Grow Your Independent Consulting Business

274. Becoming Sought After: Make Lead Gen Easier Through Inbound Leads

Thu, 11 Jun 2026 00:00:00 -0600

You’re good at what you do. Your clients know it. The people who refer you know it.

But your next ideal consulting client may have no idea you exist.

That’s the gap between being credible and becoming sought after.

In this episode, Melisa Liberman shows independent consultants how to make lead generation easier by building an inbound lead system that helps more right-fit clients find you, trust you, and reach out already interested.

You’ll learn how to move beyond relying only on referrals, past clients, and inconsistent outreach by becoming more recognizable for the specific consulting work you want to be hired for.

Melisa breaks down the three components of an inbound lead system for independent consultants:

The inbound foundation: the specialization that makes you known for a specific problem, client, or outcome

The sought-after mindset: the shift from hidden expert to obvious choice

The inbound lead mechanism: the system that builds visibility, grows your audience, creates direct relationships, and keeps you top of mind

You’ll also hear Melisa’s own specialization example as a fractional COO for PE-backed tech startups, plus three real consultant examples using a podcast, speaking, and unattached networking to generate more right-fit opportunities.

Listen to learn how to build visibility, differentiation, and demand in your consulting business, so lead generation gets easier the longer you do it.

Timestamps for Key Moments:

[00:00] Episode overview
[00:05] Why becoming sought after changes everything
[00:07] The 3-part inbound lead system
[00:08] Component 1: Inbound Foundation
[00:09] Two specialization blockers
[00:15] The In-N-Out Burger specialization example
[00:18] Fractional CRO example for PE-backed tech
[00:22] Component 2: Sought-After Mindset
[00:28] Component 3: Inbound Lead Mechanism
[00:32] Podcast + diagnostics example
[00:33] Speaking + white paper example
[00:35] Unattached networking example
[00:37] Next steps

Resources Mentioned:

Companion Resource: Lead Generation Effectiveness Scorecard: www.pipelinescorecard.com

Full Show Notes https://shownotes.melisaliberman.com/episode-274

Want More?

Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman
Get Melisa's Book: https://www.melisaliberman.com/book
Visit Melisa's Website: https://www.melisaliberman.com/

Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

273. The Consulting Differentiator B2B Buyers Actually Notice

Thu, 04 Jun 2026 00:00:00 -0600

Most independent consultants think differentiation means a sharper niche, a cleaner methodology, or better positioning.

It doesn't.

The consultants landing more work aren't winning because of their pitch or their network.

They're winning before the proposal gets written.

If you're like most consultants, you think the real evaluation happens when you submit the proposal. It doesn't. Buyers are already deciding in the conversation, before a scope ever gets drafted.

In this episode, Melisa breaks down what consulting buyers are actually weighing when they choose which consultant or consulting firm to engage.

You'll learn

- the mistake most consultants make about differentiation,

- how corporate buyers actually decide who to engage, and

- four specific ways to use your consulting skills inside the sales process so buyers choose you first.

The proposal is a formality.

The decision happens long before that.

You already have the skills (even if you don’t realize it). This episode shows you how to use them before a proposal ever gets drafted.

Timestamps for Key Moments:

[00:01] Why clients choose certain consultants over others and what prompted this episode
[00:03] Why responsiveness is a baseline and what actually sets you apart beyond that
[00:05] Companion resource: the consulting proposal template from the IC Toolkit
[00:06] The mistake consultants make when thinking about differentiation
[00:10] How B2B buyers actually decide who to engage
[00:13] Why the proposal is a formality and what wins the work before it
[00:15] Example 1: The stakeholder question and why it helps the buyer, not just you
[00:18] Example 2: The restraint advantage and why showing everything you can do often loses the work
[00:23] Example 3: The success clarity test and how to find the real reason a buyer needs you
[00:27] Example 4: Process ownership and how to lead the decision instead of following the buyer's lead
[00:31] Steps to put this episode into action

Resources Mentioned:

Companion Resource: Download the Consulting Proposal Template from Melisa's IC Toolkit: www.ICtoolkit.com

Full Show Notes https://shownotes.melisaliberman.com/episode-273

Want More?

Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman
Get Melisa's Book: https://www.melisaliberman.com/book
Visit Melisa's Website: https://www.melisaliberman.com/
Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

272. Consultants Who Hit Their Numbers Don't Do This (and What They Do Instead)

Thu, 28 May 2026 00:00:00 -0600

When you think about your revenue goal for this year, what's the first thought that runs through your head?

For most independent consultants it's some version of "I hope I can make it happen" or "I'm trying to make it happen."

If you're like most of us, you don't even know you're thinking it.

It's subconscious.

And it's the reason your consulting business keeps plateauing, even when your strategy, your offers, and your effort all look right on paper.

In this episode, Melisa walks through the three belief stages every independent consultant operates from.

Doubtful. Hopeful. Inevitable.

You'll hear what each one sounds like in your own head, the impact each one has on your pipeline and pricing, and how to tell which stage you're in right now.

You'll also hear three real examples.

Sarah, who set a 500K goal from a hopeful place and got herself to a 625K run rate once she stopped asking her business to prove it was possible first.

Colin, who replaced a referral-dependent pipeline with speaking and three conversations a week. Same work, different headspace.

And Amy, who shifted from day rates to value-based pricing in ten minutes a day.

If you've been telling yourself you need a better strategy, you should listen to this one first.

The strategy isn't the ceiling.

The way you're thinking about your goal is.

What you will learn in this episode:

[00:05] - The first thought that reveals how you are approaching your consulting goals
[02:00] - What separates consultants who hit their numbers from those who stay stuck
[03:05] - Companion resource: Business Brain Journal
[05:00] - The three belief stages: doubtful, hopeful, and inevitable
[07:00] - How doubtful thinking creates inconsistent revenue and watered-down action
[09:30] - Why hopeful thinking still creates consulting business plateaus
[11:45] - What an inevitability mindset sounds like
[13:00] - How to identify your belief stage across goals, sales, pipeline, and pricing
[16:30] - Goal setting example: turning a $500K goal into consistent $50K months
[22:30] - Pipeline example: moving from word-of-mouth dependency to lead generation ownership
[26:00] - Pricing example: raising rates and moving toward value-based pricing
[31:00] - The inevitability test for independent consultants
[34:30] - How to add inevitability thinking into your business owner routine

Tune in to Episode 272 for a practical look at how to make success inevitable as an independent consultant, so you can stop operating from hope and start building from certainty.

Resources Mentioned:

Companion Resource: Check out Melisa’s Business Brain Journal

Full Show Notes
https://shownotes.melisaliberman.com/episode-272

Want More?

• Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit Melisa’s Website: https://www.melisaliberman.com/
• Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

271. The Bare Minimum Plan to Keep Your Consulting Business on Track When You're At Capacity

Thu, 21 May 2026 00:00:00 -0600

Are you at capacity in your consulting business?

Fully utilized on client work.

Or a lot on your plate personally, whether that's a family situation, a move, recovery from surgery, or a season where your kids' schedules have swallowed your calendar.

Or both.

If you're like most consultants, the moment any of that hits, business development is the first thing you drop.

It feels logical. Clients come first. The work pays. Lead gen can wait until things calm down.

Then three months later, the engagement ends. The personal stretch passes. And your pipeline is empty.

In this episode, Melisa shows you how to keep your consulting business moving with a bare minimum business development plan, built for the weeks you can't give it your full attention.

You'll take-away:

What "at capacity" actually means, and why most consultants underestimate how often they're in it
The handful of business development activities that protect your pipeline without eating your week
What you should temporarily deprioritize without guilt
How to set the bar low enough that you'll actually do it on your hardest weeks
How to come out of a capacity stretch without a dry spell waiting on the other side

If you're heading into a busy season, a personal stretch, or you're already buried in client work, this episode gives you a way to keep your business moving without burning out.

Timestamps for Key Moments:

[01:10] Why independent consultants stop business development when they are busy
[03:00] How a bare minimum plan keeps your consulting business on track
[04:20] The ACE Business Development Session 1 Pager
[05:00] What working on your consulting business actually means
[08:00] Why being fully utilized can create future consulting revenue gaps
[10:00] What you can temporarily deprioritize in your business
[12:00] Three questions to separate productive work from profitable work
[14:30] Why the bare minimum is a strategy, not laziness
[20:00] The cost of guilt, regret, and inconsistent business development
[22:00] How to choose your highest leverage business development activities
[25:00] How to pressure test your bare minimum plan
[28:00] How to commit to making your consulting business development plan work
[30:00] How to put this episode into action

Resources Mentioned:

Companion Resource: The ACE Business Development Session 1 Pager: https://www.theACEbd.com

Full Show Notes
https://shownotes.melisaliberman.com/episode-271

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

270. The 5 Reasons Your Consulting Business Isn't at $500K

Thu, 14 May 2026 00:00:00 -0600

Why isn’t your independent consulting business consistently generating $500K per year?

It’s not the economy.

It’s not because the market is getting more saturated with consultants.

It’s not because AI is replacing your expertise.

And it’s not because you’re not good at business development.

If it’s not these things, what is it?

In her work with independent consultants, Melisa consistently sees 5 themes that prevent consultants from consistently generating 500k (and beyond).

In this episode, Melisa breaks down the five hidden blockers that keep independent consultants stuck below the $500K revenue mark.

You’ll learn why your current revenue ceiling is not random.

This is not a generic “scale your business” conversation. It is a practical diagnostic for independent consultants who want to make $500K their new revenue baseline, not a lucky year they hope to repeat.

Timestamps for Key Moments:

[00:00] Why your consulting business is not at $500K yet
[02:10] The companion resource to assess your consulting business health
[03:20] Why the real blockers are not the market, competition, or AI
[04:35] Reason 1: You do not fully believe $500K is possible for you
[12:10] Reason 2: You still identify as your current revenue level
[17:40] Reason 3: Your pricing model is not built for $500K
[22:15] Reason 4: You are repeating the patterns that created your current ceiling
[27:00] Reason 5: You are not prioritizing your own business
[31:30] How to identify your biggest $500K blocker and start fixing it

Resources Mentioned:

Companion Resource:Take the Independent Consultant’s Business Health Check: https://assessments.melisaliberman.com/consulting-health-assessment

Related Podcast Episode: Episode 109 - 3 Ways to Make $500k In Your Independent Consulting Business, https://shownotes.melisaliberman.com/episode-109

Full Show Notes
https://shownotes.melisaliberman.com/episode-270

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

269. The PIP Technique: How to Uplevel Your Performance as an Independent Consultant

Thu, 07 May 2026 00:00:00 -0600

PIPs have a bad reputation.

And usually for good reason. In corporate, a PIP was rarely about improvement. It was a paper trail.

But strip away that baggage and the core idea is sound: here's where performance is falling short, here's what good looks like, here's the plan.

As an independent consultant, that's exactly what you need. And you're the only one who can give it to yourself.

In this episode, Melisa Liberman introduces the PIP Technique: a self-directed performance improvement plan built for independent consultants.

You're excellent at delivering the work you sell.

But if you’re like most consultants, lead gen, sales, follow-up, and business development? Those are a different story.

You’re underperforming in at least one of these areas. You know it. The question isn't whether you should fix it. It's figuring out which part to fix first.

That's what the PIP Technique does.

It helps you identify which role in your business is falling short. CEO. CRO. Marketer. Sales development rep. Consultant delivering the work.

And then it gives you a structure to actually do something about it.

In this episode, you'll learn how to rate your own performance across those roles, choose the highest-impact area to improve, and build a 90-day plan with clear milestones and feedback loops that hold you accountable when the work gets uncomfortable.

No one is going to hand you this plan. That's the point.

You're the one who sees the gap. You're the one who builds the plan. And this episode shows you exactly how.

Timestamps for Key Moments:

[00:00] What a PIP is and why independent consultants should use one
[05:00] The client story that inspired the PIP Technique
[07:35] How the Consultant’s Business Health Check helps you find your baseline
[09:50] Five reasons a PIP improves consulting business performance
[14:10] Why separating yourself from your business changes how you lead
[16:05] How to rate yourself as CEO, CRO, CMO, SDR, and consultant
[19:00] How to decide which business role needs a PIP
[21:15] How to create your PIP from the manager lens
[24:45] How to approach your PIP from the employee lens
[28:10] Mistakes to avoid when improving your consulting performance
[32:00] How to put the PIP Technique into action over the next 90 days

[34:50] How to create more client conversations starting today

Resources Mentioned:

Companion Resource: Take the Independent Consultant’s Business Health Check: www.icassessment.com

Related Podcast Episode: Episode 233 - The Big Leadership Mistake Independent Consultants Make, https://shownotes.melisaliberman.com/episode-233

Related Podcast Episode: Episode 234 - The #1 Management Mistake Independent Consultants Make, https://shownotes.melisaliberman.com/episode-234/

Full Show Notes
https://shownotes.melisaliberman.com/episode-269

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

268. The Consulting Messaging Trap: Why Positioning Work Keeps You Stuck Without Ideal Clients

Thu, 30 Apr 2026 00:00:00 -0600

If your pipeline is weak, it’s easy to assume your messaging is the problem.

So you tweak your positioning. Rewrite your offers. Refine your niche. Rework your elevator pitch.

And still… no predictable flow of ideal clients.

This episode breaks down why “fixing your messaging” is often the wrong focus and how it keeps you stuck in analysis instead of creating real opportunities.

You’ll learn how to tell if messaging is actually your bottleneck or if you’re avoiding the real issue that drives pipeline growth.

What you’ll learn:

Why “I need better messaging” is the most common (and misleading) diagnosis
The messaging refinement loop and how it delays revenue
The real reason your pipeline isn’t converting
The two factors that consistently create qualified client opportunities
How to diagnose: messaging problem vs. conversation problem
When messaging actually does need fixing (and how to do it fast)
A simple rule to stop overworking your messaging
How to start more client conversations immediately

If you’ve been stuck refining instead of landing new clients, this will help you redirect your focus and build momentum.

Timestamps for Key Moments:
[03:15] – Why consultants default to “I need better messaging”
[08:20] – The messaging refinement loop and how it stalls your pipeline
[14:10] – The real belief keeping you stuck (and why it feels logical)
[21:30] – The 2 factors that actually create a consistent consulting pipeline
[25:00] – How to diagnose: messaging problem vs. conversation problem
[30:05] – When messaging does need fixing (rare, but important)
[32:40] – The 90-minute messaging rule
[34:50] – How to create more client conversations starting today

Resources Mentioned:

Companion Resource: Read Chapter 6 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB

Full Show Notes
https://shownotes.melisaliberman.com/episode-268

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

267. You Built a Franken-Business. Here's How to Start Over Without Starting Over

Thu, 23 Apr 2026 00:00:00 -0600

You built a consulting business that makes money.

But somewhere along the way, it stopped feeling like the business you actually wanted to run. Less-fulfilling work. Underpaying engagements. A schedule you don’t fully control.

In this episode of the Grow Your Independent Consulting Business podcast, Melisa Liberman breaks down what she calls a “Franken-Business.”

This is the consulting business you accidentally create when you keep saying yes to whatever comes your way. Referrals. Execution heavy projects. Underpriced engagements. Clients who treat you like an employee. Work that pays the bills but slowly pulls you away from the business you intended to build.

For independent consultants, this is one of the most common reasons business growth feels harder than it should. You may be utilized, but not fulfilled. Profitable, but underpaid. In demand, but for the wrong type of work. Busy, but without the autonomy you expected when you left corporate.

If you’re an independent consultant who wants to reposition your consulting business, such as moving from execution to advisory work, raising your consulting fees, protecting your calendar, or building a more sustainable consulting business model, this episode will show you where to start.

Melisa walks you through a 3-part framework to evolve out of your Franken-Business without starting over.

You’ll learn how to decide what your ideal consulting business actually looks like, commit to making that business work, and protect your decision with clear filters and non-negotiables.

You do not need to burn your business down.
You need to stop letting misaligned opportunities build your business for you.

Timestamps for Key Moments:

[05:00] What a Franken business is and how independent consultants accidentally build one
[07:00] How small consulting business compromises turn into your default business model
[11:00] Why your clients may have designed your consulting business for you
[16:00] The hidden cost of staying in misaligned consulting work
[20:00] Why fear keeps consultants stuck in the wrong offers, clients, and pricing
[23:00] Step 1: Decide what your ideal consulting business model looks like
[30:00] Step 2: Commit by asking, “How will I make this work?”
[33:00] Step 3: Protect your business with filters and non negotiables
[37:00] Questions to help you evolve your consulting business now

Resources Mentioned:

Companion Resource: Read Chapter 8 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB

Full Show Notes
https://shownotes.melisaliberman.com/episode-267

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

266. How to Work 30 Hours a Week as an Independent Consultant Without Sacrificing Revenue

Thu, 16 Apr 2026 00:00:00 -0600

Most independent consultants who want to work fewer hours assume that by working less, they’ll earn less.

That assumption is incorrect.

But it's also deeply wired in.

In this episode, Melisa breaks down why the 40-plus-hour default is so hard to shake, how it shapes your consulting business decisions without you realizing it, and what it actually takes to change it without tanking your income.

You didn't leave corporate to rebuild the same 40-50+-hour week. This episode is about fixing that, so you have true flexibility.

You'll walk away with the four-part shift required to make fewer hours sustainable: the mindset change, the business model redesign, the transition strategy, and how to catch the old patterns before they pull you back.

If you've told yourself you'll work less once things settle down (but that time never comes), this episode is for you.

Timestamps for Key Moments:

[02:20] Why working fewer than 40 hours does not have to mean sacrificing revenue
[05:30] The hidden mindset trap that keeps consultants tying time to money
[08:05] Real examples of what a 30 hour work week can look like in practice
[11:10] Why your mindset has to shift before your schedule can
[18:20] How to define a 30 hour business model that supports your revenue goals
[20:05] A simple effective rate exercise to pressure test your model
[24:05] The transition process for making a lower hour work week your new normal
[27:10] How to catch old habits before they pull you back into overworking

Tune in to Episode 266 for a practical roadmap to help you work fewer hours, stop defaulting to corporate work patterns, and build a consulting business that supports both your income goals and your life.

Resources Mentioned:

Companion Resource: Read Chapter 14 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB

Full Show Notes
https://shownotes.melisaliberman.com/episode-266

Mentioned in this Episode: Episode 259: The 5 Ways to Increase Your Consulting Capacity Without Working More, https://shownotes.melisaliberman.com/episode-259/

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

265. Lead Generation for Independent Consultants: 8 Ways to Build a Full Pipeline

Thu, 09 Apr 2026 00:00:00 -0600

Struggling to get consistent clients as an independent consultant? Still relying on your network and hoping work shows up?

This episode shows you a smarter way to get clients and build a reliable, repeatable pipeline.

Most consultants aren’t short on expertise. They’re short on a clear, intentional approach to lead generation. Instead, they rely on referrals, past relationships, or the occasional inbound request and call it a strategy.

That works. Until it doesn’t.

In this episode, Melisa breaks down the 8 lead generation pathways available to independent consultants and how to choose the right one based on your business, your clients, and what you will actually follow through on consistently.

You don’t need to do all eight. You need to stop being vague about how you get clients and start building a system that works on purpose.

Melisa organizes these pathways into three categories. Relationship based, channel based, and visibility based. Because the real issue is not a lack of options. It is a lack of clarity and commitment.

She also challenges the assumptions that quietly keep your pipeline inconsistent:
“I’ve already tapped my network.”
“My clients will reach out when they need me.”
“I guess I need to do cold outreach.”

None of those create a repeatable business development system.

This episode shows you how to identify what is already working, stop dismissing it as luck, and turn it into a consistent source of demand.

Timestamps for Key Moments:

[03:40] – Why cold outreach is not the only way to get clients
[05:00] – The 3 lead generation categories explained
[12:00] – How to activate your network without making it awkward
[15:00] – Why past clients are your most underused asset
[19:00] – The difference between passive and repeatable referrals
[22:00] – How referral partnerships create ongoing demand
[24:00] – Why speaking drives high-quality inbound leads
[28:00] – When content marketing works and when it does not
[30:00] – How to approach dream clients without cold outreach
[35:00] – The 3 filters to choose the right pathway
[39:00] – The 2 biggest mistakes that kill your pipeline

Resources Mentioned:

Companion Resource: The Consultant's Lead Generation Effectiveness Scorecard
https://assessments.melisaliberman.com/lead-gen

Full Show Notes
https://shownotes.melisaliberman.com/episode-265

Mentioned in this Episode: Episode 262 - How Independent Consultants Get on their Dream Clients’ Calendars
https://shownotes.melisaliberman.com/episode-262/

Want More?

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

264. Quarterly Planning for Independent Consultants: How to Build a Plan That Actually Grows Your Business

Thu, 02 Apr 2026 00:00:00 -0600

Most independent consultants either skip quarterly planning or build a plan they never look at again.

This episode gives you the quarterly plan that finally moves the needle.

Not a generic goal-setting exercise.

A process that connects your day-to-day decisions to real revenue growth.

If you're running a consulting business and you're tired of staying busy without feeling like you're actually moving forward, this episode is for you.

What you'll learn:

Melisa covers why quarterly planning is one of the highest-leverage habits you can build as an independent consultant, and what's usually missing when it doesn't work.

She breaks down the six most common quarterly planning mistakes consultants make, so you can avoid making them.

You'll also hear how to structure a quarterly plan that goes beyond a to-do list. Goals, projects, recurring routines, and the built-in accountability that keeps you executing instead of reacting.

Episode Timestamps:

[05:00] Why quarterly planning aligns your daily work with your annual revenue goals and long-term vision as an independent consultant
[15:00] The six quarterly planning mistakes independent consultants make, including the one that kills follow-through before the quarter even starts
[25:00] What a strong quarterly plan includes: goals, projects, and the recurring routines that create consistent pipeline
[35:00] How to build mindset and accountability into your quarterly plan so it stays a working tool, not a forgotten document

Bottom line: Quarterly planning isn't about having a prettier spreadsheet. It's about making better decisions, staying committed to your consulting business goals, and growing with intention.

Resources Mentioned

Free Companion Resource: Quarterly Plan Framework for Independent Consultants: https://www.icquarterlyplan.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-264
Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman
Episode 080: The Quarterly Focus Project: https://shownotes.melisaliberman.com/episode-80/#more-1318
Episode 246: The 10 Surprising Relationships That Grow Your Consulting Business: https://shownotes.melisaliberman.com/episode-246/#more-2821

Mentioned Resources

Companion Resource: Quarterly Plan Framework, https://www.ICquarterlyplan.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-264
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Episode 080 – The Quarterly Focus Project, https://shownotes.melisaliberman.com/episode-80/#more-1318
2. Episode 246 - The 10 Surprising Relationships That Grow Your Consulting Business, https://shownotes.melisaliberman.com/episode-246/#more-2821

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

263. 3 Lead Gen Mistakes Keeping Your Consulting Pipeline Unpredictable

Thu, 26 Mar 2026 00:00:00 -0600

Your pipeline isn't unpredictable because you're bad at business development. It's unpredictable because you're solving the wrong problem.

Here’s an example.

Mike had 12 prospect conversations in two months. None converted. He assumed he needed better leads, a clearer niche, or a different lead gen strategy.

He was wrong on all three.

The actual problem was happening in the first 10 minutes of every conversation, and one shift in how he approached those calls changed everything.

Most consultants treat an inconsistent pipeline like it needs a complete overhaul. New strategy. Different routine. More time available to work on it.

The reality?

Your lead generation process usually has one specific bottleneck. And until you diagnose what that bottleneck actually is, you'll keep spinning without traction.

This episode is for you if:

You're having conversations, but they're not converting to opportunities
Your calendar feels too full for consistent business development
You know you need more pipeline activity but you're not sure where to start
You're tired of guessing what's actually wrong with your lead gen process

In this episode, Melisa breaks down the three most common lead generation mistakes independent consultants make, how to diagnose which one is stalling your pipeline, and what to fix first.

The bigger point?

You don't need a perfect lead gen machine. You need a repeatable process for diagnosing what's not working, fixing the right thing, and refining it as your consulting business evolves.

What You'll Learn:

[02:00] Why troubleshooting matters more than chasing the "perfect" lead gen strategy - and what even consultants with strong pipelines are constantly adjusting

[06:00] The two gaps that keep ideal clients off your calendar - and why solving one without the other doesn't move the needle

[11:00] What happens in prospect conversations that determines whether they convert - and the mistake consultants make in the first 10 minutes that stalls everything

[24:30] How to diagnose whether "I don't have time" is a real constraint or a symptom of something else entirely

[32:00] The step-by-step process for diagnosing your consulting pipeline so you can stop guessing and start building predictable lead flow

Ready to build a repeatable system for landing consulting clients without relying on referrals or feeling salesy?

Learn more about the Lead Gen Sprint at https://www.melisaliberman.com/consultant-lead-generation-sprint

Resources:

Join the Consultant's Lead Generation Sprint: https://www.melisaliberman.com/consultant-lead-generation-sprint
Full Show Notes: https://shownotes.melisaliberman.com/episode-263
Melisa's Books & Planners: https://linktr.ee/melisaliberman

Related Episodes:

Episode 254 – How Much Business Development Is Enough for Consultants: https://shownotes.melisaliberman.com/episode-254
Episode 252 – What Consultants With Predictable Pipelines Do Differently: https://shownotes.melisaliberman.com/episode-252

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

262. How Independent Consultants Get on their Dream Clients’ Calendars

Thu, 19 Mar 2026 00:00:00 -0600

Ask most consultants who their dream client is.

