How to Land Your Next Consulting Contract
You’ve taken the leap. You’ve launched your independent career and are working on your first contract. You’re on your way to big things, and millions of independent contractors, consultants, and freelancers are right there with you.
But when that first contract 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.
Yes, the challenge of securing your second contract can seem daunting, but there are many steps you can take to position yourself for a strong project pipeline. Here are five steps to take to do to set yourself up for future contract opportunities.
1. Plan Ahead
While it’s natural to worry, it’s better to plan out your options. What are your core marketable skills? How can you connect with those 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 number one channel or 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 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 client and exceed their expectations, they’re often willing to recommend your services to other companies and hiring managers. Become essential. Leads will follow.
2. Let Potential Clients Know You Are Available
Create a mailing list of contacts to whom you feel comfortable announcing that you will be available. You can manage this list in an address book in your email service, a spreadsheet, or through online tools such as Constant Contact. Send this off about a month before your contract is about to end to give opportunities time to mature. The note could be as something as simple as:
Hi [insert name],
As you may know, I am now offering my [offering] skills as an independent consultant. My current project at [client] is wrapping up and I will be available to work on other contracts beginning in about one month. If you have any contract opportunities you feel might fit with my skills and experience, I would greatly appreciate the chance to work with you.
3. Get the Timing Right
When you’re about a month out from finishing your contract, talk with your current 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.
Joining an online consulting job marketplace is another great way to let potential clients know you are available when they have a project that requires your skills. Having a searchable profile in a marketplace means that companies can find you when they need you.
4. Create 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 particular 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. 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 five pointers should ease the path to finding your next contract. 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. Good luck; here’s to a great one!