How did you land your first projects as a solo engineer/consultant?

General consultancy is an extremely crowded space. As a startup CEO, I get at least 3 emails per week from software agencies and consultants. On top of that, they're usually located in India/Ukraine and the rates they offer are very low, so I assume it's very difficult to compete.

My advice would be to differentiate yourself:

- Become an expert in 1 thing, and one thing only: either start an open source project, or become the main collaborator in one. And be an EXPERT in that ONE thing. Not a generalist.

- Go personal: I can't see who you are or where are you based in your website. If I want to hire an EXPERT (see point before) consultant, I want to see their face and why they're different. I need a feeling of trust.

- Network the hell out of it: once you're an expert on one thing and you have a face, people will recognize you and recommend you

I was a Java programmer and administered a fairly big community website written in Drupal as a side gig, then applied to a news company that used Drupal, out of curiosity.

Turned out, their pageviews were simular but not costs, so they made me the CTO to optimize.

Since pretty much everyone was freelancer in this business, I had to turn full-time freelance.

I get basically all my contract work through folks I've worked with in the past. With a little luck, your network slowly diffuses across the industry, and when they need a heavy-hitter, they know who to call

i was very early to React (like adopted for an enterprise app the day it came out publicly) and developed probably the first forms and state management libraries. they had screenshots of the enterprise app. so anyone who googled “react forms” in 2014 would end up on my github as there was nothing else, and saw my screenshots, which created some inbound and also gave me a credibility edge when replying to JDs in 2015-2016 which helped me charge high fees. But this would not work today. Companies have brought the whole developer economy inhouse to push down costs, that category of development (applications) is considered solved by buyers for better or worse, there is not much of a freelance application development ecosystem anymore.

Not really a consultancy story, as we were an aspiring start-up. We had created a homepage and a LinkedIn page for our company, we wrote a business plan and talked to VCs and business angels and other start-ups to learn and raise funds - completely in vain for a year.

Then, out of the blue, a client - a Belgian space company - contacted us with a project request to serve as a sub-contractor of theirs. The scope was sall, budget was $25,000 and it lifted up our spirits enormously. They had found us with a LinkedIn search, and told us we were the only company in Europe to offer what we did.

It was not directly what our start-up was about, but we balanced the risk of being seen as distracted by investors against the opporunity that investors could see that we can earn real money from real customers. Sadly, the budget ended up being too small to include the required travel for regular site visits as well as the code to be developed, so we asked to exit the project early. We would never have thought to talk to a space company because we considered our technology early stage; but we learned the space sector is very open minded, because most of what they do, they do for the first time.

10 years of normal work slop

4 years as a sub contractor for two different fortune companies (Bank and ARM)

Then head hunted from LinkedIn. Six months so far of my own gig working for a VisualFX company. Linux migration and it's tight. Everything's a mess, so I'm just riding this until.

I was hanging out on a slack community of developers where I would commonly respond to questions and chat on the channel for Python. Someone there had a friend with AWS costs flying through the roof and he needed some help from somebody who could understand python. My action on that channel caused him to reach out to me.

Once I solved their issue, they asked me if I could add features to the site. I turned them down and told them they would be better off rewriting it from scratch, which they then hired me to do.

Still working with them 6 years later.

I had a previous career in commercial photography. I spent a lot of time on a Facebook community group for photographers doing the same thing; chatting, being helpful, being willing to share what I knew. I got a significant amount of work through the members of that group and met my wife through those connections as well!

Be nice on the internet, I guess.

I do freelance consulting alongside building my own product.

My first clients came through a friend who connected me with people that needed someone to maintain a mobile app and its backoffice. Thats it. No cold outreach, no fancy strategy, just someone who knew what I could do and made the intro. I think most engineers underestimate how much work comes from just telling people around you what you do.

For getting more visibility I started writing about what I'm building on LinkedIn, sharing technical decisions, things I got wrong. People reach out from that. Not a flood but enough

One thing I'd warn about: consulting can eat your whole schedule if you let it. I had to put hard boundaries around my consulting hours because my own product was getting zero attention. Now I treat consulting as the thing that pays the bills while I build the thing I actually care about. If you dont set that boundary early you wake up in 2 years running a consultancy you never wanted.

Absolutely easiest way is to find some consultant work sales agency that takes a commission when they manage to sell you somewhere. At least where I live there are multiple options, just list yourself (or your company) there.

Also you don't have to do the sales work yourself and they find suitable customers for you etc, it's totally worth the price especially if you are just starting

Working as a feeelance consultant means you have to do marketing AND sales. (and backend paperwork as well). You need to be able to float through stretches of no work, and you need to be able to deal with clients who won't pay you.

Your product is yourself, so you start with brand building. What are your differentiators? (human) Networking is the most common way to market your services, but some write books, speak at conferences, have a substack, and blog too.

Setting rates and closing sales is another challenge. There are whole schools of materials to help with this.

