A lot depends on the industry you are in? It's very important to look for a diverse client base in varying industries so you do not find yourself in heavy or short cashflow cycles. Easiest way to explain this is to not focus solely on Federal contracts. The closing cycle could be as long as a year or more. Doing a few small local businesses tends to create much quicker cash flow cycles. I always recommend having a diverse portfolio of clients so you have some paying monthly if not weekly; and then a few that take a few months- etc... Its very similar to Commercial Banking. The really large commercial loans take months sometimes, but you also do not want to work yourself to death servicing vehicles that are a much quicker close. It takes a healthy balance. My recommendation is find 3-5 quick sales you can make within the next two weeks.