[iforgetti]

This is the right answer (at least in our case).

I used to be a freelancer and now I run a 180 person development group. Our path was similar to this. In order to become the rainmaker you need to understand the problems the customers are trying to solve and you need to meet a lot of them (think 100x the number you might want to serve). You need to build meaningful connections with each of them. This is a grind so you must learn to enjoy it otherwise you won’t have the stamina.

Additionally you need to be excellent at delivering software.