If your idea of marketing only includes cold calling into companies in search of your next assignment I think you may be missing lots of opportunities to really articulate your value equation to the markets you serve. I’m confident there are lots of search professionals who track telephone metrics to determine their activity, which can be a predictor of future billings. In fact, some of the most successful people I’ve met have demonstrated the direct correlation of how productive telephone metrics convert to better billing results in their own firms.
While I “get that” I think marketing in our business is much more than pure phone time. I believe that if the main yardstick for measuring success is the “number of dials” and “connect time” with the economic buyers of your services, you may be defining yourself as a transactional producer. Don’t get me wrong — for many in our industry that’s not a bad thing. It’s just not the way I want to build my practice.