Fill the pipeline for next month, on purpose

Some weeks the calls book themselves. Other weeks you look at your calendar on a Monday and realise you have nothing scheduled past Thursday, and the scramble that follows — a flurry of messages sent out of mild panic — rarely produces your best work. Both weeks happen to the same business. The difference between them isn't luck. It's whether you filled the pipeline on a Tuesday when things were calm, or waited until Friday when they weren't.