Welcome to a special episode of the Kaffeen podcast, where we dive into the art and science of keeping your sales pipeline healthy. This time, we’re joined by Phoebe Dodds, a strategist and writer who helps individuals and startups accelerate business growth. Based between London, Amsterdam, and Paris, Phoebe brings a unique blend of journalism and startup experience to her work, specialising in organic content and strategic partnerships.

Challenging the Feast and Famine Mentality

Phoebe kicked off the conversation by addressing a common myth among freelancers and agency owners: the feast and famine cycle. She believes that, while it’s a familiar experience, it doesn’t have to be inevitable. “We have a lot of control over our sales pipeline, even when it feels like you don’t,” she says. The key is consistency and not letting client work distract you from nurturing future leads. Phoebe shared that, in her own experience, periods of low work were often the result of neglecting her pipeline in favour of client delivery.

What Does a Healthy Pipeline Look Like?

For Phoebe, a healthy pipeline means having work as and when she wants it, regardless of market fluctuations. It’s about ensuring financial stability and being prepared for unforeseen circumstances, like a project ending early or being delayed. She emphasises the importance of spreading risk and overlapping projects like a jigsaw puzzle, so you’re never reliant on a single client or project to pay the bills.

Building Your Network—Consistently

One of Phoebe’s top tips is to keep building your network, no matter how busy you are. She recommends having a 15-minute conversation with two new people each week. Over a year, that’s more than 100 potential leads. “It really does develop into a snowball effect,” she explains. Not every conversation will lead to work, but some will, and others may result in referrals or collaborations down the line.

Online and Offline Networking

While Phoebe is often on the move, most of her networking happens online, making it easy to connect with people regardless of location. When she’s in a city, she’ll host or attend events, but the bulk of her relationship-building is virtual. She also shared her “100 Good Connections Challenge”: for each business goal, list 10 people who could help you achieve it, and reach out to them over time. This approach helps keep your outreach intentional and aligned with your goals.

Lead Generation That Suits You

Phoebe stresses the importance of finding a lead generation method that feels authentic. She’s not a natural salesperson and prefers approaches that build genuine relationships, like hosting events, running a podcast, or featuring people on her blog. These activities not only increase visibility but also create goodwill and reciprocity, making it easier to nurture leads over time.

Nurturing Leads and Creating Serendipity

When it comes to nurturing leads who aren’t ready to buy, Phoebe likes to check in with people in a friendly, non-salesy way—sharing articles, making introductions, or simply keeping in touch. She points out that sometimes, just reminding people you exist and what you do is enough to spark new opportunities. “It’s not just the person you speak to, it’s everyone they know,” she says.

Thinking Beyond Borders and Pivoting

Phoebe encourages agency owners to look beyond their immediate market, especially when times are tough. She’s found that working with American clients, for example, can be more lucrative and open up new opportunities. She also advocates for being willing to pivot—whether that’s changing your service offering or target market. Sometimes, all it takes is updating your LinkedIn headline or saying yes to a new type of client to unlock new revenue streams.

Final Thoughts: Permission to Experiment

One of the biggest takeaways from the conversation is the importance of giving yourself permission to experiment. Test new services, try different markets, and don’t be afraid to make changes—even if they’re not visible on your main website. As Phoebe puts it, “There’s no limit on anything, and if you wait for someone to give you permission, you might be waiting a really long time.”

Connect with Phoebe Dodds

If you’re looking to expand across Europe, run events, or tap into a network of creatives in major European cities, you can find Phoebe on Instagram at @phoebedodds_

Listen to the Full Episode

For the full conversation and even more insights, listen below or find us on your favourite podcast player app. Just search Authority Builder Podcast.