There are 2 different types of people and businesses:

The ones that WAIT and the ones that CREATE.

When a business has no system to generate optimal demand for its products or services, by default, it is at the mercy of random "acts of grace". 

Low hanging fruit falling in their lap, a casual referral coming their way, a less than desirable client knocking their door, a government grant, etc. 

Not that there is anything bad with an "act of grace". The problem is that they are odd, random, unpredictable. 

They are out of your control as a business owner, BDM, consultant or self-employed person. 

Without a system that generates new business to maximise capacity, you are effectively wasting precious resources and losing money.

This is what I call a "flow" problem...

It's like having the best built factory in the world, only to have an empty conveyor belt... With little input, there is little output. 

Smart business people create systems to generate new...