I approach it like this – I have 3 targets I try to hit every month. The first is to earn enough money to keep the company costs ticking over for the month. The second is to earn enough so that I can also cover what I take out of the company each month for me (a wage!). The last target is to earn enough on top of the first two to cover an amount that can stay in the company for lean months or dividends at the end of the financial year.

You can keep these targets as financial ones, or convert them via your daily rate to bookable hours in a month. Then all you need to do is ensure you put enough sales effort in to hit the targets. Booked work is key.

Whatever the measurement you use the key thing is to track your progress. Printout a calendar with all 3 targets on them for the next year and as you do the work and pass the targets, tick them off. It’s key to give yourself the boost of knowing that you’ve done what you need to in a month – or the kick in the rear to get you chasing work.

The side benefit of all this tracking is that it can help stop you from overworking and booking in too much work. It may seem counter productive, but don’t take on all the work you are offered, just what you can handle.

Burning out makes you no use whatsoever to your clients.