Lastly remember you are trading your time for money. Your time includes the marketing, sales, and finance/taxes/billing. You may need liability insurance as well. With all that said your time is finite and not scalable - even if you charge top dollar there is a ceiling on how much you can make. Don't expect to get rich in this line of work by itself. (Side note: "ownership" - real estate, stocks, intellectual property, etc - are the scalable wealth builders)

I went down this route for a while, but ultimately decided I would rather just do the technical work and leave the rest to others.

My first project came from a former coworker who moved to a new company. That's pretty much it.

Can't tell you any clever acquisition strategy. For this sort of work you need a critical mass of credibility and connections. The more companies you've worked at, the more people who can vouch for you from the inside. When you're in corpo, you are basically pre-selling your consulting pipeline, before you ever need it.

On a personal note, I quit that hustle, simply because I didn't enjoy having to prove myself every other day to new prospects. Especially since I've been a software engineer for 12 years already. Now just work on my own products that can speak for themselves.

As a consultant I got my first project through a former colleague who referred me to the organization looking for a consultant.

It's not easy to find consultations out of the blue, I have gotten one by apply to a public call looking for a consultant that I am in the being interviewed process now, but referrals are far more easier.

*All* my work as a solo consultant/contractor was from former colleagues who needed "trusted pair of hands" to deal with a project, or former colleagues introducing me to new people.

People hire you because they want something done with zero hassle. It is a risk to go with someone you don't know or haven't had someone vouch for.

Recommendations from past workplaces and networking. Honestly never heard of anyone else being hired as a solo contributor outside those channels.

1. SEO and Linkedin https://www.amazingcto.com - best was connecting Google Search Console via MCP to Claude Code CLI for optimizations of landing pages.

2. Semrush has a free tier that works for me for SEO.

3. GEO (AI optimizations), AIs return me when people ask about "CTO Coach"

First: Flew to California on whim after meeting some other devs in an IRC chat. Second: I kid you not, playing pool in a bar.

Freelancing & someone simple email, nothing special

Hi, I did the same for a while.

Offer to help them solve a few small problems, and then deliver.

Hilarious disclaimer: These says I am a part-time solo dev and "full"-time jazz guitarist. In 2025 I definitely made more money playing jazz on the subway - thank goodness :) So don't take any of this as authoritative. I just hate having a boss.

Most of my gigs were through personal or professional connections; I have colleagues who are tech leads or managers, all of whom are quite fed up with their existing overseas contractors. I also have a former boss who runs a startup and I did some work for her. However, my very very first gig (2015) was offering services as a stranger: the company was hiring for a short-term role anyway, and I offered to do it as a contractor for less money but more freedom. I was psychiatrically disabled and needed a lot of flexibility with zero questions; it wasn't dignified but it worked. If you don't want to be a shameless scab like I was (give me a break), keep in mind that an organization which is actively hiring in your domain is more likely to consider your services as a contractor: they clearly have a problem that needs solving.

Some less desperate / mercenary advice: this is a shallow snap judgment but you seem like a competent writer with real practical wisdom, and I'm sure you've learned some stuff. You could try writing a blog about your ideas and experiences, your approach to consultancy, etc. In fact I think your website layout is a bit too information-dense, so perhaps a blog would give you breathing room. For instance, this bit of copy from the "Approach" page:

  Build or remediate with intent
  Use the right level of intervention. Some situations need software. Others need structure, simplification, stronger retrieval or safer groundwork.

I think this simultaneously says too much and not enough - it's a string of serious ideas that are sort of judged by "eye of the beholder" standards. I don't even know what I mean when I say "structure," so how could I know what you mean? This is purely illustrative, but perhaps something like

  Solutions that fit the problem
  Some situations need new software. Others only need firmer ground. Read more[link] about how we scope technical interventions.

Then in the link you can go into a little more detail about what "structure," "simplification," etc really mean to your consultancy. I don't think it needs to be especially deep and you shouldn't be too opinionated unless you're trying to filter your clients. But you want to reassure technical leaders (who are total strangers) that you're not just reciting some MBA buzzwords, that you've actually thought about this stuff. A somewhat interesting blog - possibly hawking it here on HN - seems like an excellent way to distinguish yourself from other consultants.

Again, I am a grumpy jazz guitarist and (by design) not particularly successful as a solo dev. So if somebody with actual authority disagrees with any of this, listen to them!

It's bedtime in Melbourne, but I write what would be fair to call a well-known tech blog, and very publicly started a consultancy about 1.5 years ago. Pretty much in the same niche you're in. We made enough money to pay two people full -time wages in the first year and I've cracked $1K per hour on some engagements (not many, and each one was <20 hours).

Happy to have a chat if you drop me an email.

I worked on an open source application, and some people wanted to use parts of it as a library in their commercial applications. So I started a consultancy due to that demand. I still had a regular job at the same time though, so there was never a need to gather enough clients to make a living out of the consultancy job.

