3 decisions that turned my empty pipeline into a waiting list to work with me

When you started your business, did you assume that doing great work would be enough to bring in clients? Have you been relying on word of mouth and your existing network, only to find that well has run dry? If you know you need to win more work but have no idea where to start, this episode is for you.I share my story of how I went from completely clueless about winning work to becoming an acknowledged authority on business development in the professions. In this episode, I talk about the mistakes I made in my first two years of self-employment, the turning points that changed everything, and the core lessons I wish someone had handed me on day one. It's the story behind why I built the Launchpad programme - and why I'm so certain it can give you a head start I never had.What you'll learn in the podcast episode:- Why the friends and family network runs dry faster than almost every new business owner expects, and what you need to have in place before it does.- How going too broad with your target market is one of the most common and costly mistakes early-stage firm owners make- Why investing in expert advice when money is tight felt counterintuitive but turned out to be the single biggest turning point in my first two years of business- What the "stick list" is, why it transformed my pipeline when my diary was completely empty, and how it remains one of the most powerful business development habits I teach todayRelated episodes:The 5Ps to make sure business development always happens https://startuptogrownup.substack.com/p/the-5ps-to-make-sure-that-business8 ways you are killing you personal brand  https://startuptogrownup.substack.com/p/8-ways-you-are-killing-your-personalWhy your ideal clients have already shortlisted someone else and what to do about it https://startuptogrownup.substack.com/p/why-your-ideal-clients-have-alreadyWhy your best referral sources are not sending you work (and what to do about it) https://startuptogrownup.substack.com/p/why-your-best-referral-sources-arentHow to turn meetings with clients into invoiceable business (without putting more on your plate) https://startuptogrownup.substack.com/p/the-real-reason-your-clients-dontThe lead generator sitting in plain sight that most firms ignore https://startuptogrownup.substack.com/p/you-know-your-website-needs-updatingUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpWelcome to a free podcast episode of Start Up To Grown Up: Your source for ideas, insights and tactics to take back control of your business and scale it sustainably and profitably by Heather Townsend, award-winning author of The Accountants’ Millionaires’ Club and Founder of The Accountants’ Growth ClubEach episode of the Start Up To Growth Up Podcast is based on my weekly Substack Article on the same topic. Head over to my substack to subscribe https://substack.com/@startuptogrownup so you never miss an article or episode again. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe