"Almost all of the time and energy in Half Moon Bay was being directed toward consulting to paying clients. **Those clients in turn became the sales engine for the firm**, and even when we did an occasional cold call, it was the references from clients that shortened the sales cycle considerably. I'm not even sure I'd call it a sales cycle at all." (Patrick M. Lencioni, Getting Naked) --- **Tags** — [[quotes]] , [[marketing]], [[client-service]] , [[referrals]] **Source** — [[202303281430 - B - Getting Naked]]