You need to be well known in the academic community, have worked on important and well known products, and spend a lot of time on potential clients. We have one

You need to be well known in the academic community, have worked on important and well known products, and spend a lot of time on potential clients. We have one person (the one with the most connections) who just finds contracts by going to trade shows and curating connections, and the rest of us work on them. I've worked on products that you've used :)