From Layoffs To Payoffs: Getting Your Practice Out Of A Revenue Slump (Part One)

RainToday.com Note: This is part one of two. In this first section, Harrison explains the critical nature of selling as opposed to marketing. In the second part, Harrison will discuss why outsourcing your selling is not necessarily the best option.

I hear service providers and partners discuss this all the time. “We haven’t been doing any selling because we’re so busy delivering services. But I know that once these projects end, we don’t have enough work waiting in the wings.”

Leaving your future revenue to fate and hoping something turns up before you spend too much time “on the bench” is not very appealing.

Selling professional services generally involves an extended sales cycle. There is no magic formula to generate revenue instantly, but if you’re facing stalling or stagnant sales right now, I recommend you focus on the following to kick-start your firm.