3 one thirds

In an ideal world, spend 1/3 of your time to marketing, 1/3 to sales and 1/3 to execution to avoid an imbalance in too much or too few business (though my boss would take the notion of too much business as heretical).

Marketing consists of attending networking events, organizing events with other companies that have a interests complimentary to yours, writing articles for magazines or blogs like this one, public speaking (for those with the courage and skill), spending time on the board of trade and commercial non-profit organizations, and so on....

Sales is obvious, and consists of all the work related to understanding, consulting and getting a proposal to a prospective client.

Execution covers all activity related to delivering the value inherent in the service. Research, search,  interviewing, and reference taking. Interviewing and reference taking allow for marketing and by times even sales. In execution, researchers can be a huge time saver, essentially freeing the required time for S&M.

Business keeps flowing in at a digestible pace: an apple a day keeps the doctor away.