Your revenue has dried up. Here's how to fill your pipeline fast

Has your revenue suddenly dropped off a cliff with no warning? Are you watching your cash reserves prop up a business that badly needs new clients? Do you know what to do first when the work dries up, or are you about to start rushing around with a face that says 'desperate for work'?In the space of four to six weeks we lost 25% of the monthly revenue in one of our businesses. In this episode I talk you through exactly what I am doing about it, and the same advice I have given clients time and time again when their pipeline empties. You will hear the diagnostic work to do before you panic, and the specific activity that reignites new business fastest.What you'll learn in the podcast episode:- The importance of learning how seasonality impacts your business- The three types of cost you should never cut when money gets tight, however tempting it looks.- Why warm relationships come before anything else, and the questions that turn a catch-up call into paid work.- How to manufacture a reason for a call when picking up the phone feels a bit icky.- What to say to prospects who went quiet and to the people who already told you no.- How the 60 in 60 days approach works- Why discounting to win work is almost always the wrong move, and the one exception.Related episodesHow to turn meetings with existing clients into invoiceable business https://startuptogrownup.substack.com/p/the-real-reason-your-clients-dont?r=l8khyHow to get clients to say yes (without chasing or discounting) https://startuptogrownup.substack.com/p/why-clients-say-let-me-think-about?r=l8khyWhy your marketing isn’t working and how one simple document can fix it https://startuptogrownup.substack.com/p/why-your-marketing-isnt-working-and?r=l8khyHow to build your marketing function: person by person https://startuptogrownup.substack.com/p/how-to-build-your-marketing-function?r=l8khyAI and LinkedIn broke my marketing (this is what we did next) https://startuptogrownup.substack.com/p/ai-and-linkedin-broke-my-marketing?r=l8khyThe £20k trade show lesson I won’t forget https://startuptogrownup.substack.com/p/the-20k-trade-show-lesson-i-wont?r=l8khy3 decisions that turned my empty pipeline into a waiting list for clients https://startuptogrownup.substack.com/p/3-decisions-that-turned-my-empty?r=l8khyYou’re showing up. So why aren’t the leads coming? https://startuptogrownup.substack.com/p/8-ways-you-are-killing-your-personal?r=l8khyUseful links:- sign up as a paid subscriber and use this link to get 20% off an annual membership of Start Up To Grown UpEach 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.About Heather TownsendHeather is the leading business coach for accountants (and other professionals) who want to grow their business. She is the founder of The Accountants Growth Club, who specialise in helping accounting firm owners grow their accounting business profitably and sustainably.She is also the founder of How To Make Partner, the global experts in helping professionals in practice make it to partner, and when they get there, stay that. Get the confidence, the skills AND the time to focus on the right things and move your career forward with Progress to Partner Academy. Get full access to Start Up To Grown Up at startuptogrownup.substack.com/subscribe