In the early days, I found out the old 80-20 adage to work out, as in 80% of your projects come from 20% of your sales work. In general, my work comes from references.
If you will indulge me in a lttle nostalgia, here is a rundown of my first few projects from nearly 30 years ago. That I recall them so clearly means they are all significant. Lesson learned is that you get help along the way, and it does take some luck, along with hard work to get started.
Holdrege Country Club, NB - Reference from Bill Kubly (who posts here occaisionally, and Thanks Bill!) Who else but a newb in the biz would want a grading plan only, $5K job so far from anywhere? A match made in heaven. Actually did the plans on the parents kitchen table, since I had cleaned out my apartment, but hadn't yet made the move to DFW.
Desert Rose, NV - Felt bad about this one. Was working with Killian on a Colbert project when I decided to leave. Worked out an arrangement to stay on that project until completion. Had no plans of poaching Jim, but Ken (RIP) was going through a nasty divorce, and wasn't really giving the service he usually did, so Jim replaced him. (Made him write a letter explaining I wasn't going after the work)
Eastern Hills Garland, TX - Got job from a guy who was also referred to me by Bill Kubly as a guy I should know in Dallas.
Brookstone CC, GA - Napping in office one day when Larry Nelson's Dallas based agent calls to save long distance phone call to learn about architecture for his aspiring architecture client. Literally got a job by doing nothing to initiate it.
Plano Muni Remodel - Met a landscape architect at the photo shop developing marketing photos. He was working with city and recommended me to city, got interview, they liked what I said.
Northwood CC, Shreveport, LA - Guy on greens committee was also starting his own irrigation business and liked the idea of hiring another guy in the same boat.
Ratliff Ranch GC, Odessa, TX - Phone call out of the blue based on the ASGCA membership list. This is one where my work as an associate at nearby Mission Dorado for KN got me the job. These guys understood that former design associates actually did do a lot of the work, and if willing to take a chance (not much of one, really) they get to pay a lot less money for nearly the same product.
I actually still look back in wonder. Had ANY of those guys not paid me, I might not have lasted two years. I didn't get that life experience for a few more years, when I at least had some cash in the bank to survive some non payment. I was always pretty confident (or dumb) I recall buying an expensive metal filing cabinet for drawings. IIRC, I had $2000 in the company checking account, and used $1700 of it for that file.....It still sits in my garage for sentimental value.