[seem_2211]

When I started at University I wanted to work in advertising. I was curious at how these huge agencies got accounts - like how do the JWT's and Saatchi's of the world get their clients?

It was something that is never spoken about or really talked about at University, but so much of it is you just need to be in front of the right people and ask the right things.

For referrals, you have to leave your comfort zone and ask - "hey, you're a CTO at a mid sized Government agency and need my services...do you know anyone else I should be speaking with".

Like most things in sales, it's deceptively simple. It's a conversation. Probably over a beer or a coffee or lunch or something.

[opportune]

I'm not a consultant, and I'm not sure if this is illegal/not allowed in some way, but I can imagine taking a business contact out for a $200 dinner and leaving some nice chocolates at the end of the contract is a good way to squeeze out some referrals or ensure repeat business.

[seem_2211]

I think there are some rules (especially when selling to the Govt) but we frequently take people out for meals, give out nice bottles of scotch etc as a way to say thanks.