20/10/2026
CALLING ALL BUSINESS OWNERS 📣 This week I met a founder who was despairing at her lack of pipeline and she was starting to question everything. Our conversation made me realise that we aren’t honest enough about this part of running a business.
Ok here goes... business development is *hard*. It’s particularly hard if you are selling your time.
These things happen a lot and are not fun:
❌ People don’t answer your emails.
❌ People say yes to your face and then disappear.
❌ People say no and don’t tell you why.
❌ People reply to your email without answering the question you asked.
❌ People ask for a proposal and then never speak to you again.
❌ People say they’ll introduce you to the right person and then don’t.
Most of the time, none of this is personal. But when you’re the person doing the outreach, having the calls AND worrying about where the next piece of work is coming from, it can feel very personal! Alongside all of this, you can build relationships that progress and lead to revenue. People do reply. People do say yes. Things do happen.
HOWEVER, if every lead that goes quiet sends you into a spiral about whether your business is over, you’re going to make an already hard job even harder.
The good news is I’ve been an entrepreneur for 17 years, and it does get easier.
You get better at asking the questions that tell you whether someone is serious. You get better at following up. And you get better at knowing at moving on. One unanswered email isn’t very interesting but twenty unanswered emails is useful. Who are you approaching? What are you asking them for? What happens next? Getting comfortable with rejection is a non-negotiable part of growing a business. So is learning from it.
There’s so much I wish I didn’t have to learn the hard way. That’s why I’m working one-to-one with a few founders over the next 3 months on building, selling and scaling their businesses, including this part. If you’d like to work with me, drop +1 in the comments and I’ll send you the info. We’ve got 72 days left to GET THE MONEY IN FOR 2026. LFG 🚀