While it is true that mastering the technical aspects of your job is an important component, this is only one piece of the equation.
In order to be referred you must also be liked, trusted, and respected. Do your best to maintain friendly relationships, always do your share of the work, be a team player within reason, don’t leave contracts early and stay out of workplace politics. We have seen several situations where the rightful party damaged their reputation in an unnecessary interoffice battle. As a consultant, it is very easy for a customer to decide to terminate a contract rather than solve the issue at hand. Furthermore, after leaving a project, consider the legacy you wish to leave behind.
It is natural to want to return the favor. I’ve seen consultants who save and update a document with a list of people who they refer regularly. Not surprisingly, I often find that someone on that list was indeed the person who referred them to me.
Ask coworkers to refer you
This seems fairly obvious, but you will be amazed at how much this simple step can help. Be warned that you should consider carefully your thoughts about the referrer. There is a saying that “good people refer good people” and the reverse is commonly thought to be true, so be sure that you are not asking just anyone to refer you. Referrals are most meaningful when presented by a thought leader or decision maker in the business.
This article is continued from Keeping your contract momentum going