There is a ton of time and money spent on developing new business and all companies rely on a regular influx of new clients, whatever trade or sector they are in. We should also stay focussed on the rewards that are available from managing the existing relationships we have in place – this is often overlooked and is a very rich source of revenue.

Taking the time to check in with a former customer and see how things are going could be the spark in their mind that it’s time to get moving on that project they had mothballed. The holidays are fast approaching and this is an ideal time to make contact and pick up at the point where your last conversation ended. Go through your order books and contact lists and make the effort to stay in the mind of your clients, however busy you are right now.