One of two things happens.

They're stumped. The question surprises them. Some have a general sense of who they work with, but a specific dream client? They've never seriously gone there.

Or they know the answer immediately. And then they follow it with "but that's not realistic."

Both responses come from the same place: the belief that access isn't something you control. So either you don't bother defining the target, or you define it and immediately talk yourself out of it.

That belief is doing more damage to your pipeline than any tactic could fix.

Melisa challenges it directly, and then walks through three real examples of how consultants found workable paths to clients they'd written off as out of reach.

You don't need a perfect path in. You need a workable one. And you probably have more raw material to build that path than you think.

What you'll take away from this episode:

[05:00] Why most consultants never define their dream clients and the belief system that stops them before they start
[10:00] The SDR mindset: how to think about business development as a function you own, not a door you wait to have opened
[15:00] A real example of how a sales team angle created a warm path to a decision-maker at a company that looked completely inaccessible
[20:00] How one consultant found a path in through a neighbor by talking about their goal in concrete terms instead of vague ones
[25:00] How an alumni network opened the door to a dream client that had seemed out of reach for years
[27:00] The Dream Client Challenge: a specific action you can take this week to start building access to the clients you actually want to serve

The point isn't to copy someone else's exact path. The point is to stop assuming there isn't one.

If you've never seriously answered the question "who is my dream client," or you've answered it and immediately dismissed it, this episode is where that changes.

Ready to build a repeatable system for landing the clients you actually want? Learn more about the Lead Gen Sprint at https://www.melisaliberman.com/consultant-lead-generation-sprint

Resources mentioned:

Join the Lead Gen Sprint: https://www.melisaliberman.com/consultant-lead-generation-sprint
Full show notes: https://shownotes.melisaliberman.com/episode-262
Episode 250: How to Plan 2026 Like a Business Owner
Episode 178: How to Qualify Your Consulting Clients: https://shownotes.melisaliberman.com/episode-178
Books, planners, and journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

261. The 6 Ways to Scale Without Hiring Employees as a Solo Consultant

Thu, 12 Mar 2026 00:00:00 -0600

Free Live Training: How to Build a Predictable Demand System as an Independent Consultant

If your pipeline has felt more like a guessing game than a system, this is where that changes.

We're going inside the four tools that make it work in practice: the Owner mindset, the SDR mindset, the revenue plan, and the contact-to-client journey.

Consultants leave this training realizing why their pipeline strategy is off, and knowing exactly what to do about it.

Tuesday, March 17th | 10am PT / 11am MT / 12pm CT / 1pm ET Live with Q&A.

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Many independent consultants believe scaling means building a team, hiring employees, and turning their business into something that looks a lot like the corporate life they left behind.

But that assumption creates a ceiling.

In this episode, Melisa breaks down the six strategic ways solo consultants can scale their businesses without hiring employees.

If your goal is to stay independent, lean, and highly profitable, this conversation reframes what scaling actually looks like. You’ll hear how scaling is less about adding more people and more about shifting how you think, price, position, and structure your business.

Because the truth is, many consultants hit revenue plateaus not because they lack expertise, but because they’re still operating like contractors instead of business owners.

This episode walks you through the mindset shifts, structural decisions, and leverage strategies that allow an independent consultant to grow revenue and impact without increasing complexity or working more hours.

What you will learn in this episode:

[06:10] Why scaling starts with identity, and how thinking like a scaled business owner changes the decisions you make.

[12:40] How to calculate your effective target rate, and why most consultants dramatically undervalue their time.
[20:55] How productizing your expertise creates repeatable results and simplifies both delivery and sales.
[25:30] What a leveraged demand engine looks like and how speaking, teaching, and thought leadership create inbound opportunities.
[30:15] How to diversify revenue streams through referrals, partnerships, and intellectual property.
[35:20] Why buying back your time is a scaling strategy, not a luxury.

Tune into Episode 261 to learn six ways to scale your business without employees as a solo consultant.

Full Show Notes: https://shownotes.melisaliberman.com/episode-261

Mentioned Resources

Companion Resource: Check out Melisa’s Business Brain Journal, https://www.growthatlas.solutions/pages/products-business-brain-journal
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Episode 014 – 6 Tools to Scale Your Consulting Business, https://shownotes.melisaliberman.com/episode-14/#more-1239
2. Episode 223 - Custom GPTs for Consultants: Scale Your Thinking, Not Just Your Tasks, https://shownotes.melisaliberman.com/episode-223/#more-2715

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

260. The 5 Capacity Leaks Slowing the Growth of Your Independent Consulting Business

Thu, 05 Mar 2026 00:00:00 -0700

Free Live Training: How to Build a Predictable Demand System as an Independent Consultant

If your pipeline has felt more like a guessing game than a system, this is where that changes.

Consultants leave this training realizing why their pipeline strategy is off, and knowing exactly what to do about it.

Tuesday, March 17th | 10am PT / 11am MT / 12pm CT / 1pm ET Live with Q&A.

Register here: www.ICworkshop.info

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About This Episode: The 5 Capacity Leaks Slowing the Growth of Your Independent Consulting Business

You're swamped. And the idea of growing your business feels impossible unless you're willing to work more hours. Which you're not. That's not why you left corporate.

Most independent consultants are losing significant time and energy through five specific patterns that feel completely normal. Fix the leaks and the capacity for growth was already there. You just couldn't see where it was going.

In this episode, Melisa walks you through exactly what those five leaks are, what each one looks like in practice, and how to identify which one is doing the most damage in your business right now.

What you will learn in this episode:

[05:00] What a capacity leak is, and why they cap your revenue by draining time, focus, and emotional bandwidth.
[08:40] The business model leak. The structural ceiling created by time-based revenue, underpricing, misaligned work, or unclear offers.
[11:30] The boundary leak. Scope creep disguised as “being responsive,” and how weak expectations dilute your impact.
[14:40] The focus leak. Context switching, inbox-driven days, too many priorities, and no protected growth time.
[17:20] The shadow work leak. False productivity like over-planning, researching, and organizing instead of acting.
[22:10] The emotional leak. The second-guessing, avoidance, and fear of getting it wrong that shrinks what you're willing to go after.
[27:30] How to prioritize what to fix first using a 90-day lens, without trying to overhaul everything at once.

If you’ve been running hard without moving forward, this episode shows you exactly why and what to do about it.

Full Show Notes: https://shownotes.melisaliberman.com/episode-260

Mentioned Resources

Companion Resource: Read Chapter 13 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode: Episode 259: The 5 Ways to Increase Your Consulting Capacity Without Working More, https://shownotes.melisaliberman.com/episode-259/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

259. 5 Ways to Increase Your Consulting Capacity Without Working More

Thu, 26 Feb 2026 00:00:00 -0700

As an independent consultant, you don’t need more hours. You need more capacity. And those aren’t the same thing.

If your calendar is full but your revenue still feels capped, it’s not because you’re missing a productivity hack. It is because you’re treating capacity like it is only about time.

In this episode, Melisa breaks down five levers you can leverage to increase what you can handle, deliver, and earn, without adding more work to your week.

Melisa talks about why delivery can swallow your ability to grow, why “business development problems” are often capacity problems, and why the emotional side of running a consulting business quietly determines how much you can produce.

You will leave with a clear framework to figure out which of the five levers to work on first, based on what is costing you the most right now.

What you will learn in this episode:

[05:00] What capacity really means and why it impacts your revenue ceiling, lifestyle ceiling, and sustainability
[10:00] Delivery capacity. How to systematize repeatable work, stay in your zone of genius, and scope tighter
[15:00] Growth capacity. How to build the business while running the business, without waiting for “free time”
[20:00] Mental and emotional capacity. Why procrastination, perfectionism, and overthinking are capacity drains
[25:00] How to build tolerance for discomfort so fear and uncertainty stop running your calendar
[30:00] Intentional surges. How to use sprints on purpose, with a start date, end date, and recovery
[35:00] How to choose where to start so you do not turn this into a new to do list

Tune in to Episode 259 for a simple way to expand what your business can hold, without sacrificing your flexibility or burning yourself out.

Full Show Notes: https://shownotes.melisaliberman.com/episode-259

Mentioned Resources

Companion Resource: Read Chapter 13 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Episode 253 – How Consulting Demand Really Gets Created (It’s Not How You Think), https://shownotes.melisaliberman.com/episode-253/#more-3314
2. Episode 251 – The Shifts That Will Create a Breakthrough Year in Your Consulting Business, https://shownotes.melisaliberman.com/episode-251/#more-3301

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

258. Self-Retention for Independent Consultants: Build a Business You Want to Stay In

Thu, 19 Feb 2026 00:00:00 -0700

Most consultants don't fail dramatically.

They burn out slowly, lose faith in what they've built, and one day find themselves dusting off their resume to go back to corporate.

In this episode, Melisa introduces the concept of self-retention: treating yourself with the same intentionality a great company would extend to its top performer.

In your business, you're also the manager, the CHRO, and the one responsible for making sure that top talent doesn't walk out the door.

High performers, like you, stay when the conditions are worth staying for. You get to build those conditions.

You'll learn the five retention drivers that keep high performers loyal in corporate environments and exactly how to translate each one into your consulting business so you can build something you actually want to stay in.

Stay for the exercise at the end.

The episode closes with a practical three-pass exercise to help you build your own self-retention plan by stepping into three distinct roles (owner, CRO, and delivery consultant) so you can see your business clearly from every angle.

What you will learn in this episode:

[05:00] What “self-retention” means and why consultants often leave because conditions become unsustainable
[10:00] Retention Strategy 1. Compensation and security, and how to stop treating revenue like a mystery
[15:00] Retention Strategy 2. A growth path and plan so you are not “failing” at skills you never trained for
[20:00] Retention Strategy 3. Meaningful work, including the client red flags that create a retention risk
[25:00] Retention Strategy 4. Recognition, and why your client is the wrong person to rely on for it
[30:00] Retention Strategy 5. Sustainable expectations, so your business stops requiring you to be “on” all the time
[35:00] How to build your self-retention plan with a 3-pass exercise you can repeat over time

Tune into Episode 258 to learn how to build a consulting business that aligns with your goals, leverages your expertise, and sets you up for long-term success.

Mentioned Resources

Companion Resource: Read Melisa’s Book Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Full Show Notes: https://shownotes.melisaliberman.com/episode-258
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Episode 176 - Set a Compound Goal for Sustainable Consulting Business Growth, https://shownotes.melisaliberman.com/episode-176/#more-2463
2. ️Episode 088 – The Burnout Formula for Independent Consultants, https://shownotes.melisaliberman.com/episode-88/#more-1326

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

257. The Consultant Trap: “I Should Know Better”

Thu, 12 Feb 2026 00:00:00 -0700

You help clients solve the exact problems you're avoiding in your own business, and a single phrase is keeping you stuck.

"I should know better."

You've probably said it about your pipeline, your pricing, your business development habits, or that operational issue you keep putting off.

It sounds like self-awareness.

Maybe even humility.

But Melisa Liberman makes the case that this thought is quietly costing you clients, revenue, and confidence.

In this episode, Melisa breaks down why independent consultants are uniquely prone to this trap. You're literally paid to solve problems, so struggling with your own feels like a personal failing. She explains how "I should know better" masquerades as accountability while actually keeping you in a cycle of self-criticism, avoidance, and inaction.

You'll learn why the consultants who build the strongest businesses aren't the ones who never struggle. They're the ones who stop beating themselves up and start leading themselves the way they'd lead a client engagement.

Melisa shares a two-step framework to move from self-judgment to executive-level decision-making in your own business.

What you'll learn in this episode:

[03:10] Why "I should know better" feels productive but keeps you stuck
[04:30] When this thought pattern actually serves you, and when it turns toxic
[08:00] The real cost: how unchecked self-criticism delays revenue-generating action
[13:12] A two-step framework to shift from self-judgment to decisive ownership

This episode is for you if:

You're solving problems for clients that mirror unresolved issues in your own business
You catch yourself downplaying your struggles because "you should have this figured out by now"
You know what to do, but can't seem to do it for yourself
You want to lead your consulting business with the same clarity you bring to client work

Full Show Notes: https://shownotes.melisaliberman.com/episode-257

Mentioned Resources

Companion Resource: Take the Consultant Mindset Audit, www.icmindset.com
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Episode 167 - Being Wrong About Not Needing To Work On Your Mindset, https://shownotes.melisaliberman.com/episode-167/#more-2414
2. Episode 188 - Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-188/#more-2518

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

256. How to Shorten Your Consulting Sales Cycle: 4 Strategies to Close Deals Faster

Thu, 05 Feb 2026 00:00:00 -0700

Tired of watching deals drag on for months while your pipeline stalls and your confidence tanks?

Here's the truth most consultants miss: you're the one slowing down your own sales cycle.

In this episode, Melisa reveals the four strategies that help consultants close deals faster without discounting, settling, or feeling "salesy."

You'll discover why corporate buyers aren't actually the problem (even though it feels that way), and how the delays, stalls, and endless "I’ll get back to you” responses are often triggered by how you're showing up in the sales process.

This episode dismantles the myth that corporate buyers are always slow and instead puts the focus back on you as the expert, guiding, recommending, and leading your prospects toward clarity and action.

Episode Timestamps:

[06:01] Why long sales cycles are usually consultant-created and what to do about it
[08:23] The Expert Mindset and how certainty speeds up decisions
[18:02] The Foot-in-the-Door Offer strategy to generate revenue faster
[25:08] How co-creating proposals with your buyer reduces delays and revisions
[31:17] The Account Plan and how to stop winging your sales efforts
[38:46] 6 questions to self-diagnose where your sales process needs work

What you'll learn:

The hidden consultant behaviors that extend your consulting sales cycle by weeks or even months
How to accelerate B2B sales without being pushy or compromising your value
Practical strategies to reduce proposal rework and rescoping delays
How to lead the buying process with confidence and clarity
Why adopting an expert mindset shortens decision timelines
How to diagnose and fix weak points in your sales process

Topics covered: sales cycle management, consulting business development, B2B sales strategies, client acquisition for consultants, shortening sales timelines, proposal management, consulting sales process, expert positioning

Stop losing deals to delay. Listen to Episode 256 now and take back control of your sales timeline before another month slips by.

Mentioned Resources

Companion Resource: Read Chapter 10 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Full Show Notes: https://shownotes.melisaliberman.com/episode-256
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode: Episode 159 - Shorten the Consulting Sales Cycle by Offering a Diagnostic, https://shownotes.melisaliberman.com/episode-159/#more-2340

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

255. The Real-Life Growth Path: How a Consulting Business Grew from $258K to $514K

Thu, 29 Jan 2026 06:00:00 -0700

You don’t need luck to double your consulting business. It’s possible for you, and even to double your revenue without working more.

In this episode, I share the behind-the-scenes of how one consultant went from plateauing at $258K to generating $514K, without working more hours.

This isn’t a theory or case study. It’s a real-life client example.

You’ll hear the five business shifts that made this growth possible and how each one can apply to your business right now, regardless of whether you're at $150K or already at a million.

The key theme?

Growth didn’t come from overworking. It came from commitment, capacity, discipline, and a willingness to challenge how he saw himself as a business owner.

If you’ve been hovering at the same revenue for months or years, this episode gives you a path to break through your plateau.

What you will learn in this episode:

[06:40] The mindset shift that unlocks consistent revenue growth (and why many consultants unknowingly stall out right before the breakthrough)
[08:55] How to value your capacity and stop undervaluing your time, even if you don’t bill hourly
[12:15] The internal identity shift from executor to advisor and how it changes everything about your business model
[17:50] Why quarterly targets helped normalize higher revenue (and how to stop operating from a corporate salary mindset)
[21:30] How to refine your demand engine without piling on more tactics so you’re not relying on hope or luck to fill your pipeline

Tune into Episode 255 to see what doubling the revenue of your independent consulting business can actually look like and how these same principles can apply at any revenue level.

Mentioned Resources

Companion Resource: Download the Double Your Consulting Business Workbook, https://www.melisaliberman.com/double
Full Show Notes: https://shownotes.melisaliberman.com/episode-255
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Join the Lead Gen Sprint Waitlist - www.ConsultantSprint.com
2. Episode 060 – The 3 Sales Mindset Shifts for Independent Consultants, https://shownotes.melisaliberman.com/?s=60
3. ️Episode 061 – What’s Standing In the Way of You Making More Money With Less Worry In Your Consulting Business, https://shownotes.melisaliberman.com/episode-61/#more-1297
4. Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/#more-2584

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

254. How Much Is Enough Business Development for Consultants

Thu, 22 Jan 2026 00:00:00 -0700

How much business development is enough for your consulting business?

This question is one of the most common and most costly open loops in an independent consultant's mind.

Not having a clear answer leads to an open loop of second-guessing, self-criticism, and regret.

When you don’t know the answer to how much is enough business development to support your revenue goals, it drains your mental energy, erodes your confidence, and ultimately stalls your results.

In this episode, Melisa breaks down the five-part framework for determining how much business development is enough based on your business goals, not your feelings.

You’ll hear how to stop relying on vague effort metrics such as time spent “networking,” and instead anchor your business development activities to tangible, measurable inputs that move your revenue forward.

You’ll learn how to implement a minimum operating standard that keeps your pipeline warm even when delivery ramps up.

And you’ll discover how to make your business development time more impactful, so you reduce can reduce how much your business requires without sacrificing results.

If you’ve ever questioned if you should be doing more, or if you can’t answer “how much business development is enough to fuel my business goals, this episode is a must-listen.

What you will learn in this episode:

[04:26] The hidden cost of not defining “enough,” and how it quietly sabotages your energy, confidence, and capacity.

[08:45] Why effort-based thinking doesn’t work and the mindset shift that anchors you in results-based business development.

[11:12] How to tie your business development plan directly to your revenue plan so you're not relying on hope or hustle.

[16:48] What a minimum operating standard looks like and how to apply it in your own business.

[20:30] Why evaluating and adjusting your plan matters more than “doing more” and how to do it without judgment.

[24:18] How to reduce your business development effort by improving the quality of your activities, not increasing your hours.

Tune into Episode 254 to learn how to define what is “enough” so you can make your business development process more predictable.

Mentioned Resources

Companion Resource: Download the Consulting Business Dashboard One-Pager, https://www.melisaliberman.com/consulting-business-dashboard
Full Show Notes: https://shownotes.melisaliberman.com/episode-254
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Join the 2026 Lead Gen Sprint Waitlist, http://www.consultantsprint.com/
2. Episode 216 - Identifying Leaks in Your Consulting Business Development Process, https://shownotes.melisaliberman.com/episode-216/#more-2681

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

253. How Consulting Demand Really Gets Created (It’s Not How You Think)

Thu, 15 Jan 2026 00:00:00 -0700

Most independent consultants still believe that demand is something that just happens - a tap on the shoulder from a former colleague, a random recruiter message, or an invitation from a past client.

That’s opportunistic demand, and while it can create revenue, it won’t create real predictability or growth.

In this episode, Melisa breaks down how demand is actually created and why most consultants are unintentionally sabotaging it.

She introduces the concept of the Owner-Led Demand Engine, a systematic, strategic process for engineering consulting demand on purpose, even when you're fully booked. If you feel like consulting work either shows up or it doesn’t, this episode will rewire the way you think about business development.

Join in as Melisa shares the top five misconceptions about how demand is generated and gives you the practical, structured alternative, including how to build a pipeline based on excess demand, not just “enough.”

This is the shift that unlocked Melisa’s growth, and it’s one most consultants are missing.

What you will learn in this episode:

[06:45] The difference between opportunistic and owner-led demand, and how waiting for leads is keeping you in reactive mode
[10:14] 5 common misconceptions about demand generation that sabotage your growth, including why staying “busy” is not the same as generating demand
[14:42] The 4 components of an Owner-Led Demand Engine, and how to start implementing them even if you’re fully utilized
[23:58] A real-life example of a consultant who shifted from reactive to proactive demand and hit $50K months by doing less (but more focused) business development

Tune into Episode 253 to learn how to stop waiting for leads and start creating intentional demand in your consulting business.

Mentioned Resources

Companion Resource: Download the Fill Your Pipeline with Ideal Consulting Clients in 26 Minutes per Day, https://www.melisaliberman.com/ram
Full Show Notes: https://shownotes.melisaliberman.com/episode-253
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/
2. Episode 190 - How to Create Excess Demand for Your Consulting Business, https://shownotes.melisaliberman.com/episode-190/#more-2526
3. Episode 252 – What Consultants With Predictable Pipelines Do Differently, https://shownotes.melisaliberman.com/episode-252/#more-3306

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

252. What Consultants With Predictable Pipelines Do Differently

Thu, 08 Jan 2026 00:00:00 -0700

If your pipeline feels like a roller coaster — overflowing one quarter and dry the next — this episode is for you.

Most independent consultants chalk pipeline unpredictability up to market conditions, luck, or not being good at sales.

But that’s not the real problem. The difference between consultants with predictable pipelines and those without? They think and operate differently.

In this episode, Melisa breaks down the Four Pillars of Pipeline Predictability so you can identify the hidden gaps in your business and start closing them.

She also shares the most common mistakes that create feast-or-famine cycles, and how to replace them with simple, repeatable systems.

If you're tired of second-guessing, over-engineering, or spinning in perfectionism, this episode will show you how to take control, even if sales doesn’t feel like your strong suit.

What you will learn in this episode:

[03:24] What a predictable pipeline actually is and how to know if you’re building one or just hoping for the best
[06:42] The 4 pillars of a predictable pipeline and how to assess where you’re strong vs. exposed
[10:50] How your strategy shapes your results and how to stop throwing spaghetti at the wall
[15:17] The mindset difference between consultants who stay in action and those who spiral in setbacks
[24:15] Three tangible steps to put this into practice

Tune in to Episode 252 for a straightforward framework you can use to stabilize and scale your consulting pipeline, without adding more chaos to your calendar.

Mentioned Resources

Companion Resource: Read Chapter 9 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality: https://www.amazon.com/dp/B0CSXJBGVB
Full Show Notes: https://shownotes.melisaliberman.com/episode-252
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/
2. Episode 244 - The Real Reason Your Consulting Pipeline Isn’t Predictable, https://shownotes.melisaliberman.com/episode-244/#more-2813

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

251. The Shifts That Will Create a Breakthrough Year in Your Consulting Business

Thu, 01 Jan 2026 00:00:00 -0700

The Shifts That Will Create a Breakthrough Year in Your Consulting Business

A breakthrough year doesn’t come from working harder, getting luckier, or finding the perfect strategy. It comes from changing how you think and operate as a business owner.

In this episode, Melisa walks you through why most consultants never experience a true breakthrough year. Not because they’re incapable, but because they keep running their business from the same mental operating system that created their current results.

If you’ve hit a plateau or you keep setting bigger goals without seeing meaningful change, this episode will challenge how you think about value, demand, time, revenue, and money itself.

Join in as Melisa breaks down the five specific mindset shifts that create real momentum.

This isn’t motivational fluff. These are practical shifts that change how you make decisions, how you price, how you sell, and how you protect your capacity.

A breakthrough year is available to you. But it requires you to stop thinking like a do-er and start thinking like the business owner you already are.

What you will learn in this episode:

[03:45] Why breakthroughs rarely happen and what actually creates them
[07:10] The role emotional capacity plays in achieving bigger goals
[12:30] Shift #1. Moving from effort-based value to outcome ownership
[15:10] Shift #2. Creating demand instead of waiting for it
[18:45] Shift #3. Reframing revenue from income replacement to a revenue engine
[22:30] Shift #4. Protecting capacity instead of filling the calendar
[26:15] Shift #5. Using money as a strategic tool, not a personal expense
[30:10] The three steps to put this episode into action immediately

Tune in to Episode 251 to understand the mindset shifts required to create a breakthrough year that supports both higher revenue and a better life.

Mentioned Resources

Companion Resources: Download the Independent Consultant's 12-Month Plan Template www.icyearlyplan.com & Melisa’s Business Brain Journal https://www.growthatlas.solutions/
Full Show Notes: https://shownotes.melisaliberman.com/episode-251
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Mentioned in this Episode:
1. Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/
2. Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/#more-2584

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

250. How to Plan 2026 Like a Business Owner (Not as a Consultant)

Thu, 25 Dec 2025 00:00:00 -0700

There’s a planning trap consultants fall into every year, and it has nothing to do with effort, motivation, or follow-through.

You put hours into planning. You set goals, map out your year, and feel clear when you close your notebook.

Yet despite your best efforts, months later your business looks the same. Revenue hasn’t grown the way you expected, you struggle to create pipeline control, and the plan feels like it never really mattered.

In Episode 250, Melisa explains why this happens. She breaks down the planning trap that turns well-intentioned plans into little more than busywork.

