We can all do with more clients and whilst you may be lucky enough to be sitting back waiting for people to contact, relying on that can be a risky strategy. Being pro-active will help but what do you do? Do you stand outside your office and ask everyone walking past if they need an accountant? No, that would be extremely time consuming for very little return. We want to ask the right person at the right time ie when they are ready to consider employing you.