Small business answers — NOW!

Consulting sales pipeline

Question
How do I manage my consulting business to avoid the swings from too much business to not enough? 
Answer
In order to keep consulting work in the pipeline you must have a consistently and continuous marketing plan -- even when you're busy doing the work you've developed.

Perhaps the best strategy is to set aside some time every week to market your business, which could be nothing more than checking in with previous clients who have not used you lately, or reminding current clients that you would appreciate any referrals they can offer.

No matter how busy you are, in order to avoid the boom-or-bust cycle, you must continuously develop business for your sales pipeline.

Search again on keywords "virtual practice" for more information. 
Brain Trust contributor: Author of Warp Speed Growth and Creating and Dominating New Markets
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