After weeks of heavy travel, it feels good to be in the office again.  My chair is familiar.  My mug sits on the shelf where I left it waiting to be filled with tea.  I have easy access to old-fashioned paper files.  Briefly, there are no immediate deadlines or airplanes to catch or sales meetings to get to.  I can wade through a little of the pile of small matters that have accumulated while I have been away.  It’s all comfortable.  Too comfortable!

We expect revenues to drop off sharply in two months as we finish work for several clients.  That is too close to get comfortable.  Every project-based firm seeks to keep the revenue cliff that results from project completions pushed out well in the future.  We try to keep ours at least four months out.
And I can’t sign additional work and so push the cliff further into the future by sitting in my office dealing with nits and gnats.  When you are out with prospective clients talking about things they find important, good things tend to happen.  So, I better not settle in too comfortably!  Let’s see how many meetings I can set up for next Monday when I will be in New York.

This entry was posted on Thursday, July 12th, 2007 at 8:05 am and is filed under Rain making, Prospective Client, Sales Meeting. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.