Funny. But seriously, the way you manage this is to build marketing and sales into your rates. Your rate should built bottom-up: direct cost + indirect cost.

Funny. But seriously, the way you manage this is to build marketing and sales into your rates. Your rate should built bottom-up: direct cost + indirect cost. The indirect costs include time off, marketing/sales, benefits, admin, a little profit, etc. Grab a book on consulting for an explanation of how to do this. Good luck.