Why should you eat your peas (networking) when there is so much steak around (client work)? Most of us prefer client work. Networking is, well, work. In the good times, the phone rings and business just rolls in. There is no time or need for systematic networking (or so we think). Because you’ll run out of steak. It’s called feast or famine. And it’s a service professional’s and small business owner’s curse. Eat more peas and less steak. You’ll avoid the feast-or-famine syndrome. Clients Come Second (Sometimes). It’s fun. We get paid. There are deadlines to meet. Referrals. MORE >>

Supplements but does not duplicate work performed by others. All Tax & Accounting Work. Co-opt your internal external and internal competitors by proposing a project that supplements their work and, ideally, makes their lives easier. When wooing Ms. Prospect, you may be tempted to “swing for the fences” and propose a huge project. With a large project, you can solve all her problems. And then there’s the big fat fee you proposed. Don’t do it. You’ll strike out. Instead, start with a small project. Just get on base. Eventually, you’ll cross home plate. If Ms. If Ms. MORE >>

proper introduction requires some work. It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. asked Jay “Now, what do you say when someone gives you a present?” His response: “ What’s next ?”. He was supposed to say “ Thank you ,” of course. But you can forgive a five-year-old. Kids have a lot to learn. So do some adults. Referral recipients often act like five-year-olds. They don’t know how to say “Thank you.”. speak from experience. once neglected to thank a client for referring me a nice piece of business. learned something. Update.  MORE >>

None of these tools will work well if you use them haphazardly. As a service professional, you have three major challenges in cultivating prospects and referral sources. Challenge #1 – They must clearly understand what you do. Challenge #2 – They must remember you. Challenge #3 – They must trust you. In my September 29th blog post To Get More Referrals, Stay On the Radar Screen , I discussed broadly the process of keeping visible: making a plan, keeping score, and spreading the word. Now, it’s time to execute. Her advice, I think, applies equally to referral sources. Be a Resource. MORE >>

Elge Premeau in Using Blogs to Attract Attention (Without having your own) offers a way to enjoy many of the benefits of blogging without the hard work. I like blogging. It’s fun, and my blog has generated new business, useful connections, and speaking engagements for me. But it’s not for everyone. Before you launch your own blog, test the waters by participating on other blogs. Then you can decide whether to take the plunge. The Downside of Blogging. You can reach a large audience quickly, and repeatedly. The cost of blogging is low, and the technology is simple to use. But it’s not. MORE >>