ups
Highly targeted direct mail campaigns
Seminars
Networking

In the first few months, before you have regular clients, you will likely spend 50 - 80% of your time in small development. You can cut this down once you are on your feet. As your client base improves you can pare your small develop down to four to six events a month and eventually get down to two to three.

Small development is more important than your administrative duties and your IT training. You will have plenty of time to take care of those things after you have built up a pool of regular, long-term clients.

The Bottom Line on Small Business Development
Small development is your job. If it is not most of your job when you first start out then something is wrong. As you get more and more clients your small development will get progressively less but it should never get to zero. This is the life-blood of your IT consulting so give it the attention it deserves.

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