How to Land Your Next Consulting Contract

If you’ve taken the leap and launched your independent career, congratulations! You’re on your way to big things and millions of independent contractors are right there with you. 

But when your first contract or project starts winding down, reality sets in. You knew this contract wouldn’t last forever, but what seemed to be way off in the distant future is now just weeks away—and so is your steady income. You start to worry. You start to scramble. You start to stress. 

While the challenge of securing your next project can seem daunting, there are many steps you can take to position yourself for a strong project pipeline. Follow these five steps to set yourself up for future contract opportunities. 

1. Consider Your Options and Plan Ahead

While it’s natural to worry, it’s better to plan out your options. List out your core marketable skills. Then ask, how can you connect with the people or businesses who need and value those skills? Use tools like LinkedIn to reach out to others in your area of expertise. Remember, your network of professional contacts is your No. 1 channel for new work. And this part is crucial: be sure to let your network know you are open to future consulting opportunities. Don’t be shy—past colleagues are often more than happy to send work your way. 

In worrying about your future contract, don’t neglect your biggest opportunity: word of mouth about your current one! While this may sound like a no-brainer, it can be easy to overlook. If you deliver flawless work to your clients and exceed their expectations, they’re often willing to recommend your services to other companies or hiring managers. Become essential. Leads will follow. 

2. Leverage Your Network

When you’re about a month out from finishing your contract, start talking with your client about opportunities for additional work. Present a proposal or plan that identifies areas where you think you could help. Rather than putting the work on their shoulders, do the research and create a need for them! If you can create a solid business case, they may be open to repeat business. 

Remember that your existing professional network remains your most valuable source of new contracts. Reach out to former colleagues, clients, and industry contacts to let them know you’re available for new projects. Be specific about the type of work you’re seeking and the timeline you’re working with. Don’t just announce your availability—ask directly if they know of any relevant opportunities or if their organization has upcoming needs that align with your expertise. 

3. Ask for a Referral

Many consultants hesitate to ask for referrals, but most people are happy to help if you make it easy for them by clearly explaining what you’re looking for. For example, instead of saying you’re “available for consulting work,” explain that you’re seeking three-month digital transformation projects with mid-sized manufacturing companies, or six-week marketing strategy engagements with B2B software firms. This specificity helps your contacts immediately think of relevant opportunities rather than trying to mentally sort through every possible match. 

Timing your referral requests strategically makes a significant difference. Reach out when you’ve recently delivered successful work, when your contact has achieved a notable professional milestone, or during natural networking periods like industry conferences. Avoid asking for referrals during obviously stressful times for your contacts, such as during their busy season or immediately after organizational changes. 

4. Build Your Own Opportunities

Remember, you’re a professional now. If you run into difficulties or if your scope of work changes on your current contract, find a way to turn it around and create an opportunity. Even if this project didn’t turn out to be exactly right for you, maybe it’s something you can refer to one of your peers or business partners. Good deeds do come back your way—it’s consulting karma! 

5. Position Yourself as a Subject Matter Expert

Establish thought leadership in your area of expertise by consistently sharing valuable insights through content creation and industry engagement. Write articles on LinkedIn, speak at industry events, participate in relevant online forums, or start a newsletter focused on your specialty.  

When potential clients research solutions to their problems, your name should appear as someone who understands their challenges. This approach takes time to build momentum, but it creates a steady stream of inbound inquiries from prospects who already view you as an expert rather than just another consultant. 

6. Always Be Proactive

And finally, if possible, prepare a list of tasks that still need to be done, even when you have completed your deliverables. Bringing your client’s attention back around to these details in a way that showcases your organizational and planning skills may lead to future work for you. 

Following these points should ease the path to finding your next project. If you remember one thing, make it this: your best source for new work lies in your natural market: your close contacts and colleagues. Don’t hesitate to make them aware that you’re available.