expertise while creating meaningful differentiation in the eyes of both clients and future acquirers.
Those who integrate this approach into their strategic roadmap today will gain a significant competitive advantage tomorrow.
Sources: Xerfi, Statista, Gartner, Dresner, Malt, BCG.