Closing The Revenue Gap

Consultants, particularly independent ones, face the same issues a start-up Entrepreneur has to deal with. They get work, they bill their client and at some point the engagement ends. They then have to hustle up another job. Sometimes it takes a while to get billable again. The gap in revenue is a scary and dangerous place to be.

Apply Pressure

I am against start-ups hiring salespeople too soon for a bunch of reasons already noted. The answer to keeping the revenue gap closed is for small business owners and consultants to continue prospecting for business at all times, including, and most importantly, during the billable periods.

Get Control

It takes discipline, great time management skills and a priority system to juggle your week, wear numerous hats and keep a sales pipeline full.

Be Faithful

My suggestion is to reserve some time to hunt for new business each week. Do it without fail and you will keep your income wheel turning. Specifically, make a commitment to do a number of business development activities each week, without fail.

Try Everything

Try writing a newsletter, writing a blog, sending out some mail, making some phone calls, attend relevant networking events, work a trade show, host a lunch and learn or even host a weekly Webinar. And, always speak to groups whenever possible.

Gap Closed

Once you get this system tuned up, you can make adjustments, depending on what is working for you. The most important thing is to spend some time each week on business development. If you faithfully continue prospecting, the next job will start when the last one ends.

Good Hunting!