Key Takeaways

  • Building credibility and presenting a polished image are critical when seeking contracts with companies.
  • Networking and building relationships are just as important as cold outreach.
  • Understanding a company’s procurement process and pain points can significantly improve your pitch.
  • Registering with supplier portals and using job platforms increases visibility.
  • Tailoring your pitch and showcasing your unique value are key to standing out.
  • Securing legal counsel can ensure your contract terms are enforceable and favorable.

How to get a contract with a company is an important component of setting out as an independent contractor. As an independent contractor, you have a lot of freedom to conduct business on your own terms, most importantly setting your schedule and determining the number of clients you’ll work for over a given period of time.

However, you can be excellent at what you do, and whether you call yourself an independent contractor, consultant, or contract worker, if you don’t develop the knowledge and ability to attract enough clients, your business will fail. Marketing skills prove every bit as important as the skills you bring to the job.

Steps to Marketing Your Business

Regardless of what business you want to promote, there are several key actions you should take. You can do them yourself or hire a marketing consultant to work with you. Follow these steps:

Create a Marketing Plan

If you can’t articulate exactly what it is you do and explain what benefit a client will derive from doing business with you, then you can’t realistically expect someone to hire you. This is different than a business plan, which you should have as well. A marketing plan should include:

  • A basic list of services that you offer.
  • The advantages you offer over your competition for each item.
  • An initial list of the companies you know will be your target clients.
  • A marketing budget that includes costs for website production, printing costs, industry memberships and any other expenses that relate to the way you intend to promote your business.

Develop a Website

These days, a website is an absolute necessity. You can use much of the content you developed for your marketing plan, although while the marketing plan tends to be an internal document, your webpage is how you want to present your business to the world. It should give an overview of what you offer and, of course, have all your contact information.

An added benefit to having a website is that you can have a blog page on which you can share information with potential clients and establish your expertise in your industry.

If you haven’t done so in your business plan, now is the time to determine your pricing and create your independent contractor contract. It’s always best to follow industry standards when you’re starting out. You should be able to explain the basis of your charges, such as whether you charge by the hour or according to the project.

This can be tricky when you’re seeking new clients because although you might be willing to take less just to attract work, if you charge too little you may not cover your expenses or even be viewed as unqualified. It’s best to have a range and learn to feel your potential client out through the initial proposal meetings.

Become an Expert

Creating a blog for your website can help establish you as an expert, but don’t stop there. There are undoubtedly hundreds, perhaps even thousands of blogs on the Internet for your industry, and they are all hungry for content. Offer to guest blog, which will help you reach an even wider audience that may visit your website or follow your blog.

It’s also a great idea to write for influential trade journals and even arrange speaking engagements with your local Chamber of Commerce and other business groups, as well as at industry gatherings.

Get the Word Out

Reach out to as many contacts in your industry that you can think of and let them know you are available for contract work. Be careful to avoid violating any non-compete agreements you may have with a current or former employer. It’s also a good idea to become a member of important industry groups.

You should also be approaching local businesses that can use your services. Have a brochure or information packet prepared to distribute at any meeting. Although social media is a fine way to reach customers, printed collaterals still have their place in today’s business world.

These are a few of the steps you should take to establish your business. Of course, it goes without saying that the most important factor in getting contract work with companies is to do good work. The absolute best way to attract new clients is through word of mouth, either through positive referrals or as references.

Demonstrate Compliance and Risk Management

Larger companies prefer to work with vendors who can minimize risk. Demonstrate that you’re a safe and reliable choice by:

  • Maintaining business liability insurance appropriate for your industry.
  • Complying with data privacy laws if handling sensitive or personal data.
  • Being prepared for audits or assessments, especially when dealing with government or regulated industries.

If you’re unsure how to draft risk clauses or liability protections, it may be wise to consult a business attorney. You can find a qualified attorney through UpCounsel.

Use Online Platforms and Bidding Sites

Many companies list contract jobs on job boards, freelance marketplaces, or vendor bidding portals. Consider using:

  • Government contract databases like SAM.gov or SBA.gov for federal opportunities.
  • Corporate portals like Ariba, Coupa, or SAP Fieldglass, where large enterprises post their procurement needs.
  • Freelance platforms like Upwork or Freelancer, especially for small- to medium-sized business contracts.

Each platform typically requires a vendor profile and sometimes a proposal or bid for each opportunity.

Tailor Your Proposal to Each Client

A generic pitch is less likely to succeed than one that demonstrates a deep understanding of the client's needs. To increase your chances:

  • Study the company’s business goals and challenges. Public reports, blog posts, press releases, and even social media can offer insights.
  • Customize your proposal to show how your service solves a specific problem or supports a company initiative.
  • Include social proof, such as client testimonials, case studies, or relevant metrics (e.g., “increased client revenue by 15%”).

Showing that you've done your homework and that you care about the client’s success is one of the most effective ways to get a contract.

Leverage Strategic Networking Opportunities

Networking remains one of the most powerful tools to land contracts. In addition to contacting your existing network, try these strategies:

  • Attend industry conferences and expos where procurement managers and decision-makers are present.
  • Join local business groups, such as your Chamber of Commerce or small business associations.
  • Engage in online communities, such as LinkedIn groups or industry forums where corporate employees are active.

When networking, focus on building relationships first rather than immediately pitching your services.

Understand the Procurement Process

Companies, especially large organizations, often have a formal procurement or vendor selection process. Learning how to navigate these systems gives you a significant edge. Here's how:

  • Research the company’s procurement system. Many large businesses and government entities have supplier portals where you can register to be considered for contract opportunities.
  • Identify the right department or decision-makers. Procurement officers, department heads, or project managers may be your best point of contact.
  • Prepare necessary documentation. Some companies require proof of insurance, NDAs, or tax forms (like a W-9 or 1099) before initiating a contract.

Understanding how to get a contract includes more than just making a great pitch—it involves complying with internal processes that vary from company to company.

Build Credibility and Present a Professional Image

Before reaching out to potential clients, ensure your business appears trustworthy and established. Big companies often hesitate to work with solo contractors or small businesses without evidence of reliability and professionalism. Consider the following steps:

  • Register your business entity and obtain relevant licenses or certifications.
  • Maintain a professional online presence, including a polished website, LinkedIn profile, and Google Business listing.
  • Use a professional email address associated with your domain rather than a generic provider (e.g., use you@yourbusiness.com instead of you@gmail.com).
  • Create a capability statement summarizing your services, experience, and value proposition in a one-page format that’s easy for decision-makers to review.

Frequently Asked Questions

  1. What is the best way to get a contract with a big company?
    Start by building credibility, then network strategically, understand the company’s procurement process, and tailor your proposal to their needs.
  2. How do I register as a vendor with a company?
    Visit the company’s supplier or procurement page and follow instructions for registration, which typically includes uploading business and tax documents.
  3. Do I need insurance to get a contract?
    Many companies require contractors to carry general liability or professional liability insurance to protect both parties.
  4. How can I find contract opportunities online?
    Look at job platforms like Upwork, government sites like SAM.gov, or register on vendor platforms used by large companies like Ariba or Coupa.
  5. Should I consult a lawyer before signing a contract?
    Yes, legal review ensures that the terms are fair and enforceable and that you’re complying with all necessary regulations.

To learn more about how to get a contract with a company, you can post your legal need on UpCounsel’s marketplace. UpCounsel accepts only the top 5 percent of lawyers to its site. Lawyers on UpCounsel come from law schools such as Harvard Law and Yale Law and average 14 years of legal experience, including work with or on behalf of companies like Google, Menlo Ventures, and Airbnb.