Freelancers -- where do you find most of your work?

Daniel - my background is similar to Bruce's - I managed training departments, so I know the business side and I also speak "conversational" tech, so I can help translate between what the IT dept says and what it means and vice versa - when my client talks about what they want, the IT dept doesn't get it, so I can help fill in the gaps or at least ask questions to help them find mutual understanding. I also focus on the business outcomes and find ways to fix the problem, not build e-learning. I am steeped in the HPT philosophy and separate out the analysis phase from everything else and do the analysis before we decide to build a solution, so projects are always two-phased. Most times we move ahead, but every once in awhile I'll find that it 10% training and 90% other, so we build something else, or I tell them to save their money and not continue. So, when I answer the question they see that I truly understand their pain and I have their best interests at heart. (Also, differentiate by segment, so what makes me different to a gov't client is not the same to a start-up).

Bottom line: I fix business problems, I don't (just) build e-learning courses. 

BTW - The #4 is there to help you understand what you are competing against (inhouse, big firms, offshore options, etc) so you clearly differentiate yourself, even if it's for your own frame of reference. It's a good exercise, even if it just forces you to follow your own logic. You need to know why they would hire you. If you can't answer that, then you spend a lot of time chasing bad leads or working with the wrong clients. 

A point to James' comment - your reputation is a constellation of different things - if you say you are helpful and speedy to a client, but that isn't reflected in public forums (even places like this), then it will give prospective clients reason to pause. So, if you see this forum, or Twitter, or your local business publication as a place where your prospective clients or referrals might be, then make sure your message matches your actions. So portfolio is huge if you are selling e-learning development services, but I think it goes beyond that.

If you look at Kevin, I'm sure he got noticed through his online presence, even if it wasn't directly, it was indirectly, by someone saying "hey, this guy is really talented". When I see how helpful he's been on the forums, I think: wow, there's a guy I'd like to work with or someone I would recommend. Some of that is his work, some of it is how he comes across.

My own example - I write and stay involved with my local HR association, so whenever someone has a training question (of any kind), and they introduce me, refer me, whatever, it is someone new that I haven't met, but they have already seen my blog posts, articles, attended a webinar I did, etc, and that gives me a platform to draw upon and they feel like they know something about me (and I must be legit, as the HR Association lets me write for them). I answer their question, even if it means I do some free research. They will have an impression of me that I'm helpful and who will be the first person they call when they have a training project? Me. Well, at least I hope its me!

Bruce said it best:  

I have been asked to lunch tomorrow to provide some advice to someone who runs a sales organisation in one of the World's largest companies. That's not because I told him all about Triggers, Variables and Layers - it's because previously I delivered an entire package, at a good price, worked effectively with his staff, and got great feedback from users. THAT's how you find work as a Freelancer.

Good conversation and I'm learning lots too. How would you answer your own question Daniel?

Holly