She walks through the four most common planning mistakes consultants make—not as personal failures, but as predictable outcomes of thinking like the doer instead of the business owner responsible for driving work into the business.

This episode isn’t about working harder or creating better task lists. It’s about understanding why your planning hasn’t changed results and how to build a plan that actually drives your business forward, to hit (and even exceed) your goals this year.

If you’ve ever:

Put serious time into planning but seen little change in your business
Set goals that didn’t move the needle on revenue, pipeline, or workload
Finished the year wondering why things felt busy but not meaningfully different

This episode will reset how you approach planning and what a plan should actually do.

In this episode, you’ll learn:

[03:12] The four planning mistakes that make plans ineffective
[08:44] Why underperformance and feast-or-famine cycles are usually planning problems, not execution problems
[18:55] A five-step framework for planning like a business owner, including building revenue and lead strategies that actually work
[28:42] How to implement, evaluate, and adjust your plan so it continues to drive results

Episode 250 is a milestone and a reset. If you want planning time to create recognizable changes in your business, this episode shows you how to make it happen.

Mentioned Resources

Companion Resource: Download the Independent Consultant's 12-Month Plan Template, www.icyearlyplan.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-250
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: Episode 176 - Set a Compound Goal for Sustainable Consulting Business Growth, https://shownotes.melisaliberman.com/episode-176/#more-2463

Mentioned in this Episode: Join the 2026 Lead Gen Sprint http://www.consultantsprint.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

249. How to Think About Business Investments for Next Year as an Independent Consultant

Thu, 18 Dec 2025 00:00:00 -0700

As an independent consultant, you’re your own investor of time, money, and attention. But are you investing at the level of your goals, or are you treating your business like a paycheck?

In this episode, Melisa unpacks how to approach business investments for the coming year with a CEO mindset, not an employee mindset. She breaks down the five-step strategy to build a clear, aligned investment plan and highlights the most common (and costly) mistakes consultants make when it comes to investing in their business.

You’ll hear Melisa share personal stories (including a rookie mistake with her new product launch) and walk you through how to evaluate the real ROI of an investment, beyond just dollars in or out.

If you’re deciding where to invest in 2026 or wondering if you even should, this episode will give you the tools to make those decisions like a business owner, not just a billable resource.

What you will learn in this episode:

[05:34] The difference between investments and expenses and how to reframe how you think about each
[09:15] Why not investing is the #1 mistake that stalls your consulting business
[12:26] The “employee mindset” traps that keep you stuck recreating a corporate paycheck
[17:00] A 5-step strategy for building your investment plan for the year ahead
[24:30] How to evaluate investments based on ROI, not fear and make decisions more quickly
[27:52] Why making investment decisions isn't about affordability, it's about commitment and resourcefulness

Tune in to Episode 249 for practical tools and mindset shifts that will help you make smart, strategic investments and unlock your next level as an independent consulting business owner.

Mentioned Resources

Companion Resource: Quarterly Business Planner
Full Show Notes: https://shownotes.melisaliberman.com/episode-249
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: ️Episode 155 - Choosing the Best Strategy for Your Stage of Business Growth, https://shownotes.melisaliberman.com/episode-155/#more-2153
Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

248. The Anti-Pitch: How to Sell Consulting Without Selling

Thu, 11 Dec 2025 00:00:00 -0700

If your consulting prospects aren’t turning into paid work, it’s not because your pitch needs work.

Pitching, or thinking you need to pitch, is the real problem.

This episode breaks down the “Anti-Pitch” consulting sales approach, a simple conversation structure that helps you convert high-value consulting engagements without selling, convincing, or performing.

No pitch decks. No sales presentations. Just a process that positions you as the advisor clients want to engage.

If your discovery calls feel like job interviews or you catch yourself trying to prove your value, this episode shows you how to shift into a process that helps clients understand the real problem, the impact, and the best path forward. When you run a conversation this way, clients experience your value, and don’t need it to be explained.

What you will learn in this episode:
[04:50] Why refining your pitch often works against you
[10:40] The common helpful move that unintentionally breaks trust
[18:10] The four part Anti-Pitch framework
[25:45] How to co create a solution with the client
[30:00] How to guide decisions without pushing or chasing
[35:00] How this approach shortens your sales cycle and improves your win rate

Listen to Episode 248 to start leading consulting conversations that convert while strengthening your confidence, clarity, and positioning.

Mentioned Resources

Companion Resource: www.icpricing.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-248
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: ️Episode 149 - Pitching Your Consulting Services, https://shownotes.melisaliberman.com/episode-149-pitching-your-consulting-services/#more-1901
Mentioned in this Episode:Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

247. The Secret to an Overflowing Consulting Pipeline with Kim Andrews

Thu, 04 Dec 2025 00:00:00 -0700

If you think your consulting pipeline only grows with more time, more effort, or a perfectly refined niche, this episode will show you a different path.

Kim Andrews, a leadership consultant and executive coach for nonprofit CEOs, joins Melisa to share exactly how she built a thriving, in-demand consulting business.

She breaks down the simple systems she uses to generate steady, high-quality leads while running a busy life as a parent and business owner.

You’ll hear how Kim went from accidental consultant to trusted expert in her niche, and how she created consistent demand through targeted outreach, relationship-building, speaking opportunities, and her new podcast.

She also walks through the mindset shifts that made all of this feel doable, sustainable, and repeatable.

This conversation gives you a front-row seat to what a healthy consulting pipeline actually looks like and how to build one without overcomplicating the process.

What you will learn in this episode:
[12:45] How to get traction in a niche without overanalyzing or getting stuck in indecision
[15:14] The lead generation strategy that opened the door to dozens of conversations with ideal clients
[18:45] Why specificity in your outreach increases referrals and decision-maker conversations
[21:04] How Kim uses speaking engagements and webinars to build visibility with aligned partners
[30:00] The real way to manage lead generation with limited time (especially as a parent and business owner)
[35:10] How Kim’s podcast supports business development and what’s made it a sustainable tool
[40:22] The mindset shift that turned lead gen into a repeatable habit

Tune in to Episode 247 for practical, real-world strategies that help you create predictable demand in your consulting business without guesswork or unnecessary complexity.

Mentioned Resources

Companion Resource: https://assessments.melisaliberman.com/lead-gen
Full Show Notes: https://shownotes.melisaliberman.com/episode-247
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: ️Episode 211 - How to Use a Podcast to Land Consulting Clients, https://shownotes.melisaliberman.com/episode-211/#more-2659
Mentioned in this Episode:
1. Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/
2. Connect with Kim:
  1. Kim Andrews | LinkedIn
  2. Kim Andrews Coaching
3. Listen to Kim’s Podcast: Lead Through It with Kim and Jada - Podcast

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

246. The 10 Surprising Relationships That Grow Your Consulting Business

Thu, 27 Nov 2025 00:00:00 -0700

Independent consulting is a relationship business, but most consultants only focus on a few obvious ones. That leaves untapped opportunity on the table.

In this episode, you’ll learn the ten relationship types that directly influence your pipeline, your revenue, and your long-term growth.

Some are familiar, like client and channel relationships. Others are the hidden drivers most consultants never think about, such as your relationship with your time, your goals, your expertise, and even your business model.

This isn’t about being more social or more outgoing. It is about strengthening the specific relationships that create leverage, predictability, and growth.

You’ll learn how to assess where each relationship stands today, identify which ones are holding your business back, and prioritize the few that will create the greatest impact in the next ninety days.

If you want a more profitable, sustainable, and aligned consulting business, this episode will show you exactly where to focus next.

What you will learn in this episode:
[06:30] The four external relationships that drive demand, pricing power, and delivery leverage.
[13:50] The three strategic clarity relationships you must build with your goals, your future self, and your ideal client persona.
[29:45] How internal relationships like time, money, and your own expertise either accelerate or stall your growth.
[42:00] A simple prioritization method to identify which relationships need your attention now, and how to start small.

Tune in to Episode 246 for tools you can implement immediately to deepen the right relationships and unlock new growth as an independent consultant.

Mentioned Resources

Independent Consultant’s Business Health Assessment: www.icassessment.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-246/
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: ️Episode 123 – A Simple Strategy to Revive The Relationships You’ve Neglected In Your Network, https://shownotes.melisaliberman.com/episode-123/
Mentioned in this Episode:
1. Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/
2. The Best CRM for Consultants,

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

245. Sustainable Lead Generation That Works for Consultants

Thu, 20 Nov 2025 00:00:00 -0700

Is it possible for lead generation to be sustainable for independent consultants who are wearing so many hats in their businesses?

What does a sustainable lead generation process look like?

In this episode, Melisa breaks down why so many consultants fall into the start/stop lead generation cycle and end up creating feast or famine in their businesses. It’s because their lead generation strategy, routines, and mindset are not sustainable.

You’ll learn why outsourcing or automating your lead gen isn't a silver bullet, and what you need before you consider those options.

Plus, Melisa walks through five key components of a lead gen system that doesn’t burn you out or leave you guessing whether you’re doing enough.

What you will learn in this episode:

[07:45] Why lead generation often feels unsustainable, and why it’s not a time issue
[14:22] The #1 question keeping consultants stuck in feast-or-famine and how to answer it
[17:30] The 3 essential “modes” of lead generation (and how to shift between them)
[25:14] How to make lead generation easier through inbound systems
[28:00] Why managing your mind is the most overlooked part of consistent lead gen

If your lead gen strategy feels inconsistent, unclear, or completely nonexistent, this episode will show you how to simplify it, sustain it, and make it work with the rest of your business.

Mentioned Resources

1) Companion Resource: The Consultant's Lead Gen Effectiveness Scorecard

2) Full Show Notes: https://shownotes.melisaliberman.com/episode-245/

3) Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman

4) Related Podcast Episode:

5) Mentioned in this Episode: Join the waitlist for the 2026 Lead Gen Sprint

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

244. The Real Reason Your Consulting Pipeline Isn’t Predictable

Thu, 13 Nov 2025 00:00:00 -0700

If you’ve ever felt like your pipeline is out of your control, this episode is for you.

It’s common for independent consultants to think an unpredictable pipeline is just “how this works.” But that belief keeps them stuck in feast or famine, working with clients who underpay, don’t fully value their expertise, and leave their skills underused.

In Episode 244, Melisa reveals what’s really going on beneath a stop-and-start pipeline and how to create consistency that lasts, no matter the market or your bandwidth.

This episode breaks down the three root causes of pipeline unpredictability (none of which are the market, your niche, or your availability) and walks you through the Predictability Formula Melisa teaches inside her Lead Gen Sprint.

She also challenges a common consulting mindset: waiting to work on pipeline until you need leads. That cycle is not sustainable. You’ll walk away from this episode with a clear framework to break it.

What you will learn in this episode:

[06:58] Why most consultants misdiagnose pipeline issues, and how those false narratives keep you from creating sustainable lead flow.
[10:12] The three true root causes of unpredictability (hint: it’s not external, it’s operational).
[15:22] The Predictability Formula: mindset, system, and measurement, and how to apply it in your business.
[24:55] A quick self-check to audit how predictable your pipeline really is and how to fix the gaps.

Tune in to Episode 244 for practical ways to build a reliable, repeatable lead generation process that runs like a system, not a hope-and-pray cycle.

Mentioned Resources

1) Companion Resource: The Consultant's Lead Gen Effectiveness Scorecard

2) Full Show Notes: https://shownotes.melisaliberman.com/episode-244/

3) Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman

5) Mentioned in this Episode:

1) Join the waitlist for the 2026 Lead Gen Sprint

2) OnePageCRM

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

243. When You Are the Bottleneck: Overcoming Resistance in Your Consulting Business

Thu, 06 Nov 2025 00:00:00 -0700

Most independent consultants think their business bottlenecks come from systems, tools, or strategy.

But the real bottleneck is often you, and specifically, how you respond to resistance.

In this episode, you’ll learn why resistance shows up, how it slows your growth, and a simple plan to move through it so you can scale faster and with less friction.

Whether it’s overthinking a new offer, delaying a move into advisory work, or hesitating to raise your pricing, that internal friction isn’t a fixed limitation or missing trait. It’s a signal that you’re ready to move beyond your current comfort zone.

Melisa shares a practical framework for noticing, normalizing, and navigating resistance so it doesn’t sabotage your results.

If you want to stop getting in your own way and start taking clean, strategic action, this episode gives you the tools to do it.

What you will learn in this episode:

[03:12] Why you, not your systems, are likely the bottleneck in your consulting business
[07:40] How resistance shows up and what it looks like day to day
[15:26] The two root causes of resistance and how to identify them in your thinking
[20:41] Five methods to work with resistance, not against it
[32:15] How to implement a resistance plan so you can stop circling and start progressing

Tune in to Episode 243 for tangible coaching tools to help you shift from bottleneck to business accelerator.

Mentioned Resources

1) Companion Resource: The Consultant Mindset Audit

2) Full Show Notes: https://shownotes.melisaliberman.com/episode-243/

3) Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman

4) Related Podcast Episodes: Episode 237 - Make the Most of Your Business Owner Thinking Time

5) Mentioned in this Episode: Podcast - Huberman Lab

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

242. Forming a Partnership with Another Independent Consultant with Abbie DuBois and Scott Allen

Thu, 30 Oct 2025 00:00:00 -0600

Forming a partnership as an independent consultant can feel difficult and even risky. You’re used to autonomy. You’ve created your own unique way of running your business. And, you also feel lonely at times.

Bringing someone else into your process? That can feel like a threat to your freedom, your income, or your control.

But what if the right partnership expanded your possibilities instead of limiting them?

In this episode, I sit down with two of my past coaching clients, Abbie DuBois and Scott Allen, who have built a mutually beneficial joint offering.

They share how they met through this podcast (I am so honored to be part of their story) and how they organically grew from one conversation to a fully functional collaboration, without sacrificing their individual practices.

We unpack how they brainstormed, pressure-tested their idea, went to market, and ultimately signed joint clients.

You’ll hear how they use divide-and-conquer tactics for business development, how they structure contracts and compensation, and how they manage capacity between solo work and joint projects.

They don’t hold anything back.

If you’ve ever considered working with another consultant or dismissed the idea entirely, this episode will challenge your assumptions.

What you will learn in this episode:

[05:12] How an organic connection led to a formal partnership and why they never forced the outcome
[08:44] Why complementary skills are the key to building a synergistic joint offer
[13:22] How they used surveys and iterative testing to identify a viable niche (value-based care)
[17:40] Their client acquisition approach and why they focused on building reps together first
[23:55] How they structure contracts, fees, and incentives in a way that preserves autonomy and ownership
[30:41] What’s next: retainer models, advisory boards, and leveraging AI for scalability

Tune in to Episode 242 to hear the behind-the-scenes of a successful partnership model that preserves independence and accelerates growth.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-242/

2) Find Abbie DuBois: https://www.linkedin.com/in/abbie-dubois

3) Find Scott Allen: https://www.linkedin.com/in/scott-allen-b06b6b5/

4) Melisa’s Free Resources, Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

241. Stop Decision Debt: Why “Let Me Think About It” Costs You

Thu, 23 Oct 2025 00:00:00 -0600

"Let me think about it."

It sounds harmless. Strategic, even.

But for independent consultants, that phrase can quietly erode revenue, momentum, and confidence.

In this episode, Melisa breaks down the hidden toll of decision debt, which is the backlog of unmade choices cluttering your mental inbox. From pricing delays to lingering red-flag clients, these non-decisions drain your bandwidth and reinforce the status quo.

Melisa walks you through the mindset traps keeping you in limbo, and shares a simple but powerful framework to clear the backlog and prevent future debt from accumulating.

You’ll learn how to stop letting “I’ll decide later” run your business.

What you will learn in this episode:

[04:48] What decision debt actually is and why it quietly undermines your business.
[08:45] The four root causes that keep consultants stuck in indecision.
[15:20] The real cost of “I’ll think about it”, including missed revenue and lost confidence.
[22:04] Two examples of decision debt that are likely hiding in your business right now.
[26:13] A simple, repeatable tool to eliminate decision debt and build decisive momentum.

Tune in to Episode 241 for a straightforward system to start making faster, cleaner decisions and stop the drag on your energy and results.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-241/

2) Melisa’s Free Resources, Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

240. The Path to 100k+ Quarters as a Consultant with Elizabeth Freedman

Thu, 16 Oct 2025 00:00:00 -0600

What does it really take to hit a $100K quarter as an independent consultant in your first quarter out of corporate?

In this episode, Melisa talks with her client Elizabeth Freedman, founder of E•Suite Leader, who went from zero to $100K in the first three months of her business.

Elizabeth shares the inside story of not just what she did, but how she thought. From taming the temptation to do too much, to building a pipeline with targeted outreach (not a LinkedIn posting spree), to navigating pricing drama and client delivery overload, this is the kind of honest, detailed breakdown every consultant needs to hear.

If you’ve ever overcomplicated your lead generation strategies, second-guessed your pricing, or tried to grow your consulting business by writing another blog post instead of making a sales call, this episode is your wake-up call.

What you will learn in this episode:

[05:14] Why simplicity is non-negotiable when launching your consulting business and how Elizabeth fought the urge to do too much too fast
[09:58] How to fill your pipeline without becoming a social media content machine

[15:40] Why B- work beats perfection, especially when it comes to business development
[20:18] The real secret to consistent high-revenue quarters (hint: it starts in your own head)
[25:44] How to stay out of the “consultant friend zone” and ask for the order
[35:10] Why Q4 is the best quarter of the year, and how to sell into it instead of slowing down

Tune in to Episode 240 for a real-life look at how to structure your consulting business for revenue, results, and long-term impact.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-240/

2) Find Elizabeth Freedman:

Website: https://esuiteleader.com/
October Executive Intensive Details: https://esuiteleader.com/impact-intro

3) Melisa’s Free Resources, Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

239. Turning Expertise into a Book: How (and Why) Consultant LeAnne Lagasse Finally Did It

Thu, 09 Oct 2025 00:00:00 -0600

If you've ever said, “One day I’ll write a book,” this episode is your call to stop waiting and start writing.

LeAnne Lagasse joins Melisa to walk through the real process of writing and launching a book as a consultant, including the parts no one talks about.

LeAnne doesn’t sugarcoat the process. From decision fatigue to imposter syndrome to learning how to repurpose your workshop content into a compelling written format, she shares what it takes to go from idea to finished product.

More importantly, Melisa and LeAnne dig into why a book isn’t a vanity project, it’s a strategic business asset when you give it a clear “job” to do.

If you’ve got a book idea on your "someday" list or want to see how a consultant uses authorship to elevate demand, thought leadership, and pricing, this conversation is a must-listen.

And, as a bonus LeAnne shares tips on how to hire an Executive Assistant and wh she engaged to help her with the book writing process and launch.

What you will learn in this episode:

[03:41] Why LeAnne finally decided to write her book after years of putting it off
[10:25] The mindset shift that helped her overcome imposter syndrome and commit to authorship
[16:30] How she used AI like ChatGPT to test reader reactions, tighten stories, and simulate feedback
[21:55] The job she gave her book and how she aligned the publishing path to fit that goal
[26:10] What made the process harder than she expected and how she managed the emotional challenges
[36:40] Advice for consultants considering writing a book and the investment she believes made it possible
[42:33] How LeAnne consistently attracts more demand than she can handle and her systems for staying top-of-mind
[47:30] Why she hired a full-time employee (and how she finds someone who can write in her voice)

Tune in to Episode 239 for an honest look at what it takes to write a book that not only adds credibility, but becomes a core asset in your consulting business growth strategy.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-239/

2) Find LeAnne Lagasse:

LinkedIn - https://www.linkedin.com/in/leannelagasse/
Website - https://www.leannelagasse.com/
Book -
- The Congruent Leader: Build Trust, Lead with Self-Awareness, and Close the Gap Between How You See Yourself and How Others Experience You - https://www.thecongruentleaderbook.com/
- LeAnne’s Amazon Book Team
  1. Becky (Graphic Designer): https://beckysgraphicdesign.com/
  2. Deb (Editor): https://www.radiantmedialabs.com/
  3. Vanessa (Copyeditor): https://www.vanessamayco.com/

3) Melisa’s Free Resources, Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

238. The 3-Step Formula to Land Consulting Clients in Q4

Thu, 02 Oct 2025 00:00:00 -0600

Even though the year is wrapping up and vacations take over, landing consulting clients in Q4 doesn’t have to be hard.

Q4 isn’t a write-off.

When Q4 rolls around, many consultants either start to panic that they won’t hit their revenue goals or they ease off the gas because they’ve already met them. These approaches can cost you momentum and opportunity.

In this episode, Melisa Liberman walks you through a simple three-part framework to help you finish the year strong:

Choosing what to sell that fits the season,
Creating a clear plan to deliver it, and
Fueling your work with an aligned mindset.

You’ll hear why clients are still buying in Q4, what types of offers are easiest to land this time of year, and how to use the last few months as a launchpad into next year.

Don’t let the calendar dictate your results. There is still time to set and achieve goals in your independent consulting business.

What you will learn in this episode:

[02:52] What Q4 might look for you right now

[06:50] How to make the most of Q4
[11:25] Developing a plan to optimize your Q4 results
[21:19] Benefits of taking this approach
[24:00] 3 steps to put this into action

Tune in to Episode 238 to learn how to win consulting clients in Q4 while setting yourself up for a stronger start to 2026.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-238/

2) Melisa’s Free Resources, Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

237. Make the Most of Your Business Owner Thinking Time

Thu, 25 Sep 2025 00:00:00 -0600

Thinking Like a Business Owner Isn’t Just a Mindset. It’s a Skill.

Most independent consultants know they should think like a business owner, but what does that actually look like day to day?

In this episode, Melisa introduces a simple yet powerful strategy: Business Owner Thinking Time.

You’ll learn how to move beyond reacting to tasks or relying on AI to think for you, and instead carve out time to think strategically and guide your business like a CEO.

Melisa shares five practical ways to structure your thinking time so it generates ROI in the form of clearer strategy, smarter decisions, innovative ideas, and stronger leadership.

You’ll also get two actionable ways to start applying this immediately, including a free 21-day challenge to help you build the habit.

When your to-do list drives the day, your business stalls. Learn how to flip that.

What you will learn in this episode:

[04:50] Why thinking time is your most underutilized tool and what it reveals about your business
[10:12] 4 ways to maximize your thinking time and stop wasting the time you do set aside
[15:00] 5 pathways for structured thinking so you’re not just sitting with a blank page
[25:00] The “Business Brain” Challenge and how to start a daily habit of CEO-level thinking

Tune in to Episode 237 for practical tools to help you lead your business with intentionality, clarity, and strategy not just urgency.

Mentioned Resources

1) Full Show Notes: https://shownotes.melisaliberman.com/episode-237/

2) Join the Business Brain Challenge: https://www.skool.com/business-owner-growth-lab-7405/about

3) Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

236. Why Your Pipeline Isn't Filling (And It’s Not What You Think)

Thu, 18 Sep 2025 00:00:00 -0600

You might think your lead generation isn't working because you're not consistent. Or because you're not good at marketing. Or because you’re fully booked and don’t “need” leads right now.

Those assumptions are common, and they’re also wrong.

In this episode, Melisa breaks down the real reasons your consulting pipeline isn’t where you want it to be.

Most consultants misdiagnose the problem and end up solving for the wrong thing, wasting time, energy, and momentum in the process.

In the episode, you’ll learn the four true root causes of a low-performing pipeline, how to identify which ones are holding you back, and what to do about them.

This isn’t about working more. It’s about working smarter, and facing some uncomfortable truths that will set you free.

Whether your pipeline is bone dry or just not producing the right type of leads, this episode gives you a practical way to get back in control.

What you will learn in this episode:

[06:12] The four myths consultants believe about why their lead generation isn’t working (and why they’re so damaging)
[10:35] The real reason your strategy isn’t working, and why “I don’t have a strategy” is usually the honest answer
[13:45] Why your skills gap is normal, and how to treat it like a business owner, not a limitation
[16:55] What lack of effort really looks like (and how to stop letting excuses pose as facts)
[21:50] How mindset quietly sabotages even your best lead gen plans, and how to rewire your thinking
[28:35] How to use the Pipeline Scorecard to identify your weak spots and fix them

[29:40] Details on the Consultant’s Pipeline Sprint, including what it is and how to join

Tune in to Episode 236 for the tools to finally fix your pipeline from the real root cause, without hustling, guessing, or winging it.

Mentioned Resources

1) Join the Consultant’s Pipeline Sprint: www.ICaccelerator.com

2) Consultant’s Lead Gen Scorecard: https://www.pipelinescorecard.com

3) Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman

4) Full Show Notes: https://shownotes.melisaliberman.com/episode-236

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

235. Using a Sprint to Fill Your Consulting Pipeline

Thu, 11 Sep 2025 00:00:00 -0600

Your pipeline is not where you want it to be.

You’re struggling to maintain consistent business development routines.

You’re not sure where the next client is coming from.

In this episode, Melisa walks you through how to implement a lead generation sprint: a short, focused burst of activity that fills your pipeline with the right kind of opportunities.

She shares specific examples from three clients, all at different stages of their consulting business to show how this approach works (even if you’ve never done business development before).

