The biggest trap we face as consultants is getting subsumed by delivery. Yes, delivery is why we get paid, but unless you’re constantly out there selling, at some point there’ll be no one to deliver to!
So if you were to divide your time up – it should go like this.
One third on thinking about your IP. Staying at the cutting edge.
One third on selling. Getting in front of your ideal prospective client.
And finally, one third on delivery.
Anything else risks you getting stale, and suddenly finding yourself in a nasty position where clients leave and you’ve nothing to replace the income with.