Many consultants and small consulting firms are extraordinarily good at what they do. Often, the problem is that not enough potential clients know about them. They go through "feast or famine" as they sign a new client, stop marketing and selling, and focus on doing great work for that new client. Usually the principals are hoping that if they do a great job for the new client, the new client will be so satisfied that they will almost certainly refer even more business to them.

Unfortunately, the hope is just that, a hope. It never gets articulated to the new client and there is no plan, other than to do a great job on the project and hope for a follow on project. Hope is no substitute for a detailed plan.

If you're fortunate enough to sign a large client, perhaps a Fortune 1000 company, it's likely that other divisions or business units of that client company could also use your services.

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