What should to do when we have skills but no portfolio for a business?

One of my friends asked the above question to me and this is his present situation: He's running an IT startup. Around 20 employees working there. Doing mobile app development, web app development and IOT related services. He want to focus on additional services like Augmented Reality & Virtual Reality. He can hire the employees at anytime. But he has no portfolio for these services and prospects asking him to show his previous works and they are skipping to work with him. Can anyone suggest me some points to achieve it? via /r/business https://ift.tt/2DNDm9G