Dear J.T. & Dale: I am trying to start my own IT consulting practice, and it seems impossible to find gigs directly with companies — all the work seems to be through staffing agencies. I’ve heard that most of the direct jobs are through networking, but how do you even start? I’ve tried blogs and networking sites … they all lead to a staffing firm. ARGHHH! — A frustrated female consultant

J.T.: I suspect the main reason you can’t get a consulting gig is because most managers hire IT contractors off an approved vendor list. Standardized contracts are signed at the corporate level to make sure everyone complies with company rules and regulations. So I suggest you pull together a list of the companies in your area that hire contractors with your expertise, then call their HR departments directly. Let them know that you are a woman-owned small business and you want to learn how to apply to become a vendor.

Dale: OK, but then, once you make it to the approved vendor list, you still have to sell your services — to people, not companies. Notice two key words in that sentence: “sell” and “people.” Most Web sites deflect you away from the people who might buy your services. You’re going to need to attend the association meetings, send e-mails and make phone calls — in other words, you need to network the old-fashioned way. There are people who are willing to give you a shot — and send you to the right person to get on the approved vendor list — but first they have to know that you exist, and know that you’ll come through for them when they give you the break you’re looking for. And that means meeting them and letting them see your enthusiasm and expertise.

© 2008 by King Features Syndicate, Inc.