Why Your B2B Service Business Keeps Falling Into Feast & Famine

You’re Not Lazy — Your Business Just Doesn’t Create Demand

Every stuck B2B service business looks different from the outside. Some months you’re slammed. Most months you’re rebuilding. Some of you are always busy, but the business never compounds. And some are just… mostly famine with the occasional lucky month. The shape changes — but the pattern underneath doesn’t.

How This Shows Up (Pick Your Flavour)

You’ll probably recognise one of these:

• Mostly famine with a rare spike — You're always a little behind, one lucky win away from breathing room.
• Boom → silence → rebuild — You land a few clients, deliver hard, and the pipeline disappears behind you.
• Busy but nothing compounds — You’re doing the work, but no month makes the next one easier.
• Content everywhere, pipeline nowhere — You’re visible, but not in a way that moves people closer to buying.
• Inconsistent inbound — People 'like your stuff' but hesitate when it’s time to talk about working together.

Different symptoms. Same root issue: your demand engine isn’t real — it’s reactive, fragile, and powered by effort instead of clarity.

Why Your Current Fixes Don’t Work

You’ve tried the usual attempts. Posting more 'value.' Changing the offer. Trying to 'be more consistent.' Building another lead magnet you secretly hope will magically warm people up. The problem: none of these solve the core issue — the market doesn’t yet know you as the obvious solution for a specific problem.

What’s Actually Going On

Demand stays fragile when one (or more) of these is missing:

• You’re not locked into a clear market position (people can’t instantly place you).
• Your stance is soft — boundaries, decision-making, tempo.
• Your business doesn’t behave like a premium option behind the scenes.
• You’re not producing real proof that compounds month over month.

Once these are misaligned, everything feels like a fight — posting, tweaking offers, trying random advice, waiting for the algorithm to be in a good mood.

If This Hit a Nerve — Here’s What to Do Next

If you want the deeper mechanics behind this pattern (why it keeps happening and why tactics won’t fix it), the next piece to read is the Position Primer. It explains the structural cause of fragile demand and the alternative that actually compounds.

Read the Position Primer

If you’re done thinking and want me to map your exact situation, this is where we start.

Start the Client Demand Foundations Session