10 Steps to Get Contract Work

Posted on May 1, 2025

---

 

Over and over and over again I read postings by people who have lost their jobs and can't find another. They send out 100, 500, even 1000 applications... and often don't even get a reply, much less an interview.

What does that say?

Well, it is the universe sending you a message... and that message is "Hey, dumb-a$$ find somethin' else to do... because you ain't gonna be doin' what you been doin' any longa."

Most often this affliction is foisted on mid-life and older people who work in industries that want cheap, inexperienced youth as opposed to sage wisdom and the valued experience of someone with a bit of gray hair and perhaps a line or two on their face.

The corporate world does not want you in your current state. But they will want you in a different state.

That state, dear friends, is the state of self-employment... and in most cases this equates to "contract work."

Won't they still pass over me due to my age?

They really care about age when they are "marrying you" as a possible long-term employee.

But as a "one-nite stand" it is not really important.

When you are being considered for employment it is all about "fit and finish." Are you the right age, the right sex, the right 'look,' have a bright and perky personality if female, root for the same sports team or play the same sport (golf, tennis, etc.) if male.

The last time you hired a plumber or a landscaper did you care about any of the above?

When you do contract work none of that matters.

It is all about the job and that you can do it, can convince someone you can do it, and won't screw it up.

That's it. Nothing else (or very little else) matters.

If you are with me, read on. Otherwise, go send out another 1,000 resumes. I wish you the best."

So how are you going to do this?

In my 40 years of self-employed contract work this is a saying that has worked well for me time after time after time: "Fish where the fish are!" (There are very few fish on LinkedIn so fergetaboutit.)

Here is my advice. It is not easy, or fast, but it will work if you do the following.

1. Find out where the fish are or at least where people think the fish are. This is research, research, and more research. Look at sites that are seeking consultants/contractors. Dice.com is one example. There are a zillion others. Just read thought the listing and see what skillset is in demand in your area, region, or even nationally. You need to spend at least 80 hours on this. Call the major employers in your area and talk to the HR people asking them what skills are 'hot' ... that they can't find good candidates for.

I've always been in the tech world... mostly programming so I'll use that industry as an example. But you can easily apply this to your own industry or occupation or profession.

The "need" may be something to do with AI, or perhaps crypto, or maybe block chain, or maybe a language like Rust or Go or maybe it is embedded programming. You must find where there are a lot of fish and basically what type of fish they are. Most importantly find out what those fish sell for in the marketplace

2. Here is the hard part. Figure out where you want to fish and what kind of fish you want to catch. Then become an expert in whatever it might be. By that I mean you must study, study, and study some more... whatever it is. Take free classes, take paid classes, read books, etc. You will probably need a minimum of 12 weeks, 8 hours a day, 6 days a week. (You get one day off a week.) You need to learn what might take you two years of OJT, in three months. When you get stuck on a concept find an expert and cold-contact them and ask. Maybe you can get a mentor. Perhaps also reach out to others who are interested in 'your' fish and you will get a study partner, and maybe later on, a business partner.

3. Set up the infrastructure for a sole-prop business. Come up with a name that you like AND (this is important) one that you can get a domain for. Don't use your own name. Try to use a name in whatever you are now an expert in. "Blockchain Programming Associates" or "Binance Consulting" or "Python Systems" or "Legacy Programing" (if you are looking into the COBOL, ALC, etc. market.) You don't have to be too creative here... just come up with something memorable if possible and which you can find a domain that will work with it (You might not be able to get "BinanceConsulting.com" but might be able to get "Binance-Consult.com". Next do the legal work to register the name with your county or city... so you can get a bank account in the business name.

4. Create some inexpensive marketing material. Hire a graphic artist (no, not your neighbor's teenager who just took a course in Photoshop!) to create a nice 4-color flyer or brochure for you. Get some biz cards (VistaPrint.com is good for this.) On the card make your title "Managing Partner" not President or VP or CEO. There is a bit of psychology here but I don't have time to get into it.

5. Create a one or two page website for yourself. Hire someone or DIY. The options are endless. Wordpress is pretty simple. You will basically use your website to sell your services.

6. Now comes the fun part... and if it is not 'fun' than give it all up and get a job flipping burgers or serving coffee, because your success in finding contract work will depend 40% on your tech abilities and 60% on your sales/marketing abilities. There are a million and one books on "how to prospect." I believe in researching whom to call and then cold calling. This is my 'bible' for prospecting: High Probability Selling. Read the free chapters... that is all you really need but buying the book would be a good idea.

7. Send "Can you help me" emails to everyone you know... and I mean everyone (except recruiters)... not just your friends and relatives. I mean everyone you do biz with... your doctor, your beautician, your plumber, your children's teachers, people in your religious sphere. Pick out 50 to 100 business leaders in your geographical area (not just your fish pond) and send hard-copy (snail mail) letters on your letterhead explaining what you do and asking for referrals to someone they might know who might know someone who knows someone who "needs" you. Don't beg, don't plead. Just state who you are, your qualifications, and that if they can help you that you will be forever in their debt.

8. When the phone rings do not interview over the phone if there is the possibility of meeting in person at their place of biz or over lunch (your treat). There are a million books on interview/selling. The main key is that you meet them on an even 'level.' This is not boss vs. potential employee. This is biz-person to biz-person. They run a biz and you run a biz. What can you do for each other that is mutually beneficial. Do not hard "sell," but instead find their pain point and either present them with a plausible 'general' solution (don't give away ALL your knowledge) or tell them you will get back to them in 24 hours with a short proposal. If this is your first or second contract, do it for one-quater less than what you hope to get later on.

9. When you get the work, use a contract or a "memo of understanding' that states the scope of work and the payment... be it hourly or fixed. You can find one on the net. Dress professionally. I always wear a pair of tan Docker cotton pants, a blue blazer, and a blue or white button-down collar cotton dress shirt... with I tie if I am to be in meetings.

10. Make friends with everyone in the client's shop because they then become part of your network. And I don't just mean the tech people. Make it a point to get to know the clerks, secretaries, janitors, whatever. Be the guy or gal that EVERYONE likes.

Follow this program step-by-step and you will be successful. I've never known it to fail.