I wish I could say I “targeted” folks but that would give me too much credit and attribute too much intention :) The gigs I’ve gotten have been referrals / connections through friends. Sweet spot for me is post-funding startup (just beyond scrappy - eg can afford me). But I’ve also done at least one gig for a large multinational. That was the exception, though.
In my experience consulting opportunities come through personal connections and often to work with early stage clients that are not very technical. What you bring is experience they can trust because you were referred by someone they know. Clients often don’t have the ability to get the project started or hire the right people so often consultants start as the interim lead developer and then migrate to the interim hiring manager and then pass the baton. I recommend asking for equity if you’re launching early stage companies for clients.
