If you're having a quiet period this is the $64,000 question - and sometimes it seems as though everyone you meet has a 'magic' answer that will get you that elusive next contract.
Chatting to Skillfair member Nick Harvey last week reminded me that it's doing the basic things that really counts. Nick mainly takes on interim roles so is either incredibly busy or 'resting' as actors would call it. In the quiet times his policy is to 'do useful stuff' - that is; get out and meet existing contacts who are themselves busy; offer to help people bid for work; be active in his professional body/networking groups. In short, to keep busy and be seen as a 'useful person to know'.
While this may seem a rather random approach it works for two reasons. Firstly, if you meet enough people who are actively in business you will eventually meet someone who realises you ca help them - and secondly, while this may seem bizarre - people are more inclined to do business with people who are already busy.
Seems to work for Nick anyway, half an hour after we finished our chat he emailed to say the bid team he's been working with has landed a tender :-)
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