[hullsean]

I've written quite a bit about this topic (www.iheavy.com)

Yes getting "out of the building" is important, and going out & meeting people is key. All the time. Also don't hard sell people. Instead introduce one person to another person. At first you are simply giving your connections. But soon people see you as a go-to person, and will bring things to you. Also people don't forget gifts of introductions & business you bring.

Another thing. Don't go to "peer" events with other engineers. These events are useful to build your knowledge, but not work building your business. Stronger leads come from business owners, managers & CTOs. Start going to events outside your subject area of expertise. Go to pitch events, vc events, startup events, entrepreneur events.

You will be surprised how valuable you will be in a non-tech business event. This will also teach you to communicate better with non-tech folks. And share what you know. Also ask people, "what events do you recommend?" Then go to those events. And so on!

[maxxxxx]

Agreed. The successful consultants I knew have the ability to get along with business people and understand their needs. The actual technology skills seems secondary. You have to be good at tech but number one is people skills by far.

[mathattack]

This!

If you expect business people to cross the business/tech communication chasm, you have a lot fewer options than if you are the one to cross it. Learning their language helps you understand the value they get from your services, which gives you more leverage on rates.

[styrmis]

Coincidentally as I was reading this comment thread you came to mind—your approach is clearly working!