In 1984, a non-profit was established in Sacramento, California, by a group of scientists to search for extra-terrestrial intelligence (called SETI). I could not help comparing this with my experience of working with law firms, where there is often an expectation of almost immediate results from any marketing communications initiative. My heart sinks every time I hear “Oh, we didn’t get anything from that initiative, so we will not do that again”. This betrays a misunderstanding of the effort that is often required to break into a new market, win a major client or develop a profitable source of referrals.