That's by far the hardest part. Almost all referrals. I've tried everything including hiring a sales team paid on commission and nothing reliably works.

Because of that my pay varies pretty dramatically. Something always seems to come in at the right time, but I still haven't figured out how to reliably find clients, despite how many companies are looking for people out there (I'm an AI expert and lots of companies are interested in my work but they are very hard to find).