Spring cleaning
After a cracking UK weekend, we can dare to believe that spring is in the air. While you’re clearing out your garage and wondering how many mismatched Tupperware lids one household actually needs, it’s time to turn that decluttering energy to your sales pipeline. Is it full of forgotten leads, customers who vanished into the ether, and deals that are going nowhere?
In our experience, regular and consistent pipeline management (just 15 mins per week) promotes good BD & sales habits and avoids the dreaded “pending” outcome (which isn’t really an outcome). Ancillary benefits include providing a reason to reconnect with existing contacts and, in some cases, winning work you otherwise thought was lost.
Time for a deep clean! Enjoy.
#1. Cut the deadwood
Some deals have been lurking in your pipeline so long they should be paying rent. “Pending” is not an outcome – it’s the equivalent of sand in your gearbox, grinding everything to a halt. If a customer has gone quiet for months, it’s time to call it:
🚫 Close the opportunity—but tell them first. Instead of waiting indefinitely, send a final email saying you’re shutting the file.
💡 Reverse psychology works—people don’t like doors closing on them! You’ll be surprised how often this prompts a response.
Try this:
“Hi [Customer], I wanted to follow up one last time before we close out this opportunity. Since we haven’t had a decision, we assume now isn’t the right time. If that changes, let us know. Wishing you all the best!”
If they don’t bite, move on. No more pipeline clutter.
#2. Follow up or file away
Not every quiet customer is a lost cause. Some just need a nudge. Work through your list and:
📞 Call (preferably) or email: “Still interested? Let’s chat.” Don’t forget, you’ve earned the right to follow up on the basis you put so much effort into the opportunity in the first place.
📝 If they say “not right now,” set a reminder for three months to check in again.
⏳ If they’re still stalling after that, they’re probably deadwood (see point one).
A structured follow-up process stops leads from slipping through the cracks—and keeps you top of mind.
#3. Restock the funnel
Now that you’ve cleared out the clutter, it’s time to refill your pipeline. And the best place to start? Customers you’ve worked with before but haven’t done business with in a while. One of the best 30mins you can spend it to go through your practice management system and list all of the customers you have worked with in the previous 24 months but have not spoken to yet this year.
🛠️ These people already know you, trust you, and liked your work—so re-engage them first.
📆 Drop them a note: “It’s been a while! What’s on your radar for this year? Let’s catch up.”
📊 Beyond that, look at networking events, LinkedIn engagement, and other ways to bring in new opportunities.
Spring is all about renewal—so make sure your sales pipeline reflects that!
