When looking for an ideal client the first step is to identify your ideal client profile.

For offshore development do you specialize in mainframe? Java? Java on mainframe? Web development?

Who is likely to use these services? Which large companies need that many developers?

Once you identify those companies then you can go on Hoover’s, LinkedIn and other places and network with EDs and MDs of large banks, healthcare companies, things like that.

The key is to offer specific values and benefits. Lots of labor, good value, excellent communication etc.

Address the issues the company is having. Benefits like reducing time to production, increased ROI from development etc.

To recap, you start by defining an ideal client, then you find out where they hang out online, then you talk to them about what’s happening in their business and how you can help.