Warren Buffet often says “the most powerful force in the universe is compound interest”. He makes his money from long-term investments, not short-term gambles.

Winning clients works the same way too.

Trying to win clients quickly with no previous relationship is really rather tricky. And if you do, they're rarely the best clients. Much more likely to be folks who shop around.

If you want to win the very best, most loyal clients, you have to invest regularly and repeatedly in building relationships with them over time. Use a little client-winning compound interest, as it were.

Of course, it's tough. I've been there myself.

When you've got other things on your plate, especially client work, then investing in keeping in touch with potential clients where you many not see the returns on that investment for many months or years takes discipline.

My advice to my clients is often to dedicate Monday mornings to marketing. That way you don't get dragged into all the other issues that emerge during the week. And you're not yet worn out by all the energy you put into doing a great job for your clients.

Establish a habit of working on nurturing new client relationships every Monday morning and bit by bit, your investment will grow like compound interest.

You'll get rich slowly.

But surely.