If your phone’s gone quiet, your inbox is suspiciously light, and the leads have all but vanished, I want you to take a deep breath. Don’t panic. This moment—this exact moment—might just be the turning point your firm needs.
In this week’s Solo Session of the EntreArchitect Podcast, I spoke directly to firm owners who are facing a dry pipeline and wondering what to do next. This article shares the five specific, practical strategies I laid out in that episode—steps you can take right now to keep moving forward, even when the work has slowed down.
These aren’t just feel-good ideas. They’re real actions that I’ve used myself—moves that small firm architects can use today to stay visible, stay valuable, and stay in control when the future feels uncertain.
You can listen to the full episode at entrearchitect.com/604. But if you’re looking for the highlights and want a roadmap to get unstuck, read on. Let’s walk through it together.
Face the Reality—Don’t Flinch
This is where it all starts. You’ve got to face it.
It’s easy to ignore the signs. To tell ourselves that it’s just a seasonal dip, or to stay busy with admin work so we don’t have to deal with what’s really going on. But pretending everything’s okay won’t change the fact that fewer inquiries are coming in, fewer contracts are being signed, and the work isn’t flowing like it used to.
You’ve got to take inventory. Get brutally honest with yourself.
What projects are in your pipeline right now? Which are real and which are long shots? What’s already been lost? What’s still up in the air?
This isn’t about fear-mongering. It’s about clarity.
You can’t fix what you won’t face. So get clear, and then you can move forward with intention.
Reconnect With Past Clients and Referrers
When things slow down, our first instinct is to look outward. But often, the best opportunities are already in our orbit.
Think about the clients you’ve served well in the past—the ones who love your work and trust you. Now is the time to reach out to them. One-on-one. Personally. Genuinely.
A simple check-in. A quick email. A phone call. Even better, a coffee.
Let them know you’ve got some space in your schedule and would love to help with anything new they’re working on—or to support someone they know who needs help.
No gimmicks. No mass marketing. Just real human connection.
This isn’t a sales pitch. It’s a conversation. The kind that leads to referrals and repeat work.
Double Down on Marketing, Not Just Selling
Selling is short-term. Marketing is long-term.
And when the projects aren’t coming in, marketing often becomes the first thing we cut. But that’s the wrong move.
This is the time to build visibility. To remind people who you are, what you do, and why you do it better than anyone else.
You don’t need a big budget. You need consistency.
Post on social. Send a helpful email. Write a blog post. Share a story about a past project. Give value without asking for anything in return.
Stay top of mind. So when the opportunity does come, you’re the first one they think of.
Expand Your Offer—Strategically
I’m not suggesting you change who you are or chase work that doesn’t fit your values.
But I am suggesting that you look at the problems your ideal clients are facing right now and consider how you might help solve them in ways you haven’t before.
Maybe it’s feasibility studies. Maybe it’s energy assessments or small consulting packages. Maybe it’s light renovation work or helping with permitting.
The point is, if full-service design isn’t moving at the pace it used to, offer something else that meets your client’s current needs. Smaller projects can often lead to bigger ones—and even if they don’t, they keep your firm moving, your team sharp, and your brand visible.
Stay nimble. Stay valuable.
Work on the Business While You Can
If work is slow, guess what? You’ve been given a gift.
Time.
Time to do the things we always say we’ll get around to “someday.” Updating your website. Refining your onboarding process. Rewriting your proposals. Systemizing your operations. Building a referral strategy. Revisiting your business model.
These are the things that create long-term momentum and scalability.
Most firm owners never get the time to work on their business because they’re stuck in the business. But if your pipeline is light, now is your chance to make real improvements.
Don’t waste it.
Slow Seasons Are Normal
Let me say it again: this is a cycle. These seasons come and go.
I know it feels scary. I know it’s tempting to disappear—to stop showing up, to turn inward. But I want to encourage you to resist that temptation.
The firm owners who win long-term are the ones who stay visible, stay valuable, and stay focused, even when things feel uncertain.
That’s what leadership looks like. And that’s what you’re called to do.
So take a deep breath. Follow these steps. Stay in the game.
Join the Network
If you’re feeling stuck or uncertain in your business, I want to personally invite you to join us inside the EntreArchitect Network. It’s our private membership community for small firm architects—a place where we learn, grow, and support one another every single week.
We offer live coaching, office hours, training with AIA CEUs, mastermind groups, and so much more.
And you can try it today free for 30 days. Just visit entrearchitect.com/30days to get started.
We’re here for you.
Let Me Know
These Solo Sessions are something new I’ve brought back because I felt like we needed more real, raw conversations. And I’d love to know what you think.
If this episode helped you in any way, please share it with a friend. Text the link. Post it on social. And let me know—should I do more of these?
You can listen to the full episode at entrearchitect.com/604.
Thanks for being here.
Until next time: love, learn, share.
—Mark
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