Welcome to the latest episode of Kaffeen Espresso, where we dive into the art and science of keeping your sales pipeline healthy with strategist and writer Phoebe Dodds. Phoebe is dedicated to helping individuals and startups accelerate their business growth, and she brings a unique blend of journalism and startup experience to her work. Based between London, Amsterdam, and Paris, Phoebe is a master of organic growth, strategic partnerships, and building meaningful connections.
Below, we break down the key insights from our conversation, offering practical advice for agency leaders, freelancers, and anyone looking to keep their business pipeline flowing.
Phoebe kicked off by addressing the common “feast and famine” mentality that plagues many small agencies and freelancers. She believes this cycle is not inevitable and that, with the right approach, you can maintain a steady flow of work. The key? Taking control of your pipeline and consistently nurturing leads, even when you’re busy with client work.
“If I found myself with too little work, it was because I hadn’t paid enough attention to my pipeline and was too focused on client delivery.”
For Phoebe, a healthy pipeline means having work as and when she wants it, regardless of market fluctuations. This involves planning for unforeseen circumstances—like projects ending early or being delayed—and ensuring her minimum income is always covered. She recommends overlapping projects like a jigsaw puzzle, so you’re never reliant on a single client or project.
One of the biggest takeaways is the importance of consistency. Phoebe’s approach is simple: keep building your network, no matter how busy you are. She schedules two 15-minute conversations with new people each week, which adds up to over 100 new connections a year. Not every conversation leads to work, but many do, and the snowball effect is real.
“No matter how busy I am, I always try and do a very little bit of network building.”
Phoebe shared her top-secret (now not-so-secret) tactic: the 100 Good Connections Challenge. She lists her business goals for the next 6, 12, and 18 months, then identifies 10 people per goal who could help her achieve them. Each week, she reaches out to a couple of these people, mixing short, medium, and long-term goals. It’s about planting seeds—many won’t sprout, but enough will to keep the pipeline healthy.
Not everyone is a natural salesperson, and that’s okay. Phoebe encourages finding lead generation tactics that feel authentic. For her, this includes hosting events, running a blog, and featuring interesting people in interviews. These activities not only build goodwill but also put her business in front of the right people.
“It doesn’t matter how you do it, as long as people know what you do.”
Nurturing isn’t just about following up on sales calls. Phoebe checks in with her network in a friendly, non-salesy way—sending articles, making introductions, and keeping in touch. She emphasises the value of reciprocity and being genuinely helpful, which often leads to opportunities down the line.
When the local market is tough, Phoebe looks further afield. She’s found that working with American clients, for example, can be more lucrative and open up new opportunities. The lesson? Don’t be afraid to pivot, target new markets, or try new services. Sometimes, all it takes is a small shift in positioning to unlock new revenue streams.
Phoebe’s own career pivot—from copywriting to brand strategy—came from a simple conversation and a change to her LinkedIn headline. She encourages agency owners and freelancers to test new ideas, services, or markets, even if it’s just on a hidden page of your website. You don’t need permission—just go for it.
The conversation with Phoebe was packed with actionable advice: be consistent, plant more seeds than you think you need, nurture your network, and don’t be afraid to pivot. Most importantly, remember that there’s always work out there—you just need to be proactive and creative in finding it.
For even more insights and practical tips, listen to the full episode of **Keeping Your Sales Pipeline Healthy with Phoebe Dodds** on [Buzzsprout](https://www.buzzsprout.com/).
Whether you’re an agency leader, freelancer, or entrepreneur, you’ll find plenty of inspiration to keep your pipeline healthy and your business growing.
This show is packed with client-attracting strategies for service-based business owners who want to lead with expertise and grow with ease.
Whether you’re refining your message, launching a lead magnet, or finally writing that book—this podcast will help you turn your brilliance into booked-out business, one smart move at a time.