The way I had been getting consulting work generally went like this:
I would either approach a company who was looking for temporary consultants, or I would get a call from a company I’d already worked with saying they had a new project.
In either case, there was an amount of time I would have to put into actually getting the job.
I would usually spend anywhere from 3-6 weeks, sometimes longer, working through the requirements of the job, assessing my ability to perform it, attending meetings, participating in conference calls, and sending emails.
And, if things went well, I would get the contract at the end of it.
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