By Michael W. McLaughlin
You've probably heard the saying, “When it rains, it pours.” Most professional service providers would love to be that busy—with clients lined up waiting for their services. The reality is, though, that service providers are more likely to experience the feast or famine syndrome: streaks of challenging, profitable work, followed by stretches of the doldrums with no work in sight.
As one consultant put it, “One of the biggest challenges in consulting is how to juggle the pursuit of new opportunities with my 100% commitment to existing clients. It's scary not knowing where my next project is going to come from, but how can I chase prospects when I'm already running so fast?”
There's only so much time in the day to handle client service, administrivia, marketing, and the demands of life. And it's easier to focus on the work right in front of you than to find the mental bandwidth to think about the future.
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