Where work comes from.
WHAT SOURCES EXIST
Referrals from past clients Your network Platforms and marketplaces Direct approach Agencies subcontracting Communities
WHAT PRODUCES THE BEST WORK
Referrals, consistently.
WHY
Trust is already established, and price competition is lower.
HOW TO GENERATE THEM
Do good work, finish it, and stay in contact.
WHAT TO DO AT THE END OF EVERY PROJECT
Ask whether they know anyone who needs similar help.
WHY THAT SIMPLE ACT WORKS
Satisfied clients rarely think to refer unprompted.
WHAT PLATFORMS PROVIDE
Access to clients with no network.
WHAT THEY COST
Fees, and heavy price competition.
WHAT TO DO ON THEM
Specialise, so you are not compared on price alone.
WHY SPECIALISATION WORKS
A specific problem commands more than general availability.
WHAT SPECIALISATION LOOKS LIKE
A technology, an industry, or a specific outcome.
WHAT DIRECT APPROACH REQUIRES
Identifying businesses with the problem you solve.
WHAT TO SEND
A short message referencing something specific about them.
WHAT TO AVOID
Mass messaging Competing purely on being cheaper
WHAT TO BUILD OVER TIME
Evidence: case studies, testimonials, published work.
WHAT MATTERS MOST TO CLIENTS
That you will finish, and communicate.
