The hardest part of going freelance isn’t the work — it’s getting the first client when you don’t yet have a portfolio, testimonials, or a proven track record as an independent consultant. The good news is that most people’s first freelance client comes from their existing network, not from a cold pitch or a job board.
Start with who you already know
Before doing anything else, make a list of everyone who might need your skills or know someone who does: former employers, former colleagues, clients you worked with in-house, people you’ve collaborated with on projects. Don’t filter based on whether you think they’d hire you — just list them.
Then tell them you’ve gone freelance. Not a sales pitch — just a short, direct message: what you’re doing, what kind of work you’re looking for, and a question about whether they know anyone who might need it. Most first projects come from this kind of warm outreach.
Make your availability visible
Update your LinkedIn profile to reflect your freelance status. Add a line to your headline: “Freelance consultant — available for projects”. Write a short post about what you’re doing and what you’re looking for. People who might have work for you can’t refer you if they don’t know you’re available.
Consider a small introductory project
If you’re struggling to land your first piece of paid work, a small, well-scoped project at a reduced rate — for a charity, a startup, or a former colleague’s new venture — can give you something concrete to talk about. Be honest about what it is. The goal is evidence and a testimonial, not ongoing discounted work.
Be clear about what you do
One of the most common first-client mistakes is being too vague: “I can help with communications and digital” doesn’t tell anyone anything. Pick a specific thing you do well — communications strategy, social media, content, stakeholder engagement — and lead with that. You can add more services once you have the relationship.
The client outreach tracker below helps you manage your first round of outreach: who you’ve contacted, when, what you said, and what the follow-up status is.