I would say that in the end there are only 2 ways: - network with, or better, befriend potential clients. Knowing your market is crutial. - make good work to

I would say that in the end there are only 2 ways: - network with, or better, befriend potential clients. Knowing your market is crutial. - make good work to get future referrals and speak about it (blog, forums, public speaking) to get leads. The optimal percentage of these 2 approaches depends on your personality and the stage of your consultancy (just starting, long time in the market, etc). As anecdotes, one friend, as an housing architect (and the best seller I ever met) finds his clients always during nightlife. By the other hand, my father, as a tradesman, gets clients only by referrals. After 30y it's more than enough for him. He doesn't even has any online presence.