What you will learn in this episode:

[06:45] What a lead gen sprint really is and why it’s a fast, effective tool for filling your consulting pipeline
[15:14] The 5 prerequisites to set up your sprint (and make sure it doesn’t become just another to-do)
[21:45] The 4 common mindset blocks that prevent consultants from taking action and how to coach yourself through them
[26:04] 5 strategies to maximize your sprint results, including how to front-load your calendar and evaluate what ’s working

Tune in to Episode 235 for the strategy, structure, and coaching to help you break out of feast-or-famine and build a consistently full consulting pipeline.

And, then, don’t forget to

1) Enroll in the Consultant’s Pipeline Sprint: www.ICaccelerator.com

2) Check out the Growth Atlas business owner tools on Amazon: https://www.amazon.com/s?k=growth+atlas

Full Show Notes: https://shownotes.melisaliberman.com/episode-235/

Related Resources

Related Podcast Episodes:
- Episode 172 – Filling Your Pipeline, Landing Ideal Consulting Clients, and Turning Away Work with Abbie DuBois: https://shownotes.melisaliberman.com/episode-172/
- Episode 224 - The 6-Figure Pipeline Playbook with Ellie Holbert: https://shownotes.melisaliberman.com/episode-224/
- Episode 214 - A Unique Consulting Business Growth Tool with Matty Bakkeren: https://shownotes.melisaliberman.com/episode-214/
Shop Growth Atlas Products:
- Quarterly Business Planner: https://shorturl.at/egUFC
- The Business Brain Journal: https://shorturl.at/2c1eS
- The Project Map Desk Pad: https://shorturl.at/Dj2bl
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

234. The #1 Management Mistake Independent Consultants Make

Thu, 04 Sep 2025 00:00:00 -0600

What if the biggest obstacle in your consulting business… is your own management approach?

Most independent consultants left corporate to get away from bad managers, but end up recreating that dynamic for themselves.

In this episode, Melisa uncovers the #1 management mistake she sees independent consultants make again and again: becoming a “ghost manager” in their own business.

She walks you through the five components of being a good self-manager so you can stop unintentionally sabotaging your business and start building consistent, high-quality results.

You’ll learn to recognize where you’re disappearing, how that ghosting erodes confidence, and what it looks like to actually manage yourself like a high-performing business owner, not just a delivery engine for your clients.

If you’ve been over-indexing on client work and neglecting your business, this episode is your blueprint for getting back in the driver’s seat.

What you will learn in this episode:

[05:15] The “ghost manager” pattern and how it’s quietly stalling your growth and causing overwhelm
[11:08] The difference between self-leadership and self-management, and why you need both to run a thriving business
[14:35] Five key components of a good manager, tailored to independent consultants
[15:02] How to implement planning, systematizing, ownership, protection, and coaching in your own business, even as a solo operator
[30:45] A reflection framework to identify where you’re holding yourself back (and what to do about it)

Tune in to Episode 234 for practical strategies and mindset shifts to become the kind of manager you actually want to work for.

Full Show Notes: https://shownotes.melisaliberman.com/episode-234/

Related Resources

Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products
Companion Resource: Read Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 233 - The Big Leadership Mistake Independent Consultants Make, https://shownotes.melisaliberman.com/episode-233
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

233. The Big Leadership Mistake Independent Consultants Make

Thu, 28 Aug 2025 00:00:00 -0600

If you're like most independent consultants, one of the reasons you left corporate was to get out of managing. You wanted to avoid the team drama, the politics, the performance reviews.

So it makes sense if you’ve put “leadership” in the rearview.

But here’s the trap: when you assume leadership no longer applies, you create a blind spot that quietly undermines your consulting business.

In this episode, Melisa explores what happens when consultants opt out of leadership, not intentionally but by default, and how that decision limits your growth, momentum, and confidence.

She redefines what leadership looks like as a business owner. It’s about leading yourself and your business with direction, consistency, and purpose.

You’ll walk away with:

A new, more relevant definition of leadership that fits your role right now
A five-part self-leadership framework you can use immediately
Specific ways to take the lead in your business, even if you’re a team of one

Inside the episode:

[04:58] How the “I don’t lead anymore” mindset keeps your business reactive
[11:13] Five self-leadership traits that fuel consistent growth and sustainability
[13:32] What it actually means to be the visionary in your business
[16:47] How to stay motivated without relying on external validation
[18:56] Why opportunity generation depends on your ability to lead yourself
[21:22] What it looks like to build trust in your own leadership, not just your client work

If you’ve been operating like a one-person delivery machine, this episode will show you how to shift into the leader role, the one that actually drives results.

→ Open the show notes for the five self-leadership traits and reflection questions to start applying this right away. https://shownotes.melisaliberman.com/episode-233/

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-233/
Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products
Companion Resource: Read Chapter 16 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 188 - Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-188/#more-2518
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

232. The Mindset Behind a Million-Dollar Independent Consulting Business (Part 2)

Thu, 21 Aug 2025 00:00:00 -0600

If you want to run a consulting business that feels lighter and more in your control, you need to start thinking like a million-dollar business owner, before your business is anywhere near that level.

This is part two of my series on the Million Dollar Mindset.

In part one (Episode 231), we covered the first two pillars of the million dollar consultant’s mindset. Today, we finish the two-part series with the remaining four ways of thinking that separate a $200K consultant from one who can confidently generate and sustain a $1M consulting business.

These aren’t abstract concepts.

You’ll hear how to approach demand creation, pricing, IP development, and resilience in a way that keeps you utilized with fulfilling work, your fees aligned to value, and your confidence intact, even when the business throws you curveballs.

What you will learn in this episode:

[12:15] Demand ownership – taking full responsibility for lead flow instead of waiting.

[18:44] Value-centric pricing – anchoring fees to the client’s outcomes, not your hours.

[24:58] Asset thinking – turning your expertise into repeatable frameworks, tools, and systems that build leverage.

[29:45] Growth resilience – moving forward despite fear, rejection, or uncertainty.

By the end, you’ll know exactly which of the six pillars (from Episodes 231 and 232) needs your attention next, and how to start shifting into a million-dollar mindset today.

Tune in to Episode 232 to hear the final four (of six) pillars of the $1M Independent Consultant Mindset and learn how to leverage this mindset to accelerate your consulting revenue growth and hit your business goals.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-232/
Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products
Related Podcast Episode: Episode 231 – The Million Dollar Mindset for Independent Consultants (Part 1), https://shownotes.melisaliberman.com/episode-231/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

231. The Mindset Behind a Million-Dollar Independent Consulting Business (Part 1)

Thu, 14 Aug 2025 00:00:00 -0600

If you’ve been stuck at the same revenue level in your consulting business, whether that’s $200K or $500K, it’s probably not your sales skills or your pipeline holding you back. It’s your mindset.

Too many independent consultants unknowingly run their business from the same thinking that created their current or even past results. That mindset is misaligned with their goals and quietly caps their revenue.

In this first of a two-part series, Melisa breaks down the real difference between a $200K consultant mindset and a million-dollar consultant mindset, and exactly how you can start making the mindset shift today.

You’ll learn practical strategies to grow consulting business revenue by operating like the business owner you want to become, no matter your current revenue.

You’ll discover two of the six pillars that define a million-dollar mindset and how to apply them immediately so you can stop plateauing and start creating the business you know you’re capable of:
[04:24] Why "realistic goals" limit your growth and what to focus on instead
[11:35] What a million-dollar mindset actually is (hint: it’s not about hustle)
[19:42] The first mindset pillar: Business Owner Identity
[33:01] The second mindset pillar: Strategic Discipline
[45:17] How to apply these shifts now, even if you're not aiming for $1M

Listen to Episode 231 to learn the tangible mindset shifts that will help you grow your consulting revenue from $200K to $1M and beyond.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-231/
Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products
Related Podcast Episode: Episode 132 – The Path To $1M For The Independent Consultant, https://shownotes.melisaliberman.com/episode-132/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

230. Overcoming a Revenue Plateau in Your Consulting Business

Thu, 07 Aug 2025 00:00:00 -0600

Are You Hitting a Revenue Plateau in Your Independent Consulting Business?

You might be stuck in a revenue plateau right now.

Maybe it’s obvious. Your consulting revenue has been flat year over year.

Or maybe it’s hidden. Your numbers might be technically going up, but you could still be hitting a plateau you didn’t even realize existed.

Either way, this episode is for you.

I’m breaking down the five hidden causes of revenue plateaus for independent consultants and the exact mindset and business shifts required to break through them.

This isn’t about working more hours or trying to figure it out on your own.

It’s about pinpointing where you're unconsciously capping your growth. In your beliefs. In your pricing. In your positioning or decision-making. Then shifting beyond the plateau.

You’ll hear a real story of an independent consultant who hovered at $250K for years until she uncovered the invisible objections that were keeping her stuck.

What you will learn in this episode:

[09:45] How to recognize a hidden revenue plateau even if your revenue looks stable on paper.
[12:30] 5 root causes of consulting plateaus that most consultants miss (especially the ones who seem successful).
[21:15] How to expand your ‘possibility thinking’ so your brain stops limiting your income.

[30:40] A real consultant case study that shows exactly what changed when she shifted her thinking and added $110K in revenue.
[35:15] How to stop trading flexibility for money, and start designing a business that delivers both.

Tune in to Episode 230 for a strategic breakdown of how to create meaningful revenue growth, without waiting for the market to change or adding more to your plate.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-230/
Take The Consultant's Business Health Assessment, https://assessments.melisaliberman.com/consulting-health-assessment
Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

229. Most “Business Problems” Aren’t Business Problems

Thu, 31 Jul 2025 00:00:00 -0600

That lead generation issue you’re trying to fix with a new strategy?

That pricing problem you’re solving with more market research?

They’re probably not business problems.

They’re likely mindset problems disguised as business problems.

In this episode, Melisa gets into the real root cause behind most consulting business problems. It’s not your offer. It’s not your process. It’s not the market. It’s how you think.

She shares a candid story about her own stubborn resistance to mindset work, the costly consequences, and how shifting this one perspective can create exponential results.

You’ll hear two real-world examples (pipeline and pricing) that illustrate how consultants misdiagnose their business issues and how to course correct using a practical 5-step framework.

What you will learn in this episode:

[05:12] Why your pipeline issue probably isn’t about your strategy and what’s really slowing it down

[10:55] How mindset shows up as sabotage, even when you're “doing all the right things”

[19:22] Why pricing pressure isn’t solved with a better value prop and what to do instead

[28:30] The 5-step business owner framework for diagnosing and solving problems at the root level

Tune in to Episode 229 for real-world examples and a practical mindset framework that will shift how you diagnose and solve problems in your consulting business.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-229/
Take The Consultant's Business Health Assessment, https://assessments.melisaliberman.com/consulting-health-assessment
Related Podcast Episode: Episode 226 - Design a Powerful Second Half for Your Consulting Business, https://shownotes.melisaliberman.com/episode-226/ ️
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

228. Becoming a Sought-After Independent Consultant with Rachel Hughes

Thu, 24 Jul 2025 00:00:00 -0600

Twelve years into her consulting career, Rachel Hughes has built a business that attracts inbound leads, top-tier engagements, and industry recognition, without sacrificing her sanity or freedom.

In this episode, Melisa talks with Rachel about the mindset and strategy shifts that transformed her from overthinking and reactive to intentional and in-demand. Rachel opens the doors to her consulting practice, sharing how she thinks about niche, lead generation, pricing, mindset, and evolving as a business owner, especially as an independent consultant running a global business without full-time staff.

You’ll hear how Rachel made herself the go-to expert in a high-stakes niche and why building in sustainability (for her clients and herself) has been key to long-term success.

What you will learn in this episode:

[03:35] How Rachel became a sought-after consultant in the public transport and infrastructure sector

[08:22] The mindset shifts that helped her stop overthinking and start operating like a true business owner

[15:14] Rachel’s inbound lead generation process, including her approach to LinkedIn and OnePage CRM

[21:30] How Rachel landed retainer work by learning to articulate value and listen to client needs

[28:00] The surprising role of mindset coaching in building consistency, confidence, and freedom

[35:12] Rachel’s success with pricing strategy and her approach to selling outcomes, not hours

[42:18] Turning down work and why saying no has created space for her most aligned engagements

Tune in to Episode 228 to learn what it takes to build a sought-after consulting business on your terms and why the real shift starts between your ears.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-228/
Rachel’s recommended CRM (Quick Start Guide): https://www.melisaliberman.com/crm-quick-start
Related Podcast Episode: Episode 224 – The 6-Figure Pipeline Playbook with Ellie Holbert, https://shownotes.melisaliberman.com/episode-224/ ️
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products
Meet Rachel: https://www.linkedin.com/in/rachel-hughes-surbon/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

227. The Thought Leadership Engine Hiding in Your Consulting Work

Thu, 17 Jul 2025 00:00:00 -0600

If you’re avoiding thought leadership because you “don’t know what to say”, this episode is your turning point.

In Episode 227, Melisa dismantles the most common blocker independent consultants face when it comes to publishing thought leadership: not knowing what to share, or fearing they’ll just add noise.

She introduces a powerful mindset shift and practical system to consistently generate valuable, original content straight from your day-to-day consulting work.

This isn’t about carving out time you don’t have. It’s about extracting insight from conversations and deliverables you’re already doing, so you create dual value: for your clients and your business.

You’ll walk away with a method to build a sustainable thought leadership engine, one that strengthens your positioning, generates leads, and builds your reputation as a go-to expert.

Timestamps for Key Moments:

[05:12] What’s really behind “thought leadership block” and how to move through it.

[10:28] Why consultants avoid content creation and how to stop overthinking what to say.

[17:40] The ‘Circular Value Model’, a framework for turning your everyday client work into thought leadership.

[30:18] How to capture and productize your hidden IP using a two-column strategy.

[35:26] 5 steps to operationalize your thought leadership engine without needing extra hours in your week.

Tune in to Episode 227 to simplify your thought leadership process and make it a strategic asset in your consulting business.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-227/
Take The Consultant's Business Health Assessment https://assessments.melisaliberman.com/consulting-health-assessment
Related Podcast Episode: Episode 148 – Overcoming A Thought Leadership Block, https://shownotes.melisaliberman.com/episode-148/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

226. Design a Powerful Second Half for Your Consulting Business

Thu, 10 Jul 2025 00:00:00 -0600

You’ve made it halfway through the year — now what?

Too many independent consultants either stay the course out of habit or abandon their goals altogether. In this episode, Melisa walks you through a five-step framework to recalibrate and intentionally design a second half that actually aligns with what you want, not just what you committed to back in January.

This isn’t just another planning session. It’s a reset opportunity: to reassess what’s working, reimagine what’s possible, and realign your goals and mindset so you don’t end the year in burnout or disappointment.

Melisa shares real client examples, powerful reflection questions, and practical tools to help you create a second-half plan that’s strategic, motivating, and sustainable.

Timestamps for Key Moments:

[05:00] How to assess your business with precision using 5 core systems and why most consultants guess instead of measure

[10:00] Why reimagining your path (not just your goal) is the key to motivation and sustainability

[15:00] How to set second-half goals that stretch you and align with your bigger vision

[20:00] The importance of operationalizing your plan so business-owner time doesn’t get pushed aside

[25:00] How to align your mindset with your vision and think like the business owner who already hit the goal

Tune in to Episode 226 for a grounded, actionable framework to help you finish the year with clarity, confidence, and control.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-226/
Read Chapters 4&5 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/ ️
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

225. The Future of External Talent: What Enterprise Buyers Want Now with Brian Hoffmeyer

Thu, 03 Jul 2025 00:00:00 -0600

What are enterprise buyers really looking for in 2025 when they bring in external talent?

This week, Melisa is joined by industry veteran Brian Hoffmeyer (known as “Hoff”), who returns to the podcast to share invaluable, behind-the-scenes insights from his vantage point at Beeline, the world’s largest independent vendor management system.

Whether you're working directly with enterprise clients or supporting mid-size firms, this conversation gives you the macro trends you need to know in order to position yourself as the obvious choice. You'll hear why independent consultants are gaining momentum (despite a flat contingent labor market), and how to shift your strategy to stand out, especially if your buyers are navigating complex approval processes, rate cards, or risk-averse procurement teams.

You’ll also hear hard truths about hourly pricing, why outcome-based work is on the rise, and how to use “micro-consortiums” to expand your value and win bigger work, all without trying to mimic a traditional firm.

Timestamps for Key Moments:

[06:50] What enterprise clients are prioritizing in 2025 when it comes to independent consultants and external talent.

[10:25] Why statement-of-work and outcome-based engagements are gaining favor and how to structure your services accordingly.

[17:14] How consultants can de-risk the buying process by becoming an internal guide, not just an external vendor.

[24:50] What’s getting approved and what’s not, inside client organizations, from project types to pricing models.

[29:45] The rise of the “independent consortium” and how to leverage it without formal partnerships.

Tune in to Episode 225 for a high-level strategic view and tactical insights to help you stay relevant, de-risked, and in demand.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-225/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: ️Episode 034 – Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer), https://shownotes.melisaliberman.com/episode-34/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
Connect with Hoff: Brian Hoffmeyer - Beeline | LinkedIn

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

224. The 6-Figure Pipeline Playbook with Ellie Holbert

Thu, 26 Jun 2025 00:00:00 -0600

Think building a seven-figure consulting pipeline in just 16 weeks is impossible?

Think again.

In this episode, Melisa Liberman sits down with Ellie Holbert, a first-year independent consultant, who shares the real story of how she went from zero pipeline and a canceled contract to 56 opportunities and a multi-seven-figure funnel without prior sales experience.

Ellie lays out the practical steps and mindset shifts that fueled her meteoric start, including how she reframed rejection, established peer-to-peer relationships with C-suite executives, and reached decision-makers at brand-name companies through a consistent, imperfect action strategy.

Melisa and Ellie break down why being willing to be uncomfortable is a key advantage in building a thriving consulting business, and how emotional regulation, not flashy branding or a perfect elevator pitch became Ellie’s superpower.

Timestamps for Key Moments:

[12:45] How Ellie created a repeatable pipeline strategy that turned cold outreach into C-suite conversations without pitching.

[21:04] The specific tactics she used to book 115 calls and identify 56 qualified opportunities in just 4 months.

[25:14] Why targeting the economic buyer, not just the end user, is critical to converting interest into closed business.

[35:20] How to rewire your mindset to operate like a business owner, not a job seeker even if you're new to consulting.

Tune in to Episode 224 to get a playbook you can immediately apply to build or reboot your pipeline grounded in real actions, not theory.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-224/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

223. Custom GPTs for Consultants: Scale Your Thinking, Not Just Your Tasks

Thu, 19 Jun 2025 00:00:00 -0600

It’s common for consultants to think of AI as a tool to boost efficiency, enhance insights, automate tasks, and improve client deliverables.

It can help you scale your processes and routines.

But have you also considered that AI can help you scale your thinking?

In this episode, Melisa talks with Amanda Long, marketing strategist and custom GPT builder, about how consultants can create private GPTs to capture their intellectual property, streamline delivery, and scale their businesses without adding headcount. We share examples from my own business, including how we built a podcast post-production GPT that now does what used to take a full-time contractor.

We also dismantle some common AI myths (you don’t need to be tech-savvy or have piles of content to get started) and walk through ways to use custom GPTs to make smarter decisions, faster like a "co-CEO" that keeps your offers, goals, and voice front and center.

Timestamps for Key Moments:

[05:12] What a Brand Voice GPT is and how it can help solo consultants produce consistent, on-brand content even without a team

[10:20] Why you don’t need a big content archive to build an effective GPT that mimics your voice and style

[14:58] The five key deliverables the Podcast Post-Production GPT produces to streamline weekly episode workflow

[19:44] How to use a “Second Brain GPT” to vet ideas, stay aligned to your goals, and make faster decisions as a business owner

[26:45] Ways to build GPTs around your repeatable processes, like proposals or client FAQs, to productize your expertise

[35:00] Risks to watch for, including privacy pitfalls and hallucinations and how to avoid them

Tune in to Episode 223 for practical strategies and mindset shifts to help you work smarter, protect your intellectual property, and build a more scalable consulting business without losing your personal touch.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-223/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 181 - Transforming Into A Boutique Consultancy with Tradewinds Leadership, https://shownotes.melisaliberman.com/episode-181/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products
Click here to contact Amanda Long to discuss building a customGPT for your business (referral link). https://docs.google.com/forms/d/e/1FAIpQLSeta8P9NPAQXZVU74zTeN9X7l9y9pt88kQcvb-KxRayoqy4BQ/viewform

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/grow

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

222. Adding Physical Products to a Consulting Business (Part 1)

Thu, 12 Jun 2025 00:00:00 -0600

Most consultants think physical products are only for authors or e-commerce brands, not for them. In this episode, Melisa challenges that assumption head-on and takes you behind the scenes of a new physical product line she’s launching.

This isn’t a product pitch, it’s a case study. She’s sharing the full backstory of why she started this, what’s working, what surprised her, and how she’s thinking about integrating physical products into her consulting business long-term.

If you’ve ever thought:

“I don’t have a unique enough framework.”
“I’m too much of a generalist.”
“Wouldn’t this compete with my services?”

…this episode is for you. Melisa walks through why physical products can work for consultants, what mistakes to avoid, and how to start thinking creatively about how your IP can scale without taking you out of the equation.

Timestamps for Key Moments:

[03:22] How Melisa’s accidental journal project turned into a new business unit and three physical products

[11:19] How creating a product sharpened her methodologies and clarified her frameworks

[22:50] Ways to use physical products as reputation and demand builders in your consulting business

[29:30] Examples of physical products created by other consultants and what they charge for them

[36:40] Key considerations before launching a physical product including budget, time, and energy

Tune in to Episode 222 for behind-the-scenes insight, inspiration, and real strategy to help you expand your consulting business in a creative, scalable way.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-222/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
Products Mentioned In This Episode:

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman
Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

221. From Accidental Consultant to Strategic Advisor: Lessons from Alison Jeffrey

Thu, 05 Jun 2025 00:00:00 -0600

What if your consulting business wasn’t meticulously planned, but evolved from one bold decision after another?

In this episode, Melisa talks with longtime client Alison Jeffrey, a strategic fundraising consultant, about how Alison went from leaving a full-time job with no safety net to building a seasonal, profitable business rooted in authenticity, intention, and relationships.

Alison shares candidly how she stopped chasing “good enough” clients, redefined what success looks like (even when walking away from high-paying work), and leaned into her natural strengths as a strategist, connector, and advisor not just a fundraiser.

Whether you're building from scratch or refining your consulting business model, this episode offers hard-earned insight on how to build a business that aligns with your values, your energy, and your long-term goals.

Timestamps for Key Moments:

[05:00] The mindset shift that started it all — leaving without a plan and trusting it would work.

[10:00] Why Alison walked away from a high-paying engagement — and what happened next.

[15:00] The hidden power of strategic positioning — moving from “fundraiser” to “advisor.”

[25:00] How to consistently build a pipeline using relational strategies, not hustle tactics.

[35:00] Creating a seasonal business model that supports high-revenue periods and planned slow-downs.

[40:00] How to structure fractional advisory roles without becoming a staff augmentation.

Tune in to Episode 221 to hear Alison’s practical, powerful path to building a sustainable consulting business and how you can apply her approach to your own.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-221/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 212 – Succeeding as a Fractional Consultant with Alessandro Pregnolato, https://shownotes.melisaliberman.com/episode-212/
Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
Connect with Alison: Alison Jeffrey

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

220. 3 Steps to Increase the Value of Your Client Delivery Approach (with AI Prompts)

Thu, 29 May 2025 00:00:00 -0600

Client delivery is one of the most critical — and underleveraged — parts of your consulting business. In this episode, we walk through a practical, three-part framework to increase the value of your delivery, both for your clients and for your business.

Most independent consultants tell me they feel confident once they land the work. But that doesn't always translate into knowing how to position your delivery as a value driver — something that generates referrals, repeat business, and higher pricing.

This episode is your blueprint for transforming delivery from a transactional project into a strategic asset.

You’ll also get three AI prompts that you can use immediately to implement each component of the framework. Whether you're feeling stuck in the weeds or just want to sharpen your process, this episode will help you level up your delivery — without needing more tools, credentials, or client praise.

Timestamps for Key Moments:

[06:44] How to drive valuable client outcomes instead of defaulting into reactive execution

[15:10] Why you need to codify your approach — and how even “generalist” consultants have repeatable frameworks

[25:18] How your identity as a consultant directly affects your delivery value and client perception

[30:33] 3 AI prompts to help you zoom out and strengthen your consulting mindset and impact

Tune in to Episode 220 to build a consulting business where delivery becomes your growth engine.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-220/
Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Related Podcast Episode: Episode 193 - Being In Control of Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-193/
Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

219. Quick Win Approach to Land Consulting Clients

Thu, 22 May 2025 00:00:00 -0600

Sometimes you need a client win — fast.

Whether it’s to refill your pipeline, create a cash infusion, or just shake off a dry spell, this episode walks you through how to create and implement a quick-win strategy that actually works (and doesn’t feel like a scramble).

We’re not talking about discounting your value or saying yes to low-quality consulting client leads. This is about designing a repeatable, strategic approach that positions you for fast client conversions — and long-term growth.

