• What is your primary role in your organization?
• How do you get new projects?
• Of these sources, which seem to yield the most satisfactory results (professionally, financially, and artistically)?
• What do you do when you are not delivering a project?
• What do your best clients say about you? Your worst?
• How much do you budget a year for sales activities?

The two most effective and least expensive ways to find new opportunities:

• Existing clients
• Be the expert with a teaching spirit

• It’s the right way to do business
• To prove yourself trustworthy
• It takes a minimum of 17 good customer experiences to make up for 1 bad one—and more if that 1 customer carries significant influence
• It’s scalable
• It helps you grow good workers in the marketplace

• Become really, really good in at least one area—the subject matter expert (take lots of time and a good deal of money)
• Build expertise in a topic that is still a mystery to most
• For the short course, hire an expert for your billable project, but insist that you be there for every step and learn OJT
• Have proof—real credentials as the expert on your topic—earned certifications; positions; and so named by others
• Don’t toot your own horn
• Don’t be dull
• Sprinkle your experience into conversation (but not in a gloating fashion)
• Give others credit where due
• Make alliances with other experts in your field
• Be willing to admit to your faults
• Always, always, always be learning

• Look for opportunities to share what you know without a fee
• Have enthusiasm about your area of expertise (drink your own Kool-aid)
• Teaching is done with love and a willingness to share—not as an exercise in proving superiority
• Develop new experts
• Teach in every support call, every sales call, on your web site—at every opportunity
• Hold seminars through your local Chamber; community college; or networking group
• Volunteer to help in your community within your field of expertise