r/solofirm

I am looking at launching a solo practice/consultancy focused on national security and regulatory issues that would support startups and growing companies in the DMV area. My plan is to keep it affordable, mostly flat-fee packages, aimed at founders who can't justify big-firm rates yet.

The legal work isn't what I'm worried about. Client development is. For those of you doing startup or small-business work:

• Where have your best founder clients come from? Accelerators, incubators, coworking spaces, university programs, SBDCs, meetups, referrals from CPAs/bankers, online communities?
• Office hours and workshops: has offering free office hours or teaching (e.g., "entity formation 101") at an accelerator actually turned into paying clients, or does it mostly attract people looking for free advice?
• Flat fees: if you offer startup packages, how do you scope them so they stay profitable?
• What was a waste of time? Paid directories, certain networking groups, LinkedIn content, etc.

I would appreciate any advice!