Things I learned:

- Get an accountant ASAP, even if the income is small. Just the peace of mind that my taxes were being filed correctly was worth the cost.

- You don't need a perfect solution from the start, you are working with your client towards something they can use.

- You need to stay on top of things and communicate regularly, even if your client doesn't.

- Almost all clients wanted me to either come work for them or sell all (rights of) my work to them. This is understandable from their side, but if you want to stay independent you need to set some boundaries.

Whats your actual tech experience?

Most enterprises that need consultants are using Salesforce, SAP, Hubspot, Dynamics, etc. If a company has an engineering department to build and run internal software, they very rarely need a consultant. And if they don't, they are very unlikely to higher a consultant to build it custom. They'd want "out of the box" because they think (often incorrectly these days), it will be easier to maintain.

Identify who your buyer is. It’s probably not a technical person (and thus HN isn’t a great place to advertise).

Talk to operational people if you are interested in finding operational pain. Tech teams will tell you they are working on it and don’t need help, or at best want to hire an IC. (If that’s what you want then just approach it as a job search)

For the same reason, hours are a bad unit of time and a bad giveaway. You want to be able to offer a free diagnostic or something - nobody’s waiting with operational pain and a plan to fix it that they want to start paying for. You need to help with the plan and show them what they need.

Just my $0.02 of course, circumstances may vary

This was a long time ago but I got an article published in Byte Magazine back when Byte mattered. Got a phone call a couple of weeks after it was published.

I did similar stuff for many years (and sometimes still do). By far the most effective was going and meeting people in adjacent or similar fields and making sure they knew about me.

My favourite was helping scientists - not the highest paying gigs, but the most interesting work and sometimes it led to great ongoing relationships as their go to tech person.

I would absolutely not offer freebies. That telegraphs desperation. Instead, offer a free initial consultation for a 1 hour meeting, and after that, they go into paid discovery at a lower rate than your full rate, out of which they get a technical persons documentation of the problem to solve. This approach definitely worked the best for me in the long run.

I hangout on a few Slack groups (Elixir, Ruby, etc), got quite a few projects this way as the founders were looking for experienced consultants.

It also helps if you could show either/both:

* a portfolio / clients you've worked with

* open source / "street-cred"

When I was looking for projects I always attach my Github profile (https://github.com/fredwu) to show my open source contributions, and also the SaaS products I've built myself (https://wuit.com/), and if clients are looking for C-level / strategic-level help, I also attach my LinkedIn (https://www.linkedin.com/in/wufred/), these help build up your reputation and stand out amongst many freelancers also looking for projects.

I just had a very quick glance at your site - there seems to be a lot of text, mostly focused on what you can offer. But what's missing is... who are you? What have you done?

Can you publish a very short and concise case study of how you've helped one of your clients? Would that client be down to reference you to their friends? If not, can you go the extra mile with them so they just gush about you to others?

By having a reasonably successful open source project while in university. Someone reached out with work in a relevant area. I suppose that gate is mostly shut off these days with the volume of vibe-coded crap (or even non-crap) and uptick of clearly fraudulent stars on GitHub.

3 quick (and true) stories that helped me when I was in a similar situation (started my own thing in 2024). Currently have 6 clients and 9 employees (which wasn’t the plan!)

1. Embrace the bizarre. You need your first client, not a repeatable go to market motion. Once you have a client, you can begin to work on getting clients and figuring out what type of work you want to do longer-term. My first client was a friend who owned a business, knew enough about technology to scratch the surface and was willing to pay $5k for me to coach him. He had to write all the code and I agreed to monthly coaching until he was able to get his site in production. Terrible economics but earned real money and that’s the point of your first client - it legitimizes you. 2. Tell true stories. Did you meet with a prospect yesterday? It’s much more compelling to open your conversation about something real that happened instead of words on a page. Your website looks like every other AI consulting website. No shade, mine does too. Website is unlikely to be a major source of business. Don’t lie to yourself that adding features to your site is investing in your business growth until you are getting new leads from it. 3. The question you should be asking is how do I get my 2nd, 3rd and 4th clients because otherwise you have just traded being an employee with benefits for ‘freedom’ and utter dependence on your single client. Again, embrace all the strategies. My 2nd client came from responding to an RFP - something I’d never done in my career. 3rd client came from a referral from 2nd client. 4th client came from a friend who knew I did tech and need some help to bring a project to life. None of it makes sense in hindsight, but the point is that you learn by doing. Every client teaches you something about the type of business you want to become.

Bonus tip: read books. Not because they have the formula that you will use, but because they have the best ideas written down. Some combination of those ideas is likely your path to success. Reading books has far greater return than shorter forms (social media and dare I say HN comments). Bizarrely, the most impactful book I read is one called The Prosperous Coach which is about an entirely different business system than anything I do.

Word of mouth / former employer