You’ll learn the
Four-part Quick Win Formula for consultants,
What consultants typically get wrong about speed-to-sale, and
How to remove the mental and emotional brakes that slow down your momentum.

Timestamps for Key Moments:
[06:24] What a "Quick Win" really is and how to reframe your definition of what’s possible in your consulting sales cycle

[10:44] Quick Win Thinking: How to recognize and remove mindset patterns that silently sabotage your speed

[14:30] Quick Win Emotions: Why the energy you bring to your sales activity makes or breaks your results

[19:54] Quick Win Plan: Who to target, what to offer, and how to get creative without diluting your brand

[24:45] Quick Win Execution: How to structure and commit to your 30-day sprint using a business-owner mindset

Tune in to Episode 219 for a repeatable framework to infuse your business with revenue, confidence, and traction — exactly when you need it.

Related Resources
Full Show Notes: https://shownotes.melisaliberman.com/episode-219/
Read Chapter 9 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Episode 210 – Managing Your Consulting Business through KPIs, https://shownotes.melisaliberman.com/episode-210/
Episode 156 - The 3 Lead Generation Modes for a Consulting Business Pipeline, https://shownotes.melisaliberman.com/episode-156/
Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?
Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

218. Stop “Checking In”: How Successful Consultants Manage Follow Up

Thu, 15 May 2025 00:00:00 -0600

Does this situation sound familiar to you?

You send a consulting proposal. Or you email your one-pager, expecting a next step.

Then — silence.

You don’t hear back.

If you’re questioning your follow-up strategy, not sure what to do to follow-up, this episode is for you.

In this week’s episode, Melisa dismantles the outdated (and ineffective) habits independent consultants fall into when it comes to follow-up. You'll hear how to approach follow-up in a way that adds value and reinforces your expertise — instead of second-guessing, worrying about being annoying, or appearing desperate.

She shares how not to follow up (including a few examples you’ll recognize), then walks you through a strategic follow-up framework that keeps your momentum and creates consulting client demand.

Timestamps for Key Moments:

[05:02] Why most follow-up feels awkward — and what actually causes you to spiral when clients go dark.
[09:45] What “strategic follow-up” looks like in your consulting business (hint: it’s not about “circling back”)
[14:50] How to follow up with value — 4 examples you can swipe and use today.
[20:35] 5 ways to set yourself up for consistent, confident follow-through (without the mindset drama).

Tune in to Episode 218 for practical examples, mindset shifts, and frameworks that help you move deals forward — without the second-guessing.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-218/
Read Chapter 9 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
Episode 170 – Being Ghosted as an Independent Consultant, https://shownotes.melisaliberman.com/episode-170/
Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

217. Fixing the Wrong Problem in Your Consulting Business

Thu, 08 May 2025 00:00:00 -0600

You solve problems. That’s what you do best as a consultant.

But what if you’re focused on solving the wrong problem in your own consulting business?

In this episode, Melisa breaks down a counterintuitive truth: many consultants plateau or underearn not because they don’t have solutions, but because they’re solving problems they’ve already outgrown.

Melisa shares a real client case study that illustrates how thought errors can keep you solving yesterday’s problems and sabotaging your current and future growth.

You’ll walk away with a new lens for assessing what really needs your attention — and how to stop spinning your wheels on challenges you’ve already outgrown.

Timestamps for Key Moments

[04:22] What it looks like to fix the wrong problem and why it’s such a common trap for ICs
[07:30] A real-world example of a consultant who outgrew his lead gen problem but didn’t update his mindset
[13:50] The identity and positioning shifts that opened up capacity and growth
[18:36] How to shift from more to better — refining your focus instead of adding more to your plate
[23:45] Three questions to uncover if you’re solving the wrong problem

Tune in to Episode 217 to shift your perspective and refocus your energy on what actually moves the needle in your business.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-217/
Subscribe to Melisa’s newsletter: The Independent - Weekly Newsletter, https://www.melisaliberman.com/news
Consulting Business Health Assessment – Take The Consultant's Business Health Assessment, https://assessments.melisaliberman.com/consulting-health-assessment
Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: www.melisaliberman.com
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

216. Identifying Leaks in Your Consulting Business Development Process

Thu, 01 May 2025 00:00:00 -0600

What if the biggest reason you're not hitting your revenue goal has nothing to do with strategy — and everything to do with tiny, invisible breakdowns in your business development process?

In this episode, I walk you through the concept of “leaks” in your consulting business — those points where value, opportunity, or efficiency is lost without you even realizing it.

These leaks aren’t just annoying; they dilute your revenue, add unnecessary stress, and make your business harder to run than it needs to be.

We’ll cover eight common types of leaks that affect independent consultants — from not generating enough conversations to getting stuck in the "friend zone" — and how to use the Consultant Leak Framework to identify and fix them.

I also share two real-world case studies from clients who patched their leaks and saw big changes — including one who added $650K to their pipeline.

Timestamps for Key Moments

[05:12] What a "leak" actually is and how even seasoned consultants have them
[08:45] Eight common business development leaks that stall your revenue growth
[16:33] The Consultant Leak Framework, a 6-step process to find and fix the biggest breakdowns in your BD system
[20:01] Case Study #1: How one consultant shifted his mindset and process to unlock $650K in pipeline
[24:45] Case Study #2: How a “friend zone” leak was solved by creating simple hook offers that convert conversations into next steps

Tune in to Episode 216 to diagnose your own biggest leak — and learn how to fix it so you can build a more predictable, fulfilling consulting business.

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-216/
Subscribe to Melisa’s newsletter: The Independent - Weekly Newsletter, https://www.melisaliberman.com/news
Consulting Business Health Check – Take it at https://www.icassessment.com to establish your baseline and identify key areas for optimization.
Related Podcast Episode: Episode 193 - Being In Control of Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-193/
Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: melisaliberman.com/
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

215. Independent Consulting Business Retreats, Productizing, Mid-Funnel Focus, and More with Claire Elvers

Thu, 24 Apr 2025 00:00:00 -0600

What if you could run a corporate retreat... for a company of one?

That’s exactly what independent consultant and brand strategist Claire Elvers did. In this episode, Claire joins Melisa to share why she carved out the time and space to take her business offline — and what she learned from zooming out.

This conversation is packed with real talk about the real work of running a consulting business:

Facilitating a productive, impactful retreat for your solo consulting business,
Why consultants often neglect mid-funnel strategy (and the impact of doing so),
How to create more leverage without hiring a team, and
How to stay focused on building a business — not just delivering client work.

Claire also opens up about her non-linear path into independent consulting, how she made her first project happen, and why productizing her expertise has become a game-changer for her growth and freedom.

Whether you’ve been thinking about taking yourself “offsite,” or you’re stuck in the weeds and need to see your business with fresh eyes, this episode will challenge you to think like a business owner — not just a service provider.

Tune in to Episode 215 for practical insights and peer-level perspective on building an independent consulting business that reflects your goals and plays to your strengths.

Timestamps for Key Moments

[08:12] Why Claire created a solo business retreat — and what it revealed about her next stage of growth
[15:47] The strategic questions she asked herself to get clarity and create focus
[21:30] How she’s productizing her expertise and making it easier for clients to say yes
[29:22] Mid-funnel blind spots most consultants overlook (and how to fix them)
[36:50] The most important mindset shift Claire made to start and grow her consulting business
[43:03] Advice from one consultant to another on making the leap and finding your footing

Related Resources

Full Show Notes: https://shownotes.melisaliberman.com/episode-215/
Retreat Checklist PDF: Download The Independent Consultant's Corporate Retreat Checklist https://www.melisaliberman.com/retreat-checklist
Related Podcast Episode: Episode 090 – Corporate Retreat for the Independent Consultant, https://shownotes.melisaliberman.com/episode-90/
Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com
Connect with Claire: https://www.linkedin.com/in/claire-elvers-4a09271/

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book
Visit with Melisa’s Website: melisaliberman.com/
Follow on LinkedIn: linkedin.com/in/melisa-liberman

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

214. A Unique Consulting Business Growth Tool with Matty Bakkeren

Thu, 17 Apr 2025 00:00:00 -0600

What if the most valuable tool in your consulting business is one you already have — and didn’t even realize?

In this episode, Matty Bakkeren joins Melisa to share his early-stage consulting business experience as an independent consultant and the strategies he uses to create momentum in his business.

From listening to this podcast in his car to building his own consulting practice — Matty gives us a grounded, behind-the-scenes look at what it’s really like to start and grow a consulting business.

Whether you’ve just exited corporate or are considering the move, this conversation is packed with perspective, encouragement, and a few sharp truths that’ll help you build your consulting business on solid ground.

Tune in to Episode 214 for a grounded perspective and a clear takeaway: You already have more tools than you think — now it’s time to use them.

Resources & Links Mentioned:

Download Your Business Dashboard One-Pager, https://www.melisaliberman.com/KPI
Episode 208 - Becoming a Client Sherpa with John Healy, https://shownotes.melisaliberman.com/episode-208/
Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments

[03:44] – From podcast listener to guest: Maddie’s journey

[10:12] – The surprise value of a personal brand

[16:45] – Corporate skills that transfer to consulting

[22:08] – Building momentum and sharing learnings

[28:14] – Why consulting isn’t a solo sport

[33:20] – Final advice for new and aspiring consultants

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Full Show Notes: https://shownotes.melisaliberman.com/episode-214/
Connect with Matty Bakkeren: https://www.linkedin.com/in/mattybnl/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

213. The 4 Components of a 50k Per Month Independent Consulting

Thu, 10 Apr 2025 06:00:00 -0600

Are you curious what it takes to consistently earn 50K per month as an independent consultant?

In this episode, host Melisa Liberman reveals the four key components you need to implement in your consulting business to create a consistent 50k per month consulting business.

She outlines how to create an aligned offer, attract high-quality demand, shape your identity as a sought-after expert, and take focused, decisive action.

To help you put the episode into action, Melisa provides actionable questions to help refine your approach and start seeing real growth.

If you're committed to growing your consulting business, don't miss out on these insights.

Tune in now to learn the four steps you need to take to make $50K per month as an independent consultant.

Resources & Links Mentioned: Download Melisa’s Book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality https://www.melisaliberman.com/book

Related Podcast Episode: Episode 193 - Being In Control of Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-193/

Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments

[06:56] – What 50k months look like

[11:33] – 4 components of a 50k per month consulting business

[12:45] – An aligned offer

[21:04] – High-quality demand

[25:14] – Aligned identity

[35:20] – Action focus

[48:45] – Steps to put this into action

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Full Show Notes: https://shownotes.melisaliberman.com/episode-213/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

212. Succeeding as a Fractional Consultant with Alessandro Pregnolato

Thu, 03 Apr 2025 00:00:00 -0600

Want to know the secrets behind a successful fractional consulting business?

Learn how to build trust, sell yourself as a fractional leader, and land high-value clients.

In this episode, Melisa Liberman chats with Alessandro Pregnolato, a seasoned fractional consultant.

Alessandro is one of Melisa’s clients and has established himself as an in-demand fractional leader for start-ups and companies looking to scale quickly and efficiently.

Melisa and Alessandro discuss what it takes to succeed in the fractional space. They explore key strategies for selling your services, managing demand, and growing your consulting business sustainably.

Tune in now to hear Alessandro’s expert advice on building a successful fractional consulting business through his proven strategies and procedures.

Full Show Notes: https://shownotes.melisaliberman.com/episode-212/

Resources & Links Mentioned: Download Your Business Dashboard One-Pager, https://www.melisaliberman.com/KPI

Related Podcast Episode: Episode 208 - Becoming a Client Sherpa with John Healy, https://shownotes.melisaliberman.com/episode-208/

Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments

[06:03] – Meet Alessandro

[11:27] – What makes a successful fractional leader

[16:33] – Alessandro’s sales process

[25:00] – Protecting your capacity as a fractional consultant

[33:00] – Lead generation strategies

[40:00] – Lessons learned

[48:45] – Alessandro’s mindset shifts

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Connect with Alessandro: https://www.alessandropregnolato.com/ and https://www.linkedin.com/in/alessandro-pregnolato-5472501/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

211. How to Use a Podcast to Land Consulting Clients

Thu, 27 Mar 2025 00:00:00 -0600

Do you want to generate inbound leads for your consulting business? Do you want a path to meeting your ideal clients?

In this episode, host Melisa Liberman shares how to leverage a podcast for consulting lead generation. She shares four simple steps to put this lead gen strategy into action and record your first episode

Discover the proven strategies top consultants use to leverage podcasts for effective lead generation within the unique consulting business model.

Plus, get the inside scoop on the tools and tech Melisa uses to keep everything running smoothly, so you can focus on what matters most—growing your business.

Tune in and get the tips you need to launch a podcast as an independent consultant.

Resources & Links Mentioned:

Full Shownotes: https://shownotes.melisaliberman.com/episode-211/
Download the Consulting Business Dashboard One-Pager: https://www.melisaliberman.com/KPI
Related Podcast Episode: Episode 206 - Choosing The Best Lead Generation Strategy For Your Consulting Business Phase, https://shownotes.melisaliberman.com/episode-206/

Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments

[08:19] – Benefits of hosting a podcast

[17:22] – Inspiration for content

[22:38] – How to leverage the podcast to get consulting leads

[26:34] – 3 key success strategies

[35:21] – Podcast technology

[40:35] – Put this into action

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Full Show Notes: https://shownotes.melisaliberman.com/episode-211/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

210. Managing Your Consulting Business through KPIs

Thu, 20 Mar 2025 00:00:00 -0600

Do you advise your consulting clients to leverage KPIs but don’t apply the same strategy to your own business?

You’re not alone.

In this episode, host Melisa Liberman explains how to implement Key Performance Indicators (KPIs) to manage your consulting practice more effectively.

Melisa outlines the power of a simple consulting KPI dashboard and shares real-world examples of KPIs, such as financial tracking, lead generation, and operational efficiency. She discusses how these metrics can bring clarity, guide decisions, and help independent consultants avoid running their businesses based on feelings or intuition.

You know KPIs can be effective.

This episode will help you break down the KPIs that best fit your consulting business model, the software you can use to capture the KPI data, and a simple one-pager format you can use to keep your KPIs top-of-mind.

Are you ready to achieve predictable results in your independent consulting business? Tune in to learn how leveraging KPIs can set you up for success.

Resources & Links Mentioned:

Key Metrics & KPIs Consulting Business Owners Should Track: https://www.melisaliberman.com/KPI

Related Podcast Episode: Episode 156 - The 3 Lead Generation Modes for a Consulting Business Pipeline, https://shownotes.melisaliberman.com/episode-156/

Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments

[07:25] – Why you might not be leveraging KPIs in your business

[13:16] – 3 KPIs to track

[21:50] – How to implement KPIs

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Full Show Notes: https://shownotes.melisaliberman.com/episode-210/

OnePageCRM: https://www.onepagecrm.com/crm-solution/consulting/?via=5d1ff0

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

209. The 7-Minute Lead Generation Routine for your Consulting Business

Thu, 13 Mar 2025 00:00:00 -0600

Are you struggling to find time for lead generation? What if you could fill your pipeline in just 7 minutes a day?

In this episode, host Melisa Liberman shows you how to do just that.

Melisa breaks down the common obstacles independent consultants face when it comes to lead generation and shares a game-changing strategy to overcome them.

You’ll learn how dedicating just 7 minutes to one focused lead-generation action per day can rapidly fill your pipeline with ideal clients. Plus, she’ll walk you through actionable success strategies to ensure you maximize your results, stay organized, and keep your momentum high.

Are you ready to take control of your consulting business and start generating leads in just minutes a day? Tune in and discover how Melisa’s 7-minute lead generation routine can completely transform your business.

Resources & Links Mentioned: Standard Operating Procedure: Fill Your Consulting Pipeline in 26 Minutes https://www.rammethod.com

Related Podcast Episode: Episode 190 – How to Create Excess Demand for Your Consulting Business, https://shownotes.melisaliberman.com/episode-190/

Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com

Timestamps for Key Moments:

[01:20] – Inspiration for episode

[04:28] – Common lead generation blocks

[10:21] – 7-minute lead generation routine

[13:15] – Success strategies for optimization

[18:54] – How to put this into action

Want More?

Get Melisa’s Book: https://www.melisaliberman.com/book

Visit with Melisa’s Website: melisaliberman.com/

Follow on LinkedIn: linkedin.com/in/melisa-liberman

Full Show Notes: https://shownotes.melisaliberman.com/episode-209/

CRM Affiliate: https://www.onepagecrm.com/crm-solution/consulting/?via=5d1ff0

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

208. Becoming a Client Sherpa with John Healy

Thu, 06 Mar 2025 00:00:00 -0700

Are you an independent consultant or a fractional executive aiming to grow your business?

Have you ever thought about how much easier it would be to land consulting clients if you could understand exactly what buyers are looking for?

Don’t miss episode 208, where I, Melisa Liberman, talk with John Healy, Chief Executive of Whrrr.work. John brings a comprehensive 360-degree perspective to consulting, leveraging his current roles as a fractional executive and strategy consultant, along with his past experience as a staffing company executive and a buyer of consulting services in corporate staffing.

John’s unique blend of experiences enables him to understand and address the multifaceted needs of both his fellow consultants and their clients.

This episode is packed with specialized strategies that cater directly to the unique challenges of independent and fractional consultants.

In This Episode, You Will Learn:

Certainly, here’s the expanded list including a new bullet point about John’s perspective on not knowing it all:

Surprising Approach to Not “Knowing It All” as an Expert: Discover the surprising advantage John finds in admitting he doesn’t have all the answers, which builds trust and stimulates impactful discussions for better outcomes.
The Key to Deepening Prospect and Client Relationships: Uncover how leading with transparency and curiosity in client interactions fosters relationships rich in mutual value and collaborative growth.
Why It’s Important to Be a “Client Sherpa”: Delve into John’s innovative strategy for client acquisition that hinges on intrigue and genuine engagement, establishing you as an indispensable strategic partner.
What Makes a Consultant Stand Out: The difference between consultants who land strategic, interesting work and those that fall into work that’s less fulfilling
Ecosystems and Partnerships: Learn how crafting win-win scenarios can significantly elevate your consultancy from a mere service provider to a valued ally.

Why This Episode Is a Must-Listen:

If you want to grow your consulting practice, move into advisory and fractional work, and build stronger professional relationships, this episode is packed with practical insights.

Learn from John Healy’s effective strategies to not only grow your client list but also become a trusted advisor in the consulting industry.
Get a behind-the-scenes look at how a successful fractional consultant operates, offering you a real-world perspective that can inform your own consulting approach.
Listen to Episode 208: Equip yourself with the knowledge to improve your consulting skills and drive significant growth in your business.

Full show notes: https://shownotes.melisaliberman.com/episode-208/

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/book
Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com
LinkedIn: linkedin.com/in/melisa-liberman
Website: melisaliberman.com/
Connect with John at jwh@whrrr.work

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

207. Leveraging a Campaign to Generate High-Quality Leads for Your Consulting Business

Thu, 27 Feb 2025 00:00:00 -0700

When you think of a "campaign," your mind might immediately go to ads.

But, in today's episode, Melisa talks about campaigns as a way to center your business development and lead generation activities around a specific theme so you can more effectively fill your pipeline as an independent consultant.

Melisa defines the concept of a campaign in the context of an independent consulting business and shows how it can become the driving force behind your lead generation efforts.

Creating a repeatable process and leveraging theme-based outreach can attract the right clients and elevate the quality of leads in your pipeline.

To help you visualize this, Melisa shares real-life examples of how campaigns have transformed her clients' businesses.

Then, she breaks down the five essential elements of a winning lead gen campaign, offering a clear and actionable framework for leveraging a campaign for lead generation.

If you're ready to fill your pipeline with high-quality leads from clients you're excited to work with, this episode is a must-listen.

Tune in for practical insights on how to implement a business development process that delivers results!

Full show notes: https://shownotes.melisaliberman.com/episode-207/

Key Topics Covered:

What is a Campaign? - Learn how a strategic, theme-based approach can center your lead generation efforts to be more appealing to ideal clients.
Benefits of Leveraging a Campaign - Discover the benefits of leveraging something tangible to ground your lead generation conversations.
5 Components of a Successful Campaign - Learn the five key components to building a successful campaign that supports effective and repeatable lead generation.
5-Step Framework - Put this concept into action by following Melisa’s five-step framework for implementing a campaign in your independent consulting business.

Is your goal to drive high-quality consulting leads? Make sure to listen to episode 207 to find out how.

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/book
Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com
LinkedIn: linkedin.com/in/melisa-liberman
Website: melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

206. Choosing the Best Lead Generation Strategy For Your Consulting Business Phase

Thu, 20 Feb 2025 00:00:00 -0700

One of the primary focuses for consulting business owners is generating high-quality leads.

What’s the secret to being effective at generating high-quality leads in a way that’s also sustainable and repeatable?

The secret to effective and sustainable lead generation is based on what phase your consulting business is in.

In this episode, Melisa shares how independent consultants should approach lead generation based on the phase your business is in. She explains how to choose the best strategy and warns consultants about common mistakes that could derail your lead generation efforts.

Melisa gives actionable next steps through specific examples in every business phase so you can end the episode inspired and ready to tackle lead generation as an independent consultant.

If lead generation feels like a challenge or your goal is to grow your independent consulting business, the practical advice shared here will give you the tools and inspiration to succeed.

Tune in to learn how to build a lead generation system that works, no matter what phase of business you are in.

Full show notes: https://shownotes.melisaliberman.com/episode-206/

Key Topics Covered:

Choosing the Best Strategy - Follow Melisa’s three steps for choosing the best lead generation strategy for your business phase.
Mistakes to Avoid - Discover the three common red flags that could derail your lead generation efforts. Learn what is “enough” and the importance of leveraging data to measure success.
Examples By Business Phase - Learn effective lead generation strategies for every business phase from launching a new consulting business to sustainable growth and scaling.

Is your goal to master lead generation as an independent consultant?

Make sure to listen to episode 206 to find out how.

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/book
Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.com
LinkedIn: linkedin.com/in/melisa-liberman
Website: melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

205. The Free Birds Revolution with Miles Everson, CEO of MBO

Thu, 13 Feb 2025 00:00:00 -0700

In this episode, Melisa sits down with Miles Everson, CEO of MBO Partners, a leading marketplace that connects independent consultants with enterprise and mid-sized businesses. Melisa and Miles dive into the key qualities of successful consultants, sharing insights about common mistakes to avoid and strategies for staying competitive in the fast-evolving independent market. Miles also gives listeners a sneak peek into his book, Free Birds Revolution, where he uncovers the six forces shaping the future of work and how consultants can position themselves to thrive.

Adopting a Mission Mindset
As independent consultants, adopting a mission mindset can be a powerful way to stay motivated and driven. Having a clear mission keeps you focused and helps differentiate you in the marketplace. By framing your work as solving a specific problem or fulfilling a mission for your clients, you align your efforts with their goals, creating real value and impact.

Mistakes Independent Consultants Should Avoid
Avoid justifying why you're working as an independent consultant. Client conversations should focus on the value you're delivering and the results you're achieving, not the method you use to execute your work. Keep your attention on the success you’re creating for your clients and the impact you're making.

Overview of Free Birds Revolution: The Future of Work and the Independent Mind
Miles shares insights from his book, including the six forces shaping the future of work and the qualities that make independent consultants successful. He connects the topics in his book to a trend highlighted in the State of Independence study by MBO Partners, showing how the independent workforce drives demand for specialized platforms and solutions that streamline business operations.

Is your goal to differentiate yourself as an independent consultant with enterprise and mid-sized businesses?

Make sure to listen to episode 205 to find out how.

Full show notes and more information: https://shownotes.melisaliberman.com/episode-205/

Check out Miles’ book, Free Birds Revolution: The Future of Work and the Independent Mind

Review the 2024 State of Independence study conducted by MBO Partners.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

204. Leveraging Relationship Marketing to Fill Your Consulting Pipeline with Sara Macauley

Thu, 06 Feb 2025 00:00:00 -0700

Mastering relationship marketing can lead to significant revenue opportunities in your business.

You might think it either comes naturally to you, or it doesn’t.

That’s not the case.

You can learn and improve your relationship marketing skills, as a path to grow your consulting business.

In today's episode, Melisa is joined by Sara Macauley, principal consultant and owner of Kindred Strategic, a consultancy that works with oil, gas, renewable energy, and software companies to grow their businesses.

Sara's expertise in relationship marketing goes beyond just connecting with potential clients—it's about transforming those connections into meaningful, revenue-generating relationships. In this episode, Sara shares her approach to building relationships that avoids a hard sell and, instead, focuses on truly helping others. Melisa and Sara explain how you can use these strategies to build a strong network and grow your business.

If you're an independent consultant looking to take your networking and client relationships to the next level, this episode provides actionable insights and real-world examples that you can apply to your independent consulting business.

Key Topics Covered:

What is Relationship Marketing?
Relationship Marketing Strategies
Relationship Marketing for Lead Generation

Are you ready to optimize your relationship marketing efforts to grow your independent consulting business?

Make sure to listen to episode 204 to find out how.

