Ford Harding's blog is a must read for any serious professional who is currently a rainmaker or is on his or her way to becoming one. A recent post talked about missed opportunities when we wait or what he calls "slippage."
I know that for me the word "later" is the bane of my existence. I can rationalize why I will do something "later" when I can easily do it right now.
In the post, Ford relates "slippage" to missed opportunities to ask the client for help you in return for excellent work:
The client’s desire to help you in return for the excellent work you did ebbs as she gets absorbed by other urgent matters. The prospective client loses some of the enthusiasm generated at your meeting. The network contact also forgets the conversation you had as the days go by.
This is one of the reasons that rainmakers feel a sense of urgency about following up. No matter how busy they are, they find time to follow up on such opportunities, recognizing that all their hard work to produce them loses value as time slips by.
Do you have that sense of urgency? Read the whole thing here and bookmark his blog.