When a coach or consultant tells us that they don’t have enough clients, one of the first things we do is ask to see their calendars. How are they spending their time?
Usually, when we take a look, we notice that they aren’t spending nearly enough time on business development. They want more clients, but they aren’t doing the work.
Here is a good rule of thumb:
Spend three days per week doing direct client work. Spend two days per week doing business development and developing your practice.
If you are spending five days a week with clients, you have no time to keep your pipeline of engagements full. You will have to suffer through the feast-or-famine cycle.
For instance, one consultant had trouble setting boundaries with a large client. Before she knew it, she was working five or six days per week for them. That’s like being a contractor with no benefits! Worse, one the client was done with her, she had no pipeline and essentially had to relaunch her practice.
Don’t be like this consultant. Hold steady at three days of direct client work per week. Four days max. Use all remaining time for business and firm development.
If you are working for clients more than this, there is an easy solution: Raise your rates! You are likely to lose a few clients, and still make about as much money as you did before.
At GetMoreClientsU, we hold you accountable for making time for business development. We track you time spent on business development each and every week. If you want to be accountable for achieving and exceeding your goals as a coach or consultant, get started with us today.