Full show notes and more information: https://shownotes.melisaliberman.com/episode-204/

Companion Resource: 🔗Today’s Companion Resource is The Consultant’s 14-Point Business Health Assessment. You can take the assessment by visiting: www.icassessment.com

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/book
Watch my YouTube Podcast Channel - youtube.com/channel
Connect with me on LinkedIn - linkedin.com/in/melisa-liberman
Check out my Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

203. Taking a Leave as an Independent Consultant with Anushka Chhaya

Thu, 30 Jan 2025 00:00:00 -0700

If you're an independent consultant, the idea of taking time off—whether it's for maternity leave, a sabbatical, or just a much-needed break—probably raises some big concerns.

Is it even possible to step away?
Will your business still be there when you come back?

In this episode, I’m talking with Anuska Chhaya, the founder of Chhaya Consulting, who recently navigated maternity leave after the birth of her second child. She shares her firsthand experience of balancing a new baby with a growing consulting business, and how she successfully managed to take time off without derailing her business.

We dive into the tough questions:

How do you build resilience into your business model to ensure it survives (and thrives) while you're away?
What systems do you need in place to keep things running smoothly?
And most importantly—how do you take time off without wondering if your business will still be standing when you return?

Whether you're planning for maternity leave, a sabbatical, or any other type of extended time off, Anuska’s advice offers valuable insights for independent consultants in any field who want to ensure their business remains strong and sustainable, no matter how long they’re away.

Key takeaways include:

How to create processes that can support your clients during periods of limited capacity
The challenges (and surprising benefits) of stepping away from your business
The three essential planning phases for taking extended time off

So, what would happen to your business if you had to step away for a while? Could you truly afford to take that break—and would your business still be there when you come back?

Tune in to episode 203 to hear practical advice and real-world strategies that will help you answer these questions and feel confident about taking time off when you need it.

Full show notes: https://shownotes.melisaliberman.com/episode-203/

Companion Resource: 🔗 Today’s Companion Resource is The Consultant’s Yearly Planning Guide. Download it at https://www.melisaliberman.com/plan

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Anushka’s Consulting Business: https://www.chhayacpa.com/
Coaching: Interested in working with Melisa? Visit consultmelisa.com to apply for a Coaching Exploratory call,
Book: "Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - melisaliberman.com/book
YouTube Podcast Channel - youtube.com/channel
LinkedIn - linkedin.com/in/melisa-liberman
Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

202. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 2)

Thu, 23 Jan 2025 00:00:00 -0700

As independent consultants, we're all on a journey of growth and learning. It's easy to feel isolated when things don't go as planned, but the truth is, we all face setbacks in our business. In the second episode of her series on lessons learned from 200 podcast episodes and 12 years in business, Melisa shares her experiences working as an independent consultant and coach.

She highlights the challenges independent consultants commonly encounter and offers practical insights for avoiding the same mistakes she made. Whether you're just starting out or running a successful consultancy, Melisa's candid reflections will help you streamline your path to building a sustainable independent consulting business.

To dive deeper into building a lasting consulting business, check out episode 201, where Melisa reveals five more valuable lessons she’s learned as an independent consultant.

Key Topics Covered:

Why These Lessons are Relevant
Lessons 6-10
Steps to Put Into Action

Are you ready to reach your consulting goals and build a sustainable business in 2025?

Make sure to listen to episode 202 to find out how.

Full show notes and more information: https://shownotes.melisaliberman.com/episode-202/

Companion Resource: 🔗Today’s Companion Resource is The Consultant’s 14-Point Business Health Assessment. You can take the assessment by visiting: www.icassessment.com

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/book
Watch my YouTube Podcast Channel - youtube.com/channel
Connect with me on LinkedIn - linkedin.com/in/melisa-liberman
Check out my Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

201. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 1)

Thu, 16 Jan 2025 00:00:00 -0700

Making the leap from a corporate job to becoming an independent consultant is a big step—and it can feel overwhelming. Building a thriving consultancy takes time, and like any entrepreneur, you'll face challenges, make mistakes, and experience growing pains along the way.

In this first episode of a two-part series, Melisa reflects on 12 years of consulting and 200 podcast episodes, sharing five valuable lessons to help you navigate the ups and downs of building a sustainable independent consulting business.

Whether you're just starting out or ready to scale your consulting business, Melisa's insights will help you overcome common challenges and avoid mistakes many consultants face.

If you're serious about growing your business in 2025, this episode is packed with practical tips to boost your confidence and set you up for success.

Key Topics Covered:

How this Applies to You
5 Lessons Learned
Steps to Put Into Action

Is your goal to build a consulting business that lasts?

Make sure to listen to episode 201 to find out how.

Full show notes and more information: https://shownotes.melisaliberman.com/episode-201/

Companion Resource: 🔗Today’s Companion Resource is the book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/book

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/book
Watch my YouTube Podcast Channel - youtube.com/channel
Connect with me on LinkedIn - linkedin.com/in/melisa-liberman

Check out my Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

200. What's Possible for your Consulting Business

Thu, 09 Jan 2025 00:00:00 -0700

Welcome to a special milestone episode—#200!

Are you limiting your potential as an independent consultant?

You might be surprised at what’s truly possible for you—whether it’s doubling your income, hitting $1M in revenue, or building a consulting business that fulfills you in ways you never imagined.

In this episode, Melisa dives into why understanding what’s possible is critical for independent consultants who want to achieve more. She shares five real-life success stories from her clients, illustrating how expanding their vision unlocked incredible results—from remarkable revenue growth to creating a more balanced, meaningful business.

If you’re unsure what’s possible for your business—or you’re ready to push past your current limits—this episode is your guide to shifting your mindset, embracing opportunity, and taking the next big leap.

Key Topics Covered:

Why knowing what’s possible is the foundation of consulting business success
5 real-life consulting business models that will inspire you
A framework to embrace possibility and set bold goals

Don’t let doubt or uncertainty hold you back.

Tune in to episode 200 for practical insights, inspiring stories, and actionable steps to unlock your full potential as an independent consultant.

Start exploring what’s possible—episode 200 is not to be missed!

Full show notes and more information: https://shownotes.melisaliberman.com/episode-200/

Companion Resource: 🔗 Today’s Companion Resource is The Consultant’s Yearly Planning Guide. Download it at https://www.melisaliberman.com/plan

MENTIONED IN THE EPISODE:

Episode 186. How a Consulting Buyer Thinks About Engaging Independent Consultants with Ran Harpaz the CEO and Founder of Lettuce.co - https://shownotes.melisaliberman.com/episode-186/

Episode 132 – The Path To $1M For The Independent Consultant - https://shownotes.melisaliberman.com/episode-132/

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/book
Watch my YouTube Podcast Channel - youtube.com/channel
Connect with me on LinkedIn - linkedin.com/in/melisa-liberman
Check out my Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

199. You’re Not Starting Over

Thu, 02 Jan 2025 00:00:00 -0700

For many independent consultants, entering a new year can feel like starting over.

While starting over can initially feel exciting, it can quickly sabotage your business if you’re not careful.

In this episode, Melisa points out the dangers of thinking you’re starting over and shares actionable strategies to break the start-over cycle.

This is an important concept for your business beyond the start of a new year. This “starting over” cycle applies to a new year and also to key inflection points in your business, such as launching your business and adding new service offerings.

Key Topics Covered:

What is the Start Over Cycle
Impact of the Start Over Cycle
How to Avoid the Start Over Sabotage

What would it mean for your consulting business to never feel like you are starting over?

Make sure to listen to episode 199 to find out.

Full show notes and more information: https://shownotes.melisaliberman.com/episode-199/

Companion Resource: 🔗 Today’s Companion Resource is The Consultant’s Yearly Planning Guide. Download it at https://www.melisaliberman.com/plan

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/book
Watch my YouTube Podcast Channel - youtube.com/channel
Connect with me on LinkedIn - linkedin.com/in/melisa-liberman
Check out my Website - melisaliberman.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

198. Key Trends to Watch in 2025 for the Independent Consultant

Thu, 26 Dec 2024 00:00:00 -0700

Understanding key trends can be the difference between staying ahead or falling behind in your consulting business. In this final episode of 2024, Melisa Liberman breaks down the six essential trends that will shape independent consulting in 2025, helping you position your business for greater success.

You'll learn why these trends matter and get practical strategies to leverage them in your business. If you want to stay competitive and grow your consulting practice in 2025, this episode provides your strategic roadmap.

In This Episode:

Why the growing number of independents creates opportunity
How AI and automation impact consulting businesses
The increasing focus on business longevity
Future of work trends affecting consultants
The rise of consultant-specific software solutions
Why consultants are building consortiums

Listen now to position your consulting business for success in 2025.

Companion Resource: 🔗 Today's Companion Resource is The Consultant's Yearly Planning Guide. Download it at https://www.melisaliberman.com/plan

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-198/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

197. Make 2025 Your Best Year Yet as an Independent Consultant

Thu, 19 Dec 2024 00:00:00 -0700

Planning for 2025 can be the difference between another year of incremental growth and transformational success in your consulting business. In this episode, Melisa Liberman breaks down the five essential steps to make 2025 your best year yet, helping you move beyond basic goal setting to create real, sustainable growth.

You'll learn why traditional planning approaches often fail independent consultants and get a practical framework for setting yourself up for success. If you're ready to make 2025 different from years past, this episode provides your roadmap.

In This Episode:

How to set vision-aligned goals that actually motivate you
Why establishing your baseline is crucial for growth
A practical framework for breaking down your plan
How to anticipate and overcome obstacles proactively
Essential steps to ensure consistent follow-through

Listen now to unlock the potential of strategic planning for your consulting business.

Companion Resource:
🔗 Today's Companion Resource is The Consultant's Yearly Planning Guide. Download it at https://www.melisaliberman.com/plan

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-197/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

196. Land More Consulting Clients by Avoiding This Common Sales Mistake (Hint: It's Not An Interview)

Thu, 12 Dec 2024 00:00:00 -0700

Are you making a common sales mistake that's costing you clients and credibility?

In this episode, Melisa Liberman reveals why letting potential clients take the lead in your sales process undermines your expertise and provides practical strategies to position yourself as the trusted advisor from the first conversation.

You'll learn why many independent consultants fall into this trap and get actionable steps to take control of your sales process. If you find yourself constantly responding to client requests rather than leading the conversation, this episode will transform your approach to consulting sales.

In This Episode:

The impact of letting clients lead your sales process
Three key prerequisites for taking control of your sales conversations
Three mindset shifts that foster successful client interactions
Practical examples of consultant-led sales processes
Five steps to implement these strategies immediately

Listen now to unlock the potential of leading your consulting sales process with confidence.

Companion Resource:

🔗 Today's Companion Resource is Chapter 10 - Become Someone Who Loves to Sell Without Being Salesy. Get my ebook for free at consultingbusinessbook.com

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-196/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

195. Best Practices for Leveraging a CRM in Your Consulting Business with Gosia FitzGerald

Thu, 05 Dec 2024 00:00:00 -0700

Managing your consulting pipeline effectively can be the difference between feast-or-famine and predictable revenue.

In this episode, Melisa interviews Gosia Fitzgerald, co-founder and CFO of OnePageCRM, who shares insider knowledge on how successful consultants track and convert leads without getting overwhelmed by complex systems.

You'll learn why many independent consultants struggle with pipeline management, common mistakes to avoid, and practical solutions that work specifically for independent consultants. If you've been tracking leads in spreadsheets or wondering if you need a CRM, this episode provides clarity and actionable steps forward.

In This Episode:

Why traditional CRMs often fail independent consultants
The three key elements of effective pipeline management
How to know when you're ready for a CRM system
Real examples of successful follow-up strategies
Practical tips for implementing a simple lead tracking system

Listen now to unlock the potential of effective pipeline management in your consulting business.

Companion Resource:

🔗 Today's Companion Resource is the OnePageCRM Configuration Guide for Independent Consultants. Get it free when you sign up through Melisa's affiliate link here - https://www.onepagecrm.com/crm-solution/consulting/?via=5d1ff0

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-195/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

194. How to Feel More Confident: Overcoming the Chicken and the Egg Effect

Thu, 28 Nov 2024 00:00:00 -0700

Do you find yourself waiting to feel confident until you land the next client or hit a certain revenue goal? This common "chicken and egg" effect keeps many consultants stuck in a cycle of self-doubt. In this episode, Melisa Liberman breaks down why waiting for external validation is holding you back and provides practical tools to build authentic confidence that drives results.

In This Episode:

Why confidence matters more than experience or credentials
The dangerous cycle of waiting for external validation
Where true confidence really comes from
The BE-DO-HAVE framework for authentic confidence
A practical tool to implement confidence on demand

Listen now to unlock the secret to building unshakeable confidence in your independent consulting business.

🔗 Today's Companion Resource is "Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality." Download it at MelisaBook.com.

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-194/
Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

193. Being In Control of Your Consulting Business Results

Thu, 21 Nov 2024 00:00:00 -0700

Taking control of your consulting business results can be the difference between stagnation and growth. In this episode, Melisa Liberman breaks down why consultants often feel powerless against external factors and provides a practical framework to regain control of your business outcomes, regardless of economic conditions or market timing.

You'll learn how to identify where you're making excuses, develop an ownership mindset, and get actionable steps to take back control of your results. If you've been feeling at the mercy of external circumstances, this episode is your roadmap to renewed business confidence.

In This Episode:

The common reasons consultants feel out of control
Why your brain seeks evidence to support limiting beliefs
The real impact of external factors vs internal mindset
A powerful tool for taking 100% responsibility
Three steps to implement more control immediately

Listen now to unlock the potential of taking full ownership of your consulting business results.

Companion Resource:

🔗 Today's Companion Resource is the Consultant's Business Health Check Assessment. Take it at icassessment.com to establish your baseline and identify key areas for optimization.

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-193/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

192. Generating a Steady Flow of Inbound Leads for Your Consulting Business

Thu, 14 Nov 2024 00:00:00 -0700

Inbound lead generation can be the difference between a thriving consulting business and a stagnant one.

In this episode, Melisa Liberman breaks down the essential strategies to attract leads who actively seek out your expertise, so you can spend more time on meaningful work and less on chasing down potential clients.

You’ll learn the prerequisites to drive inbound leads effectively, develop the right mindset, and get actionable steps you can start implementing today. If you’ve been wanting to bring in more business without the constant hustle, this episode is your roadmap.

In This Episode:

The definition and importance of inbound leads for consultants
Three key prerequisites for creating a sustainable inbound lead generation system
Five mindset shifts that foster successful inbound strategies
Practical examples of inbound lead generation tailored to consultants
Five steps to put these strategies into action immediately

Listen now to unlock the potential of generating inbound leads for your independent consulting business.

Companion Resource:

🔗 Chapter 9 “Your Lead Generation System to Uncover High Quality Opportunities” from my book, available here.

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-192/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

191. The Benefits of Being Your Own Consulting Client

Thu, 07 Nov 2024 00:00:00 -0700

In this episode of Grow Your Independent Consulting Business, Melisa Liberman dives into a transformative mindset shift—treating your business as your own best client. She shares some practical steps and strategies that independent consultants can adopt to ensure they prioritize their business growth and maintain consistency in their operations.

Key Topics Covered:

Why you should view your business as one of your clients.
The four major benefits of applying this mindset.
Tactical and logistical ways to onboard and engage with yourself as a client.
Real-life case studies showcasing this practice in action.
Strategies for balancing personal workload and prioritizing your business.
Actionable steps to implement these insights into your consulting routine.

Listen now to learn how adopting this perspective can help you manage your business more effectively and achieve your long-term goals.

Companion Resource:

🔗 Private coaching with Melisa to help you with Strategy, Processes, Mindset, and Accountability. Book at consultMelisa.com or learn more by visiting consultingbusiness.coach.

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-191/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

190. How to Create Excess Demand for Your Consulting Business

Thu, 31 Oct 2024 00:00:00 -0600

In this episode of Grow Your Independent Consulting Business, Melisa Liberman digs into creating and managing excess demand for your independent consulting business.

She covers why generating more demand than you can handle is a powerful strategy that allows you to build a business that’s both scalable and sustainable. Melisa walks through her “Excess Demand Protocol,” designed to help you navigate demand challenges and turn them into opportunities for growth, increased pricing, and greater client selectivity.

In This Episode:

Defining "Excess Demand" and its role in consulting success
Why more demand than you can handle is a positive business strategy
Five strategies to increase demand in your pipeline
Introducing the “Excess Demand Protocol” for strategic demand management
Methods for leveraging subcontractors, referrals, and short-term contracts
Mindset shifts to handle excess demand confidently

Take your consulting business to the next level by understanding how to strategically manage demand, increase your consulting value, and ensure your business meets your flexibility and revenue goals.

Companion Resource:

🔗 Read Chapter 9 of “Grow Your Consulting Business” - Your Lead Generation System to Uncover High Quality Opportunities: consultingbusinessbook.com

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-190

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

189. Bridging a Contact into a Consulting Lead: Your BLCS Tool

Thu, 24 Oct 2024 00:00:00 -0600

Are you struggling with turning contacts into consulting leads?

This is a common issue for many independent consultants who struggle to move a conversation from a general connection into a valuable business opportunity. In this episode, Melisa Liberman shares her BLCS tool to help you take control of your pipeline and unlock more consulting opportunities.

Melisa breaks down the common mindset blocks that hold consultants back from making this shift, along with practical steps to break through these barriers. If you’ve been stuck in the friend zone with potential clients or unsure how to advance your conversations, this episode will give you the tools and confidence to turn contacts into leads effectively.

In This Episode:

How to define and differentiate between contacts, leads, and opportunities in your consulting business.
The importance of overcoming the “friend zone” when networking.
Understanding the BLCS tool and how it can help you bridge contacts into leads.
Four mindset barriers preventing consultants from moving contacts into leads.
How to develop a pipeline formula that provides more predictability and peace of mind.

Listen to the full episode for actionable insights on how to generate more leads and build a predictable pipeline for your consulting business with confidence.

Companion Resource:

🔗 Read Chapter 9 of “Grow Your Consulting Business” - Your Lead Generation System to Uncover High Quality Opportunities: consultingbusinessbook.com

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-189/
Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

188. Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results

Thu, 17 Oct 2024 00:00:00 -0600

Are you ready to take your consulting business to the next level?

In this episode, Melisa Liberman shares a powerful mindset shift that can help you make more money, land better engagements, and set yourself up for long-term success: thinking of yourself as the managing partner of your independent consulting business.

Melisa explains into what it means to adopt the managing partner mindset, how it can change the way you prioritize your time, and the strategies that will help you generate more fulfilling client relationships. This mindset will allow you to maximize your impact, elevate your business, and build long-term, profitable client engagements.

In this episode, you’ll learn:

The game-changing impact of adopting a managing partner mindset in your business
How to shift your priorities and manage your time like a managing partner
Eight key attributes to help you run your consulting practice more effectively
A real-life case study of a consultant who successfully implemented this approach

If you're ready to make more money and run a more effective business, don't miss this episode.

Resources:

Consultant’s Business Health Check - icassessment.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-188/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

187. The 5 Techniques to Avoid Taking on Non-Ideal Clients in Your Consulting Business

Thu, 10 Oct 2024 00:00:00 -0600

Are you struggling with taking on non-ideal clients as an independent consultant?

In this episode of the "Grow Your Independent Consulting Business" podcast, Melisa Liberman breaks down actionable steps to help you avoid signing non-ideal clients, even when it’s tempting to accept work for cash flow.

You will hear about four essential tools to filter your clients better and protect your consulting business from regret. Melisa also shares strategies for dealing with the emotional and financial costs of working with clients who don’t align with your vision or compensation floor. Finally, learn how to gracefully exit non-ideal client engagements without damaging your business or reputation.

In This Episode:

How to set clear boundaries and floor pricing to avoid non-ideal clients
The role of emotional intelligence in client selection
Confidence-building techniques to help you turn away bad fits
Developing alternatives for when you feel stuck with a client but need the cash flow
Exit strategies to gracefully move on from bad engagements

Don’t miss this episode if you want to strengthen your client qualification process and keep your consulting business on track.

Resources:

Consulting Offer Assessment - https://consultingoffer.expert
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-187/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

186. How a Consulting Buyer Thinks About Engaging Independent Consultants with Ran Harpaz the CEO and Founder of Lettuce.co

Thu, 03 Oct 2024 00:00:00 -0600

Can you successfully balance fractional work while building a sustainable business of one?

In this episode, Melisa Liberman sits down with Ran Harpaz, CEO of Lettuce, to explore the unique dynamics of running a solo consulting business while taking on fractional roles. With a background in tech and startups, Ran shares invaluable insights from his experience working both as an independent consultant and as a leader building tools to support solopreneurs.

Ran discusses how fractional consultants can build long-term business success, why flexibility is a competitive advantage, and how to shift from a freelancer mindset to that of a business owner. He also dives into how Lettuce helps consultants simplify their operations, making work-life balance easier to achieve.

In This Episode:

How Ran’s consulting experience shaped his approach to hiring fractionals.
Why fractional roles can be the key to long-term success in consulting.
The importance of embracing flexibility as a solopreneur.
How to transition your mindset from freelancer to business owner.
Scaling your business without adding a full-time team.
How Lettuce simplifies operations and helps solopreneurs manage their businesses more effectively.

If you’re navigating the world of fractional consulting and want to build a business that thrives in the long term, this episode is packed with actionable strategies.

Marketplaces for Fractional Talent:

From this episode:

Resources:

Consulting Offer Assessment - https://consultingoffer.expert
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-186/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

185. Using AI to 10x Your Independent Consulting Business (and much more) with Gabrielle Tenaglia

Thu, 26 Sep 2024 00:00:00 -0600

Are you paying too much in taxes as an independent consultant? You might be leaving money on the table without even realizing it.

In this episode, Melisa is joined by Gabrielle Tanaglia, a seasoned fractional CMO and head of marketing at Lettuce, who shares invaluable insights about tax savings strategies, building a sustainable consulting business, and how to leverage AI tools to streamline operations.

Gabrielle dives into her own experiences, from overpaying taxes to discovering how an S-Corp can save you thousands of dollars each year. She explains how Lettuce simplifies tax management for consultants and discusses how to structure your business for both financial efficiency and work-life balance.

In This Episode:

Overpaying taxes? Gabrielle’s story of how she learned about the benefits of an S-Corp and the financial transformation that followed.
Learn how structuring your business as an S-Corp can help you save on self-employment taxes.
Hear how Gabrielle uses AI to scale her marketing efforts, making work more efficient and impactful.
How tools like Lettuce can take the pain out of managing your independent consulting business.
How Gabrielle approaches project work, transitioning clients from short-term projects to long-term, high-value engagements.

If you’ve been looking for ways to optimize your taxes, grow your consulting business, and use AI tools to make your life easier, this episode is a must-listen.

Listen now to learn how to maximize tax savings and build a sustainable consulting business!

From his episode:

Resources:

Consulting Offer Assessment - https://consultingoffer.expert
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-185/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

184. Developing Your Employer of Choice Business Model as an Independent Consultant

Thu, 19 Sep 2024 00:00:00 -0600

Do you ever think about what it would mean to design your consulting business to be an employer of choice—for yourself? Often, we think about employer branding in terms of large organizations, but it’s just as important for independent consultants and small boutique firms.

In this episode, Melisa Liberman explores how to intentionally design your business so that you are creating an environment that offers competitive compensation, work-life balance, and meaningful opportunities for growth. Melisa shares actionable strategies that you can use to ensure your business supports your personal and professional life as if you were an employer of choice.

In This Episode:

Learn how to treat your independent consulting business as an employer of choice and how that can impact your success.
Discover the 6 key components to make sure your business offers everything you need for fulfillment and success.
Melisa shares a story about an independent consultant who went from autopilot mode to an intentional approach, radically improving her business.
How to design a business that compensates you fairly, provides a work environment you love, and embodies a positive company culture.
Why you need to think about your consulting business in terms of long-term sustainability, growth, and work-life balance.

If you want to create a business that truly supports your personal and professional goals, this episode will provide you with the tools to make that a reality.

Listen now to start building a consulting business that is your dream job.

Resources:

Ep. 162. Transform Your Solo Consultancy into a Center of Excellence (COE) - Link
Ep. 090. Corporate Retreat for the Independent Consultant - Link
Consulting Offer Assessment - https://consultingoffer.expert
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-184/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

183. Consulting Clients You Could Be Overlooking & Why They Matter

Thu, 12 Sep 2024 00:00:00 -0600

Have you been overlooking important clients in your consulting business?

It's common for independent consultants to provide valuable services to clients and not "count" them for their business.

In this episode, Melisa Liberman dives deep into how recognizing overlooked clients—whether it’s side gigs, unpaid work for a spouse, or volunteer positions—can transform your consulting practice.

Melisa shares personal experiences, including how recognizing her own overlooked clients changed her approach to client management and improved her business. By the end of this episode, you’ll learn how to identify these hidden clients, realize the value they bring, and apply this newfound understanding to improve your business operations and work-life balance.

In This Episode:

Are you offering unpaid advice, volunteer work, or helping out a spouse with their business?
Discover the hidden costs of overlooking these clients and the benefits you can unlock by recognizing them.
Melisa shares real-life examples of these scenarios, including how recognizing her husband and a nonprofit board as clients helped her manage her time and resources more effectively.
Two questions to put this into action:
- 1. What work are you already doing that you’re not counting?
- 2. What benefits would you experience if you started counting it?

