Feast or Famine? It Has One Root Cause
February was great. April and May were awful. Same business, same offer, same market. Nothing changed except one thing: in the weeks up to February, you'd been doing daily outreach consistently. Then you went head-down delivering. Outreach stopped. The pipeline dried up. By the time you noticed, it was already too late to fix quickly.
It wasn't a bad business. It was a feast-or-famine cycle, and no system to break it.
I used to think this was just how business worked. Great month, dead month, great month again. Roll with it, that's the nature of the game. It's not.
Here's the root cause: when you're the one doing outreach, content, follow-up, and delivery, something always gets dropped. And outreach is always the first thing to go when you get busy. Which means your pipeline only fills when you have time — exactly when you need it least.
The math is brutal. If it takes 60–90 days for a lead to go from first contact to closed deal, stopping outreach today means you feel it three months from now. By then, you're in panic mode: taking clients you shouldn't, dropping prices to close faster, doing desperate things.
That's the cycle. And it's 100% preventable.
The fix isn't more hustle. It's daily outreach, non-negotiable, whether you're slammed or slow. My solution is AM for outreach, and hours, not minutes. PM for fulfilment.
My Take
Hate to say it, but most startups wishing to raise funding do little or nothing. A nice website and deck do little. They then ask for introductions. We can help build the pipeline. Going to take work. We can help. DM 310-866-3777
Inspired by B2B Whales, June 26, 2026
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Don Southerton
Bridging Culture Worldwide
www.bridgingculture.com
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