Being willing to travel to the customer site periodically helps immensely. I own a small company and all of our services work is remote. But I made the connect

Being willing to travel to the customer site periodically helps immensely. I own a small company and all of our services work is remote. But I made the connections face-to-face at industry conferences and through personal networking. I get a lot of work from visiting for a few days and going out for drinks while I'm in town. One time I got a high six figure contract that was going to go to a competitor the day after having beers with a few of the guys. I asked them to meet up so they could let me know what they liked and didn't like about my proposal. We talked about it for a bit but mostly just hung out. The thing about remote work is that you still need to maintain the person-person interaction.