Are you feeling queasy because you're looking down the pipeline and don't see anything? I've had a flurry of calls lately from professional services firms who suddenly find themselves with very little work and even less in the pipeline. Of course, it's partially due to the state of the global economy. Many companies are pulling back, negotiating harder, or both. But the main problem is closer to home.

Unprepared for Hard Times

One consultant recently told me about the queasy feeling she felt in her stomach late last year when her firm had lots of projects in house. Things were busy enough but she saw the lull coming. There were many things she could have done—advertising, networking, phone calls, direct mail, email marketing, trade shows—she just didn't know which ones would work and which would be a waste of her time, effort, and money. So, unfortunately, she did nothing.

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