How Much Time Should a Consultant Professional Service Provider Spend on Business Acquisition?

If you're spending 80 to 100% of your time on fulfillment that is delivering the service, that's not a business. Most of you did not get into this business to be salespeople and marketers. You came here to deliver. So let's talk about the formula. How much time should a consultant professional service provider be spending on business acquisition? Ooh, so it really depends on what state of the journey you're at. I tell people that they need to spend at least 20 per cent of their time on marketing and business development.