It's all about relationships and the client's experience. If it helps, think of the clients as users of an app, who go through an onboarding process. How do the

It's all about relationships and the client's experience. If it helps, think of the clients as users of an app, who go through an onboarding process. How do they discover the app? What do they associate with the brand? What steps do they go through and what is the conversion rate on the "funnel"? You simply build your brand, including a website, a blog and attract people to it. Get known widely (by having content that people share) and deeply (through good work and referrals). This takes time to build. But it's like any other brand. Basically, you need a brand, and cultivate relationships. Probably the best two pieces of advice I can give you are: 1) Make it safe to fail, so you can iterate and try better things. For example, have 100 users and only try a particular pricing or offer with 5 of them. A/B test various website designs, email marketing strategies, etc. Partner with one or more business developers who are passionate about client relations, and give them % of PROJECTS, not the company. This way, if anything fails, it doesn't bring down the whole thing. And you can do this "all day" because your expected value is always nonzero, so the more you do it, the more you get. You can even hire others to do your job for you - again, on commission. Like 2 levels of MLM. 2) Establish relationships before you need them. Network, and let people know what you need without pushing them. Over time when you really need something, you do 90% of the work (set up the whole experience etc) and let them know how they can be of help by doing only 10% of the work. Something simple and well-defined that starts off your onboarding process. Inbound leads basically, and "warm introductions".