After 4 Years of Upwork Bidding, How Should a BD Specialist Diversify?

I’ve spent the last 4 years working mainly around Upwork bidding and business development for a company. Recently, my company decided not to continue focusing on Upwork. Interestingly, I recently generated a potential $20K opportunity through the platform, which the company is currently working on.

That has made me think seriously about what the next step should be. I understand Upwork well, but I’m not sure how to translate that experience into a broader BD role. LinkedIn/outbound seems like a natural direction, but doing it independently requires investment in tools, data, and outreach infrastructure, while continuing Upwork independently also comes with its own costs.

For people working in BD, agency growth, or client acquisition: how would you diversify from a channel-specific skill like Upwork bidding without throwing away the experience you've already built? Would you focus on LinkedIn/outbound, learn another acquisition channel, or position yourself more broadly around business development and lead generation?