On the Ask Us Anything podcast, BOH editor in chief Kaitlin Petersen taps former Trade Tales guests to answer real, confidential designer questions, offering a safe space to discuss business challenges. Have a question of your own to ask? Send an email to start the conversation.

This week, DuVäl Reynolds, the founder of Northern Virginia–based interiors firm DuVäl Design, joins the show to answer a question from a designer whose steady stream of clients has slowed down dramatically in recent months. Since launching her firm, she has always relied on referrals to fuel her pipeline; now, she’s hoping to boost her firm’s profile to capture the attention of new clients—but isn’t sure where to start.

Reynolds jumps in with advice on spotting early indicators for a slowdown in new business, adjusting your messaging to attract ideal clients, and diversifying your firm’s offerings during sluggish months.

Crucial insight: While Reynolds recommends that designers ramp up their firms’ outbound efforts during slow periods, he stresses that it’s also crucial to look inward when it comes to efficiency and cost-saving measures. “Looking at your business, seeing where your bottlenecking is, seeing where you’re able to outsource where you thought you couldn’t—cleaning that up will save you money in the long run. When you’re slow, you should absolutely be focusing on that,” he says.

Key quote: “When the industry is down, I double down—I double down more than people probably realize. There are so many ways to be gritty and just go for the work. I think some people feel like [reaching out to people] is either beneath them, or they don't think that it’s a good idea. But I’m definitely a person [who,] when it comes down to the hustle, I will reach out to as many people as I possibly can to get whatever work I can get.”

This episode was sponsored by Four Hands and Crypton. If you like what you hear, subscribe on Apple Podcasts or Spotify.