It is so important to keep track of what proactive work you are doing to get new business.
Often you find you need this the most just as you come out of your busiest times.
This is just how work flows through you get out there and find business and then you can become so busy doing the work that the proactive prospecting just stops.
Think about this in your own context. How long does it take sometimes to get a deal from opportunity to work on the go. Depending on your business it can take sometimes 3 to 6 months before you land the deal.
So if you stop prospecting while you are doing the work, it could mean that you have a very lean 3 to 6 months while you pick things up again. Of course it depends on your business but either way you should set yourself a goal to achieve smooth cashflow rather than lumpy ups and downs that can cause all sorts of stress!
Ok so what should you do, “KISS” ever heard of that? Well it stands for “(K)eep (I)t (S)imple (S)illy”. There is so many ways you could do this but often what happens is you make the process so complex to keep up to date that you just give up using it!
So follow these simple steps:
Don’t go crazy with designing the full Monty, right at the start KISS! I had a client I worked with who went with a KFC bucket as his design concept, that’s right and the deals became chicken drumsticks! And you know what he said to me that it was the first time he really understood where he needed to spend his time to ensure he always had enough cash coming in the door!
Good luck and remember just start with something as it will be always better than doing nothing!