How clients pick their contractors

by Dale Davidson March 18, 2026

Yesterday I overheard my government client talking with the team lead.

She mentioned she has someone she'd like to bring on to the contract and would pass along the resume to the team lead for review.

She said, "Hey it's up to you whether you hire him but he was recommended to me [by her boss]."

Of course, the team lead said she will review it and let her know.

This person has a near 100% chance of getting hired if the money is right.

That's the power of a client referral.

If you get recommended by a client to a prime, you can either get hired, or negotiate a 1099 arrangement.

This does require some work though. You need to

Build good working relationships with the client
Stay in touch even if you stop working with them
Let them know you're looking for a new gig and more importantly, ASK for a referral

Over time, your network will grow and your reputation will grow so it will get easier and easier to find projects.

Want the full playbook? Check out Going 1099.