If you’re looking to get more out of your consulting business and better manage your time, this episode is a must-listen.

Listen now to uncover the clients you’ve been overlooking and see how recognizing them can benefit your business.

Resources:

Consulting Offer Assessment - https://consultingoffer.expert
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-183/
Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

182. How to Increase Your Consulting Pricing: A Tool

Thu, 05 Sep 2024 00:00:00 -0600

Why are some consultants able to charge an effective rate of $500+ per hour while others are stuck at $120 or $200 or $250?

Many independent consultants face the challenge of increasing their rates, feeling constrained by industry norms or self-imposed personal limitations. In this episode, Melisa Liberman dives deep into the mindset shifts and practical strategies needed to raise your consulting fees and break through your pricing ceiling.

She introduces a powerful tool—your pricing set point—to help you rethink how much you charge and why. Whether you're billing hourly, daily, project-based, or value-based, this tool can help you elevate your effective rate.

In This Episode:

What to do if you’re struggling to raise your rates and are feeling stuck at your current pricing level.
Unpack the key differences that enable certain consultants to command higher fees.
Melisa shares a tool to help you identify and adjust your mental pricing set point.
John's journey from being stuck at $150/hour to confidently charging $275/hour and beyond.
Practical steps to help you increase your rates and build a more profitable consulting business.

If you're ready to break through your pricing ceiling and increase your consulting rates, this episode will provide you with the tools and mindset shifts you need to succeed.

Listen now to learn how to elevate your consulting business and increase your rates now.

Resources:

Full show notes and more information: https://shownotes.melisaliberman.com/episode-182/
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

181. Transforming Into A Boutique Consultancy with Tradewinds Leadership

Thu, 29 Aug 2024 00:00:00 -0600

Wondering if you and your partner can build a thriving consulting business together?

Running a consulting business as a couple comes with its own unique challenges and opportunities. It’s normal to worry about balancing your personal and professional lives, especially when you’re also trying to niche down and grow a sustainable practice.

In this episode, Melisa Liberman sits down with Stephen Dummit and Olivia Leigh of Tradewinds Leadership to discuss how they navigated these challenges.

They share their journey from generalists to niche experts and how they balance their relationship while running a successful boutique consulting firm.

In This Episode:

Struggling to find your niche while worrying about turning away potential clients? How Stephen and Olivia moved past their concerns to create a stand-out brand.
Practical tips from Stephen and Olivia on maintaining a healthy relationship while growing a business together.
Discover how to move from feeling “salesy” to building genuine relationships that lead to long-term clients.
Insights into creating a consulting practice that aligns with your values and lifestyle goals.

If you’re wondering whether you and your partner can successfully build a consulting business or if you’re struggling to find your niche, this episode will provide you with the insights and strategies you need to succeed.

Listen now to discover how to navigate the challenges of running a consulting business as a couple and create a sustainable, fulfilling practice.

Resources:

"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-181/

Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

180. Doubting if Independent Consulting Is Worth It? Here's What to Do

Thu, 22 Aug 2024 00:00:00 -0600

Are you questioning the sustainability of your consulting business?

It's common for independent consultants to second-guess their decision to pursue a solo business, especially when the ups and downs of running a business feel like such a big responsibility.

In this episode, Melisa Liberman tackles the emotional and mental challenges independent consultants face when trying to grow their businesses.

She dives deep into the mindset needed to overcome hurdles and find the resilience to push forward, even when the journey gets tough.

In This Episode:

Does this sound familiar? It's important to know that second-guessing is a normal part of running your consulting business.
How to handle the question "Should I go back to full-time corporate?" in a way that doesn't sabotage your business
A 3-part framework to decide if running a consulting business is worth it

If you're struggling to maintain momentum in your consulting business and questioning if your business is sustainable, this episode will provide you with the tools and insights you need.

Mentioned in this Episode:

Take the Consultant's Business Health Assessment - https://icassessment.com

Resources:

Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality by Melisa Liberman at ConsultingBusinessBook.com
Full show notes and more information: https://shownotes.melisaliberman.com/episode-180/

Want help achieving your consulting business goals? Melisa can help. Visit consultmelisa.com to apply for a consultation and discuss how her coaching can support your growth.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

179. 3 Ways to Sell Executive Coaching as an Independent Consultant

Thu, 15 Aug 2024 00:00:00 -0600

Are you overlooking a valuable service offering in your independent consulting business?

In this episode, Melisa Liberman discusses a commonly ignored service offering that independent consultants should consider adding to their portfolios.

If you're struggling to find ways to increase revenue and stand out as an independent consultant while also making a meaningful difference in your clients' lives, you'll definitely want to listen carefully to this episode.

Melisa addresses the common misconceptions and obstacles that prevent consultants from offering this valuable service, and shares compelling reasons why it may be the perfect fit for your business.

IN THIS EPISODE:

Discover the service that could add more flexibility and revenue to your consulting practice
Learn about the prerequisites and qualifications needed to offer this service effectively
Understand the benefits of incorporating this offering, both for your clients and your business
Explore three strategic ways to package and sell this service to your target audience

If you've been searching for a fulfilling way to leverage your expertise, create lasting change, and grow your consulting business, this episode will provide you with the insights and inspiration you need to take action.

Don't miss this opportunity to expand your service offerings and make a profound impact on your clients' success.

RESOURCES

- Evaluate and optimize your consulting service offerings by getting the Consultant's Offer Scorecard - https://assessments.melisaliberman.com/consultingoffer

- Full show notes and more information: https://shownotes.melisaliberman.com/episode-179/

- Want help achieving your consulting business goals? Melisa can help. Visit consultmelisa.com to apply for a consultation and discuss how her coaching can support your growth.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

178. How to Qualify Your Consulting Clients

Thu, 08 Aug 2024 00:00:00 -0600

Do you find yourself accepting any client that comes your way, even if they're not the right fit?

Do you talk yourself into taking on clients despite red flags?

If you're an independent consultant who wants to land more ideal clients and take on more high-paying and fulfilling work, this episode is a must-listen.

IN THIS EPISODE:

- Discover a common mistake consultants make in their sales process, a mistake that often leads to underearning and less fulfilling engagements
- Learn how a structured qualifying process can help you come across as more confident, in demand, and trustworthy
- Understand the long-term impact of focusing on ideal clients over generating income from non-ideal clients
- Melisa will introduce a powerful tool to help you make informed decisions about which clients to take on

If you've been struggling to consistently land ideal consulting clients, this episode will provide you with a tool to help you be more effective in your consulting sales process.

RESOURCES

Full show notes and more information: https://shownotes.melisaliberman.com/episode-178/
Want help achieving your consulting business goals? Schedule a call with Melisa: https://consultmelisa.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

177. Managing Emotional Debt to Avoid Self-Sabotaging

Thu, 01 Aug 2024 00:00:00 -0600

Are you feeling overwhelmed, stressed, or unfulfilled in your consulting practice?

In this episode, Melisa Liberman discusses the concept of emotional debt and how it can negatively impact your consulting business results.

IN THIS EPISODE:

You will understand the concept of emotional debt and its impact on your consulting business.
Be able to recognize the signs of accumulated emotional debt, such as increased stress and decreased joy.
How emotional debt can affect your capacity, the types of work you take on, and the long-term sustainability of your practice.

This is NOT about having a positive mindset.

It's about understanding and handling your emotions effectively to prevent them from negatively impacting your business.

Tune in to this episode to understand the concept of emotional debt, how to overcome self-sabotaging behaviors, and tools to create a more sustainable and rewarding consulting business.

RESOURCES

Full show notes and more information: https://shownotes.melisaliberman.com/episode-177/
Want help achieving your consulting business goals? Schedule a call with Melisa: https://consultmelisa.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

176. Set a Compound Goal for Sustainable Consulting Business Growth

Thu, 25 Jul 2024 00:00:00 -0600

Are traditional goal-setting methods working for your consulting business?

In this episode, Melisa Liberman dives into the challenges faced by independent consultants in setting and achieving sustainable goals. She reveals how typical goal-setting can lead to self-sabotage. Then, she shares a tool you can use to avoid building an underperforming, unsustainable, unpredictable, and/or plateauing consulting business.

IN THIS EPISODE:

Learn why traditional goals can lead to self-doubt
Understand the “compound goal” tool. Including its 4 components
Learn how to set goals such that you don’t have to choose between making money and having work-life balance
Get insights from a case study that shows you how to implement this “compound goal” tool in your business

If you're facing challenges in setting and achieving your consulting business goals, this episode will guide you to a more sustainable and lucrative approach.

RESOURCES:

Check out Chapter 4 - Your Business Vision and Goals inside of Melisa’s book "Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-176/

Want help achieving your consulting business goals? Schedule a call with Melisa: https://consultmelisa.com/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

175. Quantifying the Value of Your Expertise: A Case Study for Independent Consultants

Thu, 18 Jul 2024 00:00:00 -0600

Struggling to Quantify the Value of Your Expertise as an Independent Consultant?

Do you want to move into value-based pricing but don’t know where to start?

In this episode, Melisa Liberman digs into a case study that reveals the common challenges independent consultants face when trying to quantify their expertise’s value.

If you’re stuck in the cycle of time-based pricing, fear you’re underpricing, or worry your clients won't agree on the value, this episode is a must-listen.

Melisa tackles these challenges head-on and opens up a behind-the-scenes look at how one corporate client navigated their own complexities in choosing the right consultant, shedding light on the false beliefs and solutions that can apply directly to your consulting business.

IN THIS EPISODE:

Common challenges independent consultants face when implementing value-based pricing
Melisa will walk you through a case study where she describes the exact process an independent consultant used to transition from hourly-based pricing to value-based pricing
How shifting the client’s focus from minimizing costs to optimizing benefits made all the difference in their decision-making process

If you've been grappling with how to set your prices based on the value of your expertise, rather than time spent, this episode will provide you with practical strategies and questions to help you and your clients see the full impact of your work.

Don't miss this chance to transform your consulting pricing approach and elevate your consulting business.

RESOURCES

"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Independent Consultant's Pricing Assessment - https://assessments.melisaliberman.com/pricing

Full show notes and more information: https://shownotes.melisaliberman.com/episode-175/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

174. How to Launch a Consulting Business in 10 Steps (PART 2)

Thu, 11 Jul 2024 00:00:00 -0600

Want to set a strong foundation for your consulting business?

In this episode, part two of a 2-part series, Melisa walks you through the steps to land clients.

This episode goes back to basics.

If you're new to consulting, it will help you launch your consulting by setting a strong foundation.

If you're an established consultant, the episode will help you strengthen your client acquisition processes so you land clients more predictably.

IN THIS EPISODE:

Learn practical tactics for meeting potential clients and landing engagements.
Find out how to balance the necessary time and mental energy to run your business while delivering valuable services to your consulting clients.
Understand the crucial mindset shifts from employee to successful business owner and how it dramatically alters your business development, operations, and client relationships.

Don't forget to subscribe, leave a review, and visit Melisa's website for additional resources to supercharge your consulting business.

RESOURCES

"Twelve Steps to Start a Successful Consulting Business" - Free ebook available at iclaunch.com
Rate calculator for initial pricing strategy: ictoolkit.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Full show notes and more information: https://shownotes.melisaliberman.com/episode-174

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

173. How to Launch a Consulting Business in 10 Steps (PART 1)

Thu, 04 Jul 2024 00:00:00 -0600

Are you wanting to know the best way to start or relaunch your consulting business?

In this episode (part one of a two-part series), Melisa covers the 10 essential steps to set you on the path to a successful consulting business. This episode dives into the first six critical steps.

In This Episode:

Uncover the initial struggles of putting your business on legal and operational footing. Melisa explains why you should focus on vital basics rather than the common distractions that “seem productive”, but aren’t.
Understand the importance of articulating your unique value proposition to attract clients effectively.
Learn why many consultants fail to shift from hourly work to value-based pricing and how to set rates that reflect your true value.
Get critical tips for marketing your business on a shoestring budget.

Don't forget to subscribe, and leave a review if you find the episode valuable.

Episode Resources:

"Twelve Steps to Start a Successful Consulting Business" - Free ebook available at iclaunch.com
Rate calculator for initial pricing strategy: ictoolkit.com
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
Full show notes and more information: https://shownotes.melisaliberman.com/episode-173/

FOR MORE

Don't forget to subscribe, leave a review, and visit Melisa's website for additional resources to propel your consulting business forward. Remember, next week's episode (173) will cover the remaining steps— don't miss it.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

172. Filling Your Pipeline, Landing Ideal Consulting Clients, and Turning Away Work with Abbie DuBois

Thu, 27 Jun 2024 00:00:00 -0600

Want to fill your consulting pipeline in 45 days?

Want to go from a dry pipeline to landing more opportunities than you can handle?

In this episode, Melisa Liberman invites Abbie DuBois to discuss how she made massive changes in her business over the course of 3 months, including filling her pipeline, landing direct clients, and learning to effectively juggle working on the business with working in the business.

Not only does Abbie share her successes, she is transparent about the challenges she faced and how she overcame them.

IN THIS EPISODE

Fill a pipeline from empty using the "sprint" technique
Abbie shares her journey of overcoming her fears of coming across as desperate or needy, and the strategies she used to secure two clients in just 45 days.

How a powerful combination of strategy and mindset made all the difference for Abbie
Discover the strategies Abbie used to set up conversations, create a thriving pipeline, and even turn down work when she had more demand than capacity.

Abbie's strategy for balancing working on her business with working in her business
Tune in to hear Abbie’s story of how she went from a completely dry pipeline to landing clients and securing high-value contracts—all by adopting a specific approach that you can start using today.

RESOURCES
- "Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book
- Full show notes and more information: https://shownotes.melisaliberman.com/episode-172/

FOR MORE
Don't forget to subscribe, and leave a review if you find the episode valuable. For more resources, visit Melisa's website and take the next step toward filling your consulting pipeline.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

171. Make the Most of Professional Events: Strategies to Generate More Leads as an Independent Consultant

Thu, 20 Jun 2024 00:00:00 -0600

Want to generate leads by attending professional events but not sure how?

Do you question the value of attending professional events as an independent consultant? Are you unsure how to maximize your time and investment when you're at these events, whether they are virtual or in-person?

In this episode, Melisa addresses one of the most common dilemmas independent consultants face: is attending events really worth it, and how can you ensure that you're getting the most out of them?

How do you turn events from awkward into productive?

Networking Effectiveness: Do you leave events unsure of how to keep the conversation going with the people you've met?
Follow-Up Failures: Are you finding it hard to successfully follow up with the contacts you’ve made, resulting in lost opportunities?
Return on Investment: Have you spent money and time on events but are still questioning if they were worth the effort?

What mistakes could you be making when you're attending professional events?

Many independent consultants attend events without a concrete strategy, leading to wasted time and resources.
This episode dives into why having a clear, intentional plan is crucial for event success.

How do you maximize the ROI and ROT of the professional events you attend?

Melisa reveals three essential strategies for event preparation, participation, and follow-up to ensure your time and investment pay off.
Learn from real-world examples of independent consultants who turned event attendance into valuable leads and client relationships.
Subscribe now and listen to this episode for actionable insights that will help transform your approach to professional events and elevate your business development game.

Resources

Full show notes and more information: https://shownotes.melisaliberman.com/episode-171/
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

170. Being Ghosted as an Independent Consultant

Thu, 13 Jun 2024 00:00:00 -0600

Do you find yourself being ghosted by potential clients?

Does the silence after initial interest leave you feeling confused and questioning your ability to sell your consulting services?

In this episode, Melisa sheds light on the perplexing and frustrating phenomenon of being ghosted, giving you the insights you need to navigate this common, yet challenging, part of consulting.

Are You Struggling With:

Mental Agony: Is being ghosted taking a toll on your mental and emotional well-being, leaving you drained and demotivated?
Follow-Up Strategies: Have you been blind-sided by ghosting despite diligent follow-up and communication?
Understanding Why: Are you constantly second-guessing what might have gone wrong and how to prevent it in future interactions?

The Underlying Issue:
Independent consultants often expend enormous mental and emotional energy trying to decode the silence, which can be both exhausting and unproductive.

So How Do You Fix It?

Melisa discusses practical strategies to handle and reduce the occurrence of ghosting by establishing clear communication and setting expectations upfront.
Discover how to create a ghosting protocol that not only cushions the blow but also refines your business processes to mitigate its impact.
Listen now to learn actionable steps and mental tools that can help you turn ghosting from a confidence crusher into a manageable aspect of your consulting business.

Resources:

"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Full show notes and more information: https://shownotes.melisaliberman.com/episode-170/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

169 - Taking a Sabbatical as an Independent Consultant with Ashley Ryall

Thu, 06 Jun 2024 00:00:00 -0600

Feeling burned out and uninspired as an independent consultant? Are you constantly managing an overwhelming number of responsibilities without finding fulfillment or new challenges?

In this episode, features guest Ashley Ryall who shares her experience taking a sabbatical as an independent consultant.

In This Episode:

When to take a sabbatical as an independent consultant

Are you pushing through burnout and feeling disconnected from your work?
Do you feel like your business is taking over your life?
Ashley shares what led her to take a sabbatical.

How to take a sabbatical as an independent consultant

Do you question how you can make a sabbatical work financially?
Are you unsure how to manage client relationships during an extended break?
Ashley shares how to prepare for a sabbatical and how to get the most out of the time you're taking off.

Melisa and Ashley discuss real-life strategies to:

Plan and prepare for a sabbatical
Communicate with clients to set up your sabbatical
How to maximize the benefits of a sabbatical

Resources:

Connect with Ashley
- UntapSocial
- https://www.linkedin.com/in/ashleyryall/
"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Full show notes and more information: https://shownotes.melisaliberman.com/episode-169/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

168. A Tool to Optimize How You Spend Your Time as an Independent Consultant

Thu, 30 May 2024 00:00:00 -0600

Do you feel overwhelmed by the multitude of tasks you juggle as an independent consultant? Are you constantly trying to optimize your processes but still find yourself struggling to achieve a work-life balance?

In this episode, Melisa tackles one of the most pressing challenges faced by independent consultants: how to maximize the time you have available as a business owner.

In This Episode:

Take Back Your Control:
- Are you sinking hours into systems and processes that aren't actually necessary? Melisa introduces a powerful question that could revolutionize the way you manage your consulting business.
Are You Struggling With:
- Proposal Writing: Are proposals eating up your time and yielding no results?
- Lead Generation: Is your lead generation process feeling like a never-ending uphill battle?
- Client Delivery: Are your client delivery responsibilities consuming all of your capacity?
The Underlying Issue:
- Many independent consultants are stuck in a cycle of optimizing processes that may not even need to exist. This episode delves into how to identify and break free from this cycle.
So How Do I Fix It?
- Melisa shares real-life examples of consultants who have drastically simplified their processes and reclaimed their time.
- Discover unconventional approaches that can transform your business.

Resources:

"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/book

Full show notes and more information:
https://shownotes.melisaliberman.com/episode-168/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

167. Being Wrong About Not Needing To Work On Your Mindset

Thu, 23 May 2024 00:00:00 -0600

Do you think you only need strategic advice for your independent consulting business? Think again.

Many consultants believe they'll reach their goals if they're more consistent in executing their business development routines or are better able to articulate their service offerings and unique value proposition. It seems like having a clearer strategy and set of routines will be the answer to what helps them reach their goals.

In Episode 167, Melisa Liberman challenges this notion, revealing why mindset is just as crucial as strategy and tactics in achieving consulting success.

Often, independent consultants say, "I don't need mindset help; just tell me what to do."

However, as work progresses, Melisa notices that mindset issues often arise, impacting their strategies and overall business success. Melisa will unravel the critical role mindset plays in not just achieving but surpassing your business goals.

Melisa explains:

How a fixed mindset can prevent consultants from realizing their full potential and how it intertwines with strategic execution.
How mindset influences every business decision, from client interactions to setting and reaching goals.
The profound impact of integrating mindset work into regular business practices.

Convinced that mindset isn't an issue for you?

Today, Melisa encourages you to reconsider, providing examples and practical advice on how subtle mindset shifts can lead to significant breakthroughs in your business.

Don’t miss it!

Full show notes and more information:
https://shownotes.melisaliberman.com/episode-167/

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

166. Setting a Goal to Replace Your Corporate Income Can Backfire for Your Independent Consulting Business

Thu, 16 May 2024 00:00:00 -0600

Is your goal to replace your corporate income as an independent consultant?

It's common for consultants set revenue goals centered around what they were making in corporate or would be making in corporate had you stayed.

You might not realize it but setting goals in this way can backfire for you as a consulting business owner.

In Episode 166, Melisa Liberman addresses a common and critical error many independent consultants make: setting revenue goals based on their past corporate income or based on what they would be making had they stayed in corporate.

Melisa discusses how this approach can inadvertently cap your growth potential and limit your business's success.

In this episode, Melisa covers:

Why is anchoring your revenue goals to your past corporate income risky
The common pitfalls of this approach and how to avoid them
How to set your revenue goals in a way that doesn’t backfire

Tune in to learn how to avoid this common pitfall and set yourself up for success.

Full show notes and additional information can be found here: https://shownotes.melisaliberman.com/episode-166/

Ready for coaching tailored to you as an independent consulting business owner? Let’s talk! https://www.melisaliberman.com/coaching-for-consultants

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

165. Get In Front of More Decision-Makers to Increase Your Consulting Sales Close Rate

Thu, 09 May 2024 00:00:00 -0600

Are you struggling to get in front of decision-makers?

Are you landing meetings with potential clients but then getting stuck because the people you're talking to don’t have a budget or decision-making authority.

This is a common problem for independent consultants, but there are ways to make it easier.

In this episode, Melisa Liberman discusses strategies for getting in front of the elusive decision-maker so you can effectively sell your consulting work.

Melisa explains the importance of understanding both the 'why' and 'why not' of reaching out to decision-makers and provides insights into common obstacles that could be hindering your success.

You will learn Melisa’s prerequisites for getting in front of consulting buyers, including strategic relationship building with influencers and creating compelling entry offers.

Do you want to enhance your overall consulting lead generation strategy? Download the companion resource for this episode and read Chapter 9 of Melisa's book for a deeper understanding. Available at consultingbusinessbook.com.

Full show notes and additional information can be found here: https://shownotes.melisaliberman.com/episode-165/

Ready for coaching tailored to you as an independent consulting business owner? Let’s talk!
https://www.melisaliberman.com/coaching-for-consultants

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

164. Thinking “I’m Behind” Is Dangerous for Your Independent Consulting Business

Thu, 02 May 2024 00:00:00 -0600

Are you feeling behind in your consulting business?

Beware, the “I’m behind” thought process can limit your business growth. It might feel like the truth, that you’re just stating a fact. But, it’s actually a dangerous mindset that’s important to watch out for as in independent consultant.

In today’s episode, Melisa explains how your mindset can slow down or even halt your progress and success as an independent consultant.

Then, Melisa shares two examples of consultants who felt behind on revenue and lead generation and how they were able to shift their mindset and overcome this feeling.

She emphasizes the importance of regularly reviewing the facts, measuring success in your business, and redirecting your thought patterns.

Melisa wraps up the episode with the “fix” you can leverage to feel behind. The fix is likely not what you’re expecting it to be.

Click here for the full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

163. A Tool for Higher Converting Consulting Networking Calls

Thu, 25 Apr 2024 00:00:00 -0600

Are you a consultant who frequently hears “I’ll keep you in mind” at the end of a networking call?

Networking is an effective strategy for building a consulting pipeline.

But, many consultants struggle to convert networking calls into potential opportunities.

In this episode, Melisa shares an actionable tool consultants can leverage to achieve concrete results from a networking call.

Melisa empathizes with consultants who find themselves in networking conversations that lead nowhere beyond vague promises like "I'll keep you in mind." She offers a practical strategy to avoid dead-end calls and take control of networking outcomes.

Melisa introduces the three-way mental model evaluation, a tool designed to help consultants analyze their thoughts about the person they're speaking with, their mindset during the call, and their approach to the networking process.

Drawing from real-life examples and case studies, Melisa illustrates how the three-part evaluation can significantly improve the outcomes of networking calls.

By taking responsibility for these interactions' results and implementing practical mental shifts, consultants will improve call conversions and generate more income. This comprehensive discussion gives consultants a must-have tool for transforming networking conversations into meaningful consulting opportunities.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

162. Transform Your Solo Consultancy into a Center of Excellence (COE)

Thu, 18 Apr 2024 00:00:00 -0600

When you start thinking about your independent consulting business as a center of excellence, the level of impact, fulfillment, and growth provided to your clients can dramatically shift.

You’re an expert and thought leader in your field. By thinking of your consulting business as a Center of Excellence, you can set yourself up to generate more inbound leads and offer higher-paying consulting services.

In this episode, Melisa offers a detailed and actionable framework to help consultants transform their solo consultancy business into a Center of Excellence.

Using real-life examples, Melisa clearly defines how the Center of Excellence concept and shares the benefits of implementing this concept into your independent consulting business.

She outlines six critical elements for establishing a thriving Center of Excellence in a solo consultancy, emphasizing clarity, innovation, and client-centricity.

Finally, Melisa concludes with an important warning and shares a series of questions to help consultants transform their independent consulting practice into a center of excellence.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

161. How to Overcome Discouragement as a Consulting Business Owner

Thu, 11 Apr 2024 00:00:00 -0600

Every consulting business experiences peaks and valleys. One minute, you feel confident and successful; the next, you are ghosted by a new lead or lose a client and feel discouraged. The volatile nature of owning a consulting business might have you wondering if all the obstacles are worth it.

In today's episode, Melisa shares her five-step formula for overcoming discouragement in your consulting business.

She encourages consultants to embrace and normalize periods of discouragement and offers a practical guide for overcoming self-doubt and getting back on track to meet your goals.

By proactively addressing discouragement, consultants can stop relying on landing a new client or closing a big deal to improve their mindset and boost confidence.

Melisa provides a comprehensive framework for consultants to navigate and overcome feelings of discouragement, break the discouragement cycle, and replace negativity with motivation and momentum.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

160. Using Diagnostics to Uncover Consulting Leads More Effectively

Thu, 04 Apr 2024 00:00:00 -0600

Streamlining the lead generation process helps independent consultants build their consulting pipeline quicker and more effectively. In episode 159: Shorten the Consulting Sales Cycle by Offering a Diagnostic, consultants learned how offering a diagnostic will improve conversation rates by shortening the sales cycle.

Today's episode continues the conversation by explaining how to leverage diagnostics to uncover client leads. Melisa's practical approach focuses on implementing diagnostics as a means to streamline the lead generation process for independent consultants.

Melisa presents three compelling case studies illustrating diverse scenarios where diagnostics can be effectively leveraged to generate leads. These examples range from networking interactions and speaking engagements to follow-up strategies with past clients. By demonstrating how diagnostics can be integrated seamlessly into various business contexts, Melisa underscores its versatility as a powerful tool for consultants seeking to expand their client base.

In closing, Melisa outlines a four-step implementation plan for effectively integrating diagnostics into a consulting business. From defining desired services and crafting diagnostics to offering them strategically to potential clients, Melisa provides actionable guidance for consultants looking to enhance their business development efforts. This episode equips independent consultants with practical insights, actionable strategies, and the tools and knowledge necessary to leverage diagnostics effectively in uncovering consulting leads and driving business growth.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

159. Shorten the Consulting Sales Cycle by Offering a Diagnostic

Thu, 28 Mar 2024 00:00:00 -0600

Are you an independent consultant looking to optimize your client acquisition process and drive business growth?

Whether you have a gap in your consulting pipeline or are struggling to meet revenue goals, shortening the sales process will expedite business growth. Offering diagnostics as one of your consulting service offerings is an effective way to land clients more quickly.

In this episode, Melisa outlines why diagnostics are valuable tools in a consultant's toolkit. Through relatable examples and practical insights, she illustrates how consultants can use diagnostics to uncover client challenges and offer actionable recommendations for improvement.

By sharing real-life examples, Melisa underscores the versatility of diagnostics in different consulting contexts, demonstrating their potential to streamline client acquisition and deepen client relationships.

Furthermore, Melisa emphasizes the importance of avoiding common mistakes by encouraging consultants to tap into their unique insights and experiences to develop customized diagnostics that resonate with their target clients.

This episode provides a practical roadmap for consultants to implement diagnostics as a service offering. It includes steps to identify focus areas, outline best practices, and test diagnostic offerings with past clients. Through this approach, consultants can accelerate client acquisition, enhance their value proposition, and foster long-term client satisfaction.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

158. Leveraging Channels to Fill Your Consulting Pipeline

Thu, 21 Mar 2024 00:00:00 -0600

Independent consultants need easy ways to fill and improve the quality of their consulting pipelines. How can you build channel relationships so that other people refer ideal clients to you?

In this episode, Melisa explains how to leverage channels to fill your consulting pipeline. Intentionally building relationships with third parties to generate leads for your business eases the burden of lead generation and enhances the quality of leads.

Melisa begins with an overview of the fundamentals of channel strategy, emphasizing the alignment with organizations that cater to your target audience and offer complementary services. Through two insightful case studies, she illustrates how consultants can forge partnerships to receive consistent leads. Melisa also cautions against common mistakes consultants make when leveraging channel partnerships and how to avoid them. Finally, the episode concludes with a six-question framework to identify potential channel partners.

Listen to discover how to leverage channels to fill your consulting pipeline. With a strategic approach and dedication to nurturing connections, consultants can unlock new opportunities, expand their reach, and achieve sustainable business growth in the competitive consulting landscape.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

157. Your Monthly Consulting Plan: Don’t Overlook this Vital Component

Thu, 14 Mar 2024 00:00:00 -0600

An effective monthly plan will dramatically improve results and generate higher revenue for your consulting business. With that said, it’s important to note a key component that’s commonly missing from consultants' monthly plans.

In this episode, Melisa emphasizes the importance of revisiting and refining goals for the year, tracking progress, and enhancing your monthly planning process. The discussion focuses on an often overlooked component—the "who" in your plan. In terms of your mindset and thinking, becoming aware of who you need to be is critical to achieving your goals.

First, Melisa breaks down the typical monthly planning process for consultants, highlighting the common oversight in incorporating the "who" component.

Next, she provides four specific examples to illustrate integrating this vital element into your monthly planning.

Then, Melisa concludes by providing actionable strategies to implement the "who" component in your monthly planning.

Running an independent consulting business requires more than just theory—it demands a practical and actionable mindset. Independent consultants can unlock predictable, effective, and lucrative results by setting clear goals, mapping out strategies, incorporating a robust "Who Plan," and reinforcing a positive mindset. Tune in to discover the missing link that could transform your consulting business.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

156. The 3 Lead Generation Modes for a Consulting Business Pipeline

Thu, 07 Mar 2024 00:00:00 -0700

A robust and well-maintained pipeline is crucial for a consulting business's growth and success. However, many independent consultants go into default lead generation mode based on their immediate business situation. Lead generation should be consistent and follow a purposeful strategy to fill a consulting pipeline.

In this episode, Melisa explores three distinct lead generation modes to help consultants fill and maintain their consulting pipeline. First, she offers insights into the negative results consultants get when approaching lead generation without intentionality. Then, Melisa details three recommended modes: Run/Maintain, Active, and Sprint. Melisa defines each mode, explains when to use it in your business, and shares real-life examples to successfully leverage each strategy.

Melisa concludes with a five-question framework to help consultants define each of the modes in their businesses. This critical lead generation playbook encourages consultants to be more intentional about their consulting pipelines, reduce stress, and become confident in the growth of their business.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

155. Choosing the Best Strategy for Your Stage of Business Growth

Thu, 29 Feb 2024 00:00:00 -0700

Selecting a business strategy that aligns with the maturity of your consulting business will accelerate growth and help you achieve success more efficiently. But how do you know if the plan you are implementing is too advanced or too simple for the stage of your business you are in?

In this episode, Melisa underscores the necessity of aligning your business strategy with the stage of your business growth. She sheds light on the impact of misalignment, including wasted time, unnecessary expenses, and missed opportunities. Melisa leverages client examples to outline the effects of choosing the wrong strategy and makes recommendations to avoid similar missteps. The episode concludes with an actionable four-step framework to help consultants make well-informed decisions when finalizing their business strategy.

Melisa's insights offer a practical approach for consultants struggling to grow their businesses effectively. Whether you are frustrated by a lack of results or fear the potential negative impact of change, this episode is a motivational guide to achieving consulting success. Tune in for actionable advice and critical perspectives to enhance your business strategy and propel your consulting business forward.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

154. Lessons Learned from Writing a Book

Thu, 22 Feb 2024 00:00:00 -0700

Writing a book is a challenging undertaking. As an independent consultant, there are several reasons to become a published leader in your industry. From growing your prospective client list to building a reputation as a go-to expert, the benefits of writing and publishing a book are endless.

In this episode, Melisa offers an in-depth review of lessons learned while writing and publishing a book. From her motivations behind writing a book to the triumphs and tribulations of the writing and editing process, she shares valuable insights for aspiring authors.

Melisa begins by detailing the decisive moment she committed to writing a book, underscoring the importance of unwavering determination and the support gained from choosing an independent publisher. She candidly shares her struggles developing a unique concept, the power of writing sprints, and her laborious edit process. Finally, Melisa dives into book promotion and why authors should dedicate a year of marketing and promotion.

This episode is an invaluable resource if you are an independent consultant considering writing a book to increase your brand reputation and visibility. Learn from Melisa's experience and get inspired to publish as a leader in your industry.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

153. The 14 Systems To Grow a Thriving Consulting Business (part 3)

Thu, 15 Feb 2024 00:00:00 -0700

Are you ready to unlock your full potential as an independent consultant and create a thriving consulting business?

In the final episode of the podcast series, 14 Systems to Create a Thriving Consulting Business, Melisa highlights discernible patterns that differentiate prosperous consultants from those facing challenges. First, Melisa explores the importance of robust financial systems and suggests moving away from reactive financial management to proactive, routine-based practices. Then, she explains the necessity of balancing time spent working on the business with time spent on client delivery and how planning these activities ensures a healthy pipeline.

These systems connect to mindset, a critical factor in achieving success. Melisa distinguishes between the mindset of a business owner and that of an employee, emphasizing the need for intentional mindset development and routine practices. The episode concludes with a motivational call to action, reminding consultants to challenge themselves, take risks consistently, and believe in their potential, reinforcing the belief that a thriving business is within reach.

Through real-life examples and learned experiences, Melisa delivers the final piece of an actionable plan for independent consults to create a thriving business.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

152. The 14 Systems To Grow A Thriving Consulting Business (part 2)

Thu, 08 Feb 2024 00:00:00 -0700

What makes one consultant succeed more efficiently than another? There are 14 systems to grow a thriving consulting business. Each is pivotal in the success and development of an independent consultant.

In today's episode, Melisa continues the conversation from Episode 151 by sharing the next five systems to grow a thriving consulting business. This segment is part 2 of the podcast series and highlights the importance of the following:

Predictable lead generation
A high-quality sales and proposal system
Audience awareness
Staying top of mind
Leveraging client delivery as an asset

Not only does Melisa explain the significance of each of these five systems, but she also guides consultants on how to implement them in their consulting businesses. Melisa draws from real-life examples and imparts valuable insights to empower consultants in building these fundamental systems within their practices.

This episode serves as a comprehensive guide for consultants seeking to elevate their independent consulting businesses. Tune in to gain a nuanced understanding of the critical systems instrumental in fostering growth and success as an independent consultant.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

151. The 14 Systems To Grow A Thriving Consulting Business (part 1)

Thu, 01 Feb 2024 00:00:00 -0700

Every independent consultant has the talent and prerequisites to be successful. So what makes it easier for one consultant to grow a robust pipeline while another struggles to build their business?

This episode marks the beginning of a series focused on 14 systems to grow and maintain a thriving consulting business. Listen to learn about the first five systems independent consultants need to establish to create a successful consulting business.

Melisa emphasizes the need for a committed and detailed three-year plan and explains how consistent assessments help consults move the needle and grow their business. Then, she explores the importance of a compelling service portfolio, advocating for a specialized approach over a generalist one. She also reviews pricing methodology and offers insights about aligning pricing frameworks with value propositions. The episode concludes by underscoring the impact of a well-defined business model that integrates the first four steps of the framework.

For independent consultants looking to grow their business, Melisa's insights offer a roadmap to transform struggles into success. Uncover the difference between reactive and proactive approaches, and learn why implementing these systems is the key to building a successful consulting business.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

150. Pivot Or Persevere: How Long To Stick With A Strategy That’s Not Working

Thu, 25 Jan 2024 00:00:00 -0700

As your independent consultant business evolves, implementing and testing new strategies is essential. But sticking to a new approach is challenging when you don't get immediate results.

Should you pivot or persevere?

In this episode, Melisa addresses a crucial topic for business owners: when to stick with a new strategy or make a pivot. By referencing a real-life example, she guides consultants through an actionable five-part framework emphasizing the need for a clear plan, defined hypothesis, unwavering commitment, and thorough evaluation.

For consultants navigating the complexities of business growth, this episode provides a practical guide to making strategic decisions that can propel consulting businesses forward.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

149. Pitching Your Consulting Services

Thu, 18 Jan 2024 00:00:00 -0700

Is the fear of pitching your consultant services holding you back from acquiring new clients?

Selling services is challenging for many independent consultants. They want to necessitate their value but feel uncomfortable addressing prospective leads. So, consultants default to pitching as a selling tactic, causing unnecessary pressure on themselves and their potential clients.

In today's episode, Melissa shares how framing your sales process as a pitch negatively impacts your ability to land new clients. She explains how shifting towards a more collaborative, solution-oriented, and client-centric approach is more effective. Drawing from real-life examples, Melisa dismantles the notion that consultants need to pitch, offering a refreshing perspective that empowers consultants to build trust, foster deeper relationships, and ultimately achieve more impactful results without the need for traditional pitching.

This episode is a transformative guide for consultants seeking to revolutionize their sales approach and maximize their effectiveness in acquiring new clients.

Click here for the full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

148. Overcoming A Thought Leadership Block

Thu, 11 Jan 2024 00:00:00 -0700

By sharing valuable expertise, independent consultants can create lasting impressions on potential clients and ultimately attract inbound leads.

Despite its importance, many consultants struggle to maintain a consistent thought leadership strategy. It’s common to question your expertise and hit a block.

The Basics of Thought Leadership: Get clear on the basics of thought leadership and how it’s a key component in building your brand and attracting clients.
Common Challenges: Explore the struggles faced by consultants at various stages of their thought leadership journey.
Five-Step Framework: Discover Melisa's straightforward framework to overcome a thought leadership block, when it happens.
Real-Life Examples: Gain insights from relatable examples tailored for consultants at different stages in their thought leadership journey.

This episode is a must-listen for independent consultants at any stage of their thought leadership journey. Whether you're just starting or looking to bring more consistency to your efforts, you'll find valuable insights and actionable strategies to enhance your thought leadership approach.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

147. When to Fire a Consulting Client

Thu, 04 Jan 2024 00:00:00 -0700

In this episode, Melisa tackles a common challenge faced by many consultants—deciding when and if to part ways with a client.

The dilemma of firing a client is a complex one that every consultant faces at some point. On one hand, there's the desire to make the client relationship work, not wanting to be seen as a quitter, and the revenue that the client brings in. But on the other hand, there's the toll it can take on your peace of mind and the potential harm to your overall business.

It's a tough decision that requires careful consideration, weighing the short-term gains against the long-term consequences. Sometimes, parting ways with a client can lead to a healthier business and a better quality of life. It's all about finding that delicate balance.

But when is it the right time to let go of a client?

Drawing from personal experience, Melisa shares a robust framework to assist consultants in navigating this challenging decision. She delves into distinguishing clear reasons and navigating the gray areas, helping you understand your role in the client relationship and make strategic decisions.

Whether you're currently grappling with this decision or preparing for the future, this episode offers valuable insights and actionable steps to elevate your consulting business.

Click here for the full show notes and more information.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

146. Productize Your Consulting Services

Thu, 28 Dec 2023 00:00:00 -0700

Many independent consultants overlook the opportunity to productize their services because they think their work varies too much based on each client’s unique circumstances and requirements.

While it’s true each of your clients is unique, that doesn’t mean you can’t turn your client delivery approach into a repeatable, productized solution.

Productizing your consulting solutions benefits both you and your clients.

In this episode, Melisa breaks down the process to productize your consulting services, and how you can do so without sacrificing the variety you want to have in your business and the customization and tailoring your consulting clients expect and value.

Melisa shares two real-life case studies to bring this concept of productizing your consulting services to life. And, she gives seven questions to help you apply the episode to your consulting business.

This episode will help you uncover opportunities to productize your consulting services, so you can charge more for your consulting work, give yourself the flexibility to engage subcontractors when and where you want to in your business, and so you stand out as the sought-after consultant for your consulting specialization.

Click here for the full show notes and more information, including the Productized Consulting 101: A Guide for Independent Consultants article.

Then, click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

145. An Unconventional Goal Setting Approach for a Consulting Business

Thu, 21 Dec 2023 00:00:00 -0700

As we approach the end of another year, it's that time to set goals for the upcoming year. Or, if you're catching this episode later, it could be time to establish or revisit your quarterly or monthly business objectives.

If you’re implementing SMART goals or incremental-type goals in your business, you could be leaving opportunities on the table.

In this episode, Melisa introduces an unconventional method for achieving your goals. This unique approach has proven to be a game-changer for consultants, propelling them past plateaus, breaking through perceived ceilings, and shattering upper limits to unlock results they once thought were unattainable.

Melisa is excited to guide you through this process, providing a fresh perspective on goal-setting.

Ready for a challenge? Join in to discover more.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

144. Arguing For Your Limitations

Thu, 14 Dec 2023 00:00:00 -0700

An obstacle for independent consultants aiming to grow their business is the tendency to argue for limitations.

What does this mean to argue for your limitations?

Arguing for your limitations refers to situations where you justify and explain why something won’t work for you or your business.

For example, you might justify your empty pipeline by thinking the economy is soft.

Or, you might explain why you have a long sales cycle by thinking your industry is slower than others to make decisions.

Or, you might justify that you don’t have time to focus on business development right now.

You’re smart. You can find a lot of evidence to support these justifications.

But, when you argue for your limitations, you make running your business harder than it needs to be. And, it takes longer to reach your goals.

This episode emphasizes the importance of recognizing that these perceived roadblocks, obstacles, or industry norms are not fixed or insurmountable limitations.

Listen in as Melisa discusses what it means to argue for your limitations, shares three examples to illustrate this concept, and helps you identify where you’re arguing for your limitations.

Don’t miss the end when Melisa outlines steps to avoid making this mistake in your independent consulting business.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

143. The 1st Step To Plan For Next Year (Or Next Quarter) In Your Consulting Business

Thu, 07 Dec 2023 00:00:00 -0700

In this episode, Melisa shares a crucial first step for consultants aiming to exceed their business goals in the next year and next quarter.

She explains how this often-overlooked step of an effective goal-setting process can lead to success, even if you're currently behind.

Melisa guides listeners through a powerful three-step evaluation framework to set the stage for effective planning and goal-setting in the upcoming year, quarter, month, or week.

This is a must listen episode to create the business results that you're wanting to achieve. Tune in for a practical approach to make the next year your best in your consulting business.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

142. Building A Consultant’s Self-Identity: An Overlooked Success Factor For Consultants

Thu, 30 Nov 2023 00:00:00 -0700

In this episode, Melisa shares a key ingredient for independent consulting success: forging your professional self-identity as a consultant.

By actively shaping your self-identity, you open the door to fresh opportunities for your consulting business. You'll draw in the right projects, partner with clients who appreciate your full scope of skills, and set fees that mirror the strategic value you bring to the table.

The insights Melisa shares with you today are not just information; they are a call to action.

Take a moment to apply this episode to your own independent consultant identity so you can make marketing, selling, and running your business easier and more predictable.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

141. Leveraging AI In Consulting

Thu, 23 Nov 2023 00:00:00 -0700

In this episode, Melisa is excited to introduce Robert Reich. Robert is an entrepreneurial executive with 30+ years of experience creating and refining consumer and enterprise software solutions. He’s the managing partner of R2, a consulting firm that specializes in crafting AI solutions and strategically pinpointing areas for transformative change while cultivating organizational wisdom for informed, ethical AI adoption.

Robert was named inventor on six patents, has served as an advisory board member with Silicon Flatirons an adjunct professor at the University of Colorado, and a mentor at Unreasonable Institute.

In this episode, Melisa and Robert discuss the nuanced aspects of AI strategy, AI implementation, and the exciting potential of voice interface in technology.

Then Robert shares his secret for building a strong reputation – positioning oneself as an expert through platforms like podcasts, blogs, or events. He also provides recommendations to consultants on how to leverage AI in their consulting service offerings.

Don’t miss this episode, especially so you have the #1 step Robert recommends consultants take so you can leverage AI into their consulting business and client offerings.

Click here for the full show notes and more information, including Melisa’s blog article - AI in Consulting: How to Future-Proof Your Consulting Business

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

140. Managing A Dip In Your Self-Confidence As An Independent Consultant

Thu, 16 Nov 2023 00:00:00 -0700

As an independent consultant, confidence is your secret weapon.

Being willing to put yourself out there so potential clients know about you requires self-confidence.

Selling yourself requires self-confidence.

Building trust with clients requires self-confidence.

But, the truth is, you won’t always feel confident as a consulting business owner or even as a consultant.

Join Melisa in today's episode as she unveils three actionable approaches to restore and expand your self-confidence. These are the strategies that you can leverage to overcome a dip in confidence, whether it is created by something that happened in your business, your professional life, or even because you're doing something new like offering a new service or working with a new client.

You can leverage these three strategies to create confidence ahead of time and get you where you want to go in your business more quickly and more effectively.

Tune in as Melisa provides real-life examples and practical strategies, to equip you to navigate uncertainties, rebuild your confidence from within, and propel your consulting business beyond what you imagined is possible.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

139. What To Do When You Don’t Have Time For Lead Generation For Your Consulting Business

Thu, 09 Nov 2023 00:00:00 -0700

Many consultants complain they don’t have enough time for lead generation.

Let’s not sugar-coat it. To be successful, you must take responsibility for your lead generation efforts and take proactive steps to address these underlying issues. Neglecting lead generation can jeopardize the existence of your consulting business.

In this episode, Melisa helps you tackle your lack of time so you can overcome the lead generation excuses once and for all.

This isn’t the typical advice you’re used to hearing about time management.

Melisa provides you with a three-step plan for overcoming the challenge of not having time for your consulting lead generation.

If you have been neglecting lead generation due to client commitments, extensions, and repeat business these practical steps will ensure that you have a consistent lead generation routine, even when it feels like you don’t have an extra moment to spare.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

138. What Are You Willing To Do To Be Successful In Your Consulting Business?

Thu, 02 Nov 2023 00:00:00 -0600

Growing a consulting business isn't easy.

There’s a lot of responsibility on your shoulders.

Sometimes you might even be questioning if it’s worth it.

In today's episode, Melisa challenges consultants to answer the critical question: “What are you willing to do to be successful in your consulting business?”

There are three specific things you need to be willing to do to grow a successful consulting business.

Tune in as Melisa talks about these three types of willingness, including relatable client examples. The episode wraps up with an actionable framework to help you put Melisa's teachings into action.

Click here for the full show notes and more information.

And click here for more on coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

137. You Are Not Your Consulting Business

Thu, 26 Oct 2023 00:00:00 -0600

As an independent consultant, it’s common to think that you are your business.

You aren’t your business. Just because you are the person operating the business, it doesn’t mean you are the business.

Why does this distinction matter?

When you think you and your business are one in the same, you take setbacks in your business personally and make decisions from a clouded perspective. Ultimately, it’s likely you'll sabotage yourself, your business, or both.

In today’s episode, Melisa explores the importance of recognizing the separation between you and your consultancy. She highlights the problems you can create by thinking you are your business. And, she shares how to separate yourself as a person from your consulting firm.

Tune in to discover Melisa's three-part framework, designed to help you think about what you’re doing from a business owner's perspective and ultimately move forward toward reaching your goals in a simple and lucrative way.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

136. Consulting Lead Generation Techniques That Are Working Now

Thu, 19 Oct 2023 00:00:00 -0600

Why are some consultants more successful than others when it comes to lead generation?

Even when they use the same lead generation strategy, consultants create vastly different lead generation results.

Some consultants generate a thriving pipeline through networking while others don’t generate any leads.

Some consultants create robust pipelines from cold outreach while other consultants don’t create a single lead.

Some consultants build a repeatable pipeline from speaking while others do the same thing with no leads to show for it.

If it’s not the strategy that makes the difference for consulting lead generation, then what is it?

Why are some consultants so much more successful at building their pipeline than others?

In today’s episode, Melisa highlights which lead generation techniques are working right now.

She explains the three key differences in mindset, emotion, and skills that separate successful consultants from those struggling to build their pipelines.

Melisa shares two real client case studies highlighting how these lead generation techniques can make a difference in your consultancy business.

Finally, Melisa provides a framework to operationalize these lead generation strategies and max out your pipeline.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

135. Consultant Pricing Upper Limits

Thu, 12 Oct 2023 00:00:00 -0600

The consultant’s pricing upper limit is the ceiling you create for yourself and your consultancy business based on the way you think about your pricing.

Often, independent consultants adjust their pricing based on what they believe the client is thinking. For example, you might price out an engagement at $50k and then worry the client will think it’s too high and so you talk yourself into pricing it at $35k.

When you price your consulting services based on your assumptions about the amount your client is willing or able to pay, you self-impose limits on your fees.

These aren’t limits set by your clients. These are limits you create for yourself because you’re worried about losing business.

In today's episode, Melisa challenges the popular advice about how to maximize your consulting fees. Melisa shares that the #1 determinant of what you can charge is not what you’ve been taught it is.

Melisa shares several real-life examples of how pricing was set in similar situations and for similar services so you can