There’s no denying one of the biggest frustrations in business is that things never happen as quickly as we’d like them to.

We’ve all had that telephone call or meeting with a potential client who is so keen to work with you… yet it’s six, sometimes even 12, months down the line before they actually sign on the dotted line.

So, when it comes to growth and winning work, patience really is a virtue.

Having come from a journalism background, where everything happens instantly, I found it very frustrating when I set up LEC just how slow business can be.

When I quoted for a project, I expected progress to happen quickly. Now, I realise that very rarely happens.

Back then, I had to develop a thick skin and learn not to take snail’s pace decision making personally. It wasn’t that the company I’d seen didn’t want to work with me, it was simply the case that they had their own processes to go through which can delay the green light.

I learned from experience that, if they want to work with you and you’ve demonstrated you can do a good job, they will come back and say yes.

The important thing with any new business lead is, keep it warm – stay in touch so they know you care and want to work with them, without overdoing it to the point where they question whether you’re the right fit for them.

LEC recently delivered the very first Incubator Zone project at Durham Oktoberfest and as part of our support to the 21 companies who signed up, we were very careful to manage expectations.

We didn’t want the companies involved to come away from the event deflated because they hadn’t secured a sack full of new clients. However, what we did stress was, if you follow up your leads and be patient, the chances are you’ll win work.

And that’s exactly what’s happened – meetings have taken place, quotes have been put in and contracts are imminent. In fact, one business has already converted its first lead into work which is fantastic.

So, in the words of Take That, have a little patience. Good things come to those who wait!