I often use the analogy of a pipeline because that's a visual that helps us understand that we have to put leads in one end and that sometime later some of them will come out the other end as signed contracts. It’s also important to understand that not every lead will or should turn into a project, so we have to know where our leads come from and how to find more so that we can keep that pipeline flowing and stay off of the feast or famine roller coaster.

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