What to do if you’re struggling to find contracts

Assess Your Niche and Value Proposition

One of the first steps to take when you're struggling to find contracts is to reassess your niche and the value proposition you offer to potential clients. Are you targeting the right audience? Do you provide a service that stands out from the competition? It’s easy to get caught in the trap of offering generic services, but to attract new contracts, it’s essential to clearly define what makes your business unique.

Consider conducting market research to identify the needs and pain points of your ideal clients. This can help you tailor your offerings and marketing efforts to meet their specific demands. Also, review your pricing structure to ensure it aligns with the value you provide and the budget expectations of your target market. Sometimes, tweaking your pricing or adding flexible packages can make your services more appealing.

Strengthen Your Online Presence

In today's digital world, having a strong online presence is crucial for attracting new business. If you're struggling to find contracts, it may be time to audit your online visibility. Start by ensuring that your website is professional, up to date, and easy to navigate. Your website should clearly communicate what you do, who you serve, and why clients should choose you over competitors.

Additionally, focus on search engine optimisation (SEO) to ensure that your website ranks well in search results. This can help prospective clients find you more easily when they search for services in your industry. Regularly updating your website with blog posts, case studies, and testimonials can also help improve your online presence.

Don’t forget about social media. Platforms like LinkedIn, Twitter, and even Instagram can be valuable tools for showcasing your expertise and engaging with potential clients. Sharing insightful content, engaging in industry conversations, and networking with others in your field can help you stay top of mind when opportunities arise.

Leverage Networking Opportunities

Networking remains one of the most effective ways to find new contracts. If you're struggling to secure work, it may be time to expand your professional network. Attend industry events, webinars, and conferences, whether in-person or online. These gatherings provide opportunities to meet potential clients, collaborators, and partners who could refer you to new business opportunities.

In addition to formal networking events, don’t underestimate the power of informal networking. Reach out to past clients, colleagues, or industry contacts to check in and see if they know of any opportunities. Sometimes, simply staying in touch can lead to unexpected work opportunities.

Also, consider joining professional associations or industry-specific groups. These organisations often have job boards, member directories, and events that can connect you with new clients.

Utilise Freelance and Contracting Platforms

If you're struggling to find contracts through traditional methods, consider expanding your search to online freelance platforms. Websites like Upwork, Freelancer, and PeoplePerHour offer access to a wide range of contract opportunities across various industries. While these platforms can be competitive, they provide a way to connect with clients who are actively seeking freelancers and contractors.

Make sure your profile on these platforms is optimised to highlight your skills, experience, and achievements. Take the time to craft a compelling portfolio that showcases your past work and demonstrates your expertise. Remember, first impressions matter, and potential clients will judge you based on the quality of your profile and portfolio.

Additionally, many industries have niche-specific job boards or platforms where clients post contract opportunities. Do some research to find platforms that cater specifically to your industry or area of expertise.

Refine Your Pitch and Proposal Process

When contracts are scarce, it’s worth refining your pitch and proposal process. If you’re sending out proposals but not securing contracts, the issue may lie in how you’re presenting your services. Take a critical look at your proposals and consider whether they are clear, concise, and compelling.

Focus on addressing the specific needs of the client in your proposals. Tailor each one to the project at hand, demonstrating that you understand their challenges and how your services can provide a solution. Avoid using overly generic language or focusing too much on your own experience. Instead, put yourself in the client's shoes and show them how you can add value to their business.

It can also be helpful to follow up on proposals after a reasonable amount of time. A polite follow-up can demonstrate your interest in the project and keep you top of mind for the client.

Build Long-Term Relationships with Clients

Instead of focusing solely on finding new contracts, consider how you can build long-term relationships with existing or previous clients. Retaining clients can be more cost-effective than constantly seeking new ones, and long-term relationships often lead to repeat business or referrals.

After completing a project, stay in touch with your clients by checking in periodically to see how they’re doing and whether they need any additional help. Offer to provide ongoing services or maintenance if applicable. Building trust and rapport can lead to clients coming back to you for future projects or recommending you to others in their network.

Also, don’t be afraid to ask satisfied clients for testimonials or case studies that you can showcase in your marketing materials. Positive feedback from happy clients can boost your credibility and make it easier to attract new contracts.

Stay Persistent and Adaptable

It’s important to remember that finding contracts can be a cyclical process, and it’s not uncommon to face slow periods. During these times, persistence and adaptability are key. Keep putting yourself out there, refining your approach, and exploring new opportunities.

Consider diversifying your skillset or expanding your service offerings to increase your appeal to a broader range of clients. This can help you adapt to changes in the market and position yourself as a more versatile contractor.

Above all, stay patient and remain open to feedback. If you’re consistently missing out on contracts, ask for feedback from clients or colleagues to identify areas for improvement. Continuous learning and self-improvement can help you stay competitive in a dynamic market.

Conclusion

Struggling to find contracts can be a challenging and frustrating experience, but with the right strategies, it’s possible to turn things around. By reassessing your niche, strengthening your online presence, leveraging networking opportunities, and refining your pitch, you can increase your chances of securing new contracts. Stay persistent, adaptable, and focused on delivering value, and you’ll be well-positioned to find the opportunities you’re seeking.