What Your Pipeline Silence Is Really Telling You

Sarah Sink
Sep 16
3 min read

Quiet pipeline? You’re not alone.

Whether it’s a seasonal lull, a market shift, or just a weird month where nothing converts... every BD pro hits a slump. The worst thing you can do is assume it’ll fix itself. The best thing you can do? Audit the system.

Here’s what I recommend reviewing when the silence drags on longer than it should:

1. Lead Sources: Are You Tapping the Right Channels?

It’s easy to default to the familiar: conferences, existing relationships, and warm referrals.

But if that’s all you’re relying on, you’re not building a resilient funnel.

Ask yourself:

When was the last time you added a new channel?
Are you only active during conferences or consistently generating leads year-round?
Do your lead sources match the types of biotechs you want to attract?

Variety builds strength. Don’t wait until the pipeline dries up to diversify.

2. Outreach Strategy: Is Your Messaging Still Resonating?

Outreach templates that worked 12 months ago might now feel stale or too generic. Biotechs are inundated with messages...

And they're tuning out anything that sounds like a copy-paste job.

Audit your:

Subject lines (are they human or robotic?)
First two sentences (are you leading with value or noise?)
Follow-up timing (are you too pushy or too passive?)

If your messaging doesn’t sound like you, or it doesn’t speak directly to them, you’re likely getting buried.

3. Qualification Criteria: Are You Letting the Wrong Leads In?

A bloated CRM doesn’t equal a healthy pipeline. If you’ve got 100 “opportunities” that haven’t moved in 90 days, you’re probably tracking interest...

Not intent.

Check your:

Discovery questions (are they revealing real timelines and budgets?)
Stage definitions (are they tied to actions, not feelings?)
Hand-raisers (are you qualifying them as much as they’re qualifying you?)

The more honest you are with yourself about lead quality, the more accurate your forecast, and the better your close rate.

4. Internal Coordination: Are You Losing Momentum After First Contact?

Sometimes the issue isn’t lead gen....

It’s what happens after the call.

Delays in scoping, missed internal handoffs, or unclear proposal timelines can make your CDMO look unresponsive.

If your follow-up process is murky or out of your hands, audit how BD, SMEs, and PMs are working together post-discovery.

You can’t always fix timeline delays alone, but you can raise the flag early and offer strategic support to move things forward.

5. Your Own Habits: Are You Actually Selling or Just Logging Activity?

It’s uncomfortable, but important...

Sometimes we mistake motion for progress.

Are you sending follow-ups and calling that pipeline management? Or are you crafting real next steps that move the deal forward?

Audit your calendar and ask:

How many of your activities last week were proactive vs. reactive?
Are you focused on deals that might close, or ones that are ready to close?
Are you dedicating time to pipeline building, not just pipeline chasing?

You don’t need to grind harder. You need to operate smarter.

Final Thoughts

When things go quiet, don’t panic, but don’t wait it out either.

The strongest BD professionals treat lulls like signals, not setbacks.

Audit your pipeline, tweak your approach, and rebuild with intention.

Want to sharpen your BD process from lead gen to final signature? My course, “Ask Smarter, Close Sooner: The Strategic Conversation Guide for CDMO BD Pros,” walks through every stage of the sales cycle: what to ask, how to qualify, and how to close without overpromising.

For more insights and personalized support in navigating the biotech-CDMO landscape, visit my website: www.yourpharmagirl.com and follow Your Pharma Girl on LinkedIn. Whether you need strategic guidance, tailored BD solutions, or expert advice on building lasting partnerships, I'm here to help you and your team succeed at every stage of development.