Six: Not seeking out new business
Long ago I consulted a client that would price out a job based upon how much they needed to pay the bills that month. In trying to identify this irrational thought I came to find out that they did a horrible job a continually seeking out new business. One of the first things I learned about prospecting and ensuring I always had potential new business was the three buckets. The three buckets would always give me at a glance what people or companies I had in proposal stage, in the presentation stage and the closed stage. I used a large white board to create these three buckets and still today follow much of the same idea.
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