Value · The chain and channels · lesson 4.1 open
Referral playbook
Look for people who have seen your work, not those with open roles. List, tiers, message, and follow-up.
Promise: a list of 20 people and a first message ready to send today.
The core idea
Do not look for people who have open roles. Look for people who have seen your work and can introduce you to whoever needs it. A referral skips the "unknown foreign contractor" filter and changes the nature of the conversation: from commoditization to trust.
Step 1 — Build the list (about 1 hour)
From LinkedIn connections and your professional history, list 20 to 30 people who:
- worked with you, reviewed your code, or used what you delivered;
- managed or led teams you collaborated with;
- left the company and are now at another company that also uses data.
Step 2 — Tiers
| Tier | Who | Priority |
|---|---|---|
| A | saw your work and has already switched companies | first |
| B | saw your work and remains at the same company, in a senior or well-connected position | second |
| C | knows who you are, but has not seen your work | later |
Start with tier A people. They have already crossed the bridge to somewhere else.
Step 3 — The message
The message asks for routing, not a job. Structure:
1. Specific reference to what you did together (one line).
2. What you do now and that you are opening capacity for one more B2B contract (one line).
3. Small ask: "do you know anyone hiring in data or who would be worth talking to?" (one line).
4. Easy out: "if it doesn't make sense, no worries" (one line).In English, short, with no attachments.
Make the list with 20 names and classify them into A/B/C. Write the message for the first name in tier A and send it.
Follow-up
If there is no response in 7 days, send a one-line reminder. After that, let it go. Track everything in the spreadsheet from lesson 4.5.
The message does not mention your current client, rate, or project details. "What we did together" stays in terms the recipient already knows.
Checklist
- Do I have 20 names and a tier assigned to each?
- Does the message ask for routing rather than an open job?
Lessons cited by number that are not in the library yet open later.
Checked on 05/10/2026. Educational content; tax and legal: confirm with a professional.