Pipeline Problems? Let’s Fix That.
If you're an agency founder relying on word-of-mouth and referrals, you're not alone—but you are leaving your revenue to chance. Pipeline gaps can create feast-or-famine cycles that wear you (and your team) down fast. The good news? You don’t need to be glued to LinkedIn or cold pitching into the void to find clients. Building a pipeline can be strategic, sustainable, and yes—even enjoyable.
Let’s get honest: it’s time to take business development off the backburner. Whether you’re coming out of a slow season or feeling the pressure of inconsistent leads, there’s a way forward that doesn’t feel gross or exhausting.
A Smarter Way to Fill Your Pipeline
Here’s a three-tier approach that works—because it’s rooted in relationships, not random outreach:
1. Past Clients
This is the fastest route to revenue. Think of clients who loved working with you—are they due for a refresh? A new offer? A strategic check-in? Too many founders finish a project and never follow up. A simple message could reignite a high-value partnership.
2. Past Leads
Don’t sleep on the “maybes” and “not now’s.” Go back through your pipeline and re-engage folks who were once interested. Sometimes timing, budget, or internal alignment was the only blocker. A well-crafted follow-up (we’ve got scripts for this) can bring them back into the conversation.
3. New Leads
Fresh energy matters—but you don’t need to cold pitch 100 strangers. Focus on creating content that resonates, building thought leadership, and initiating quality conversations. The key? Less spam, more strategy.
Take the Ick Out of Business Development
Business development often feels awkward because it’s done in a panic. But when you pace yourself and build genuine momentum, the whole process gets easier. No chasing. No begging. Just aligned outreach and consistent effort.
Le Chéile helps creative agencies like you build sustainable pipelines through strategic, relationship-driven business development.
Ghosted by a lead? Use clear, professional follow-up language. Stuck in “maybe” limbo? Set boundaries and timelines. We coach clients through this every week—and once they adopt a calm, confident follow-up process, their pipelines stop feeling so unpredictable.
Here’s what we remind them (and ourselves):
You’re not being annoying. You’re offering a solution.
Silence isn’t a “no.” But it’s not a “yes” either—know when to move on.
No proposal without commitment. Stop sending unpaid labor into the void.
Referrals are not a growth strategy. They’re a bonus.
Your Pipeline Is a Mirror
If your pipeline feels dry or chaotic, it’s probably reflecting your pace, mindset, or systems. There’s no shame in that—it’s common. But now’s the time to reset.
Think of your biz dev strategy as part of your leadership. When you approach it consistently and calmly, it creates sustainable growth—not just financial stability, but team clarity, client alignment, and long-term peace of mind.
Stop treating business development like a sprint to pay the bills. Start seeing it as a rhythm that builds your business for the future.
You’ve got this.
About the Author
Meredith Fennessy Witts,
Founder & Strategic Growth Advisor at Le Chéile
and Co-Host of Agency Darlings
With a background in financial and operational consulting and a successful track record of founding and scaling her own agency, Meredith brings deep expertise in strategic growth for indie creative and digital agencies.
Her company, Le Chéile, helps agencies scaling toward and beyond 1M+ in revenue to rightsize teams and payroll, increase founder pay, scale offers and packages and more. She helps clients to achieve their goals while clarifying their business strategy and finances.
She is a trusted authority on building mindful, profitable businesses—especially for underserved founders in the women, LGBTQ+, and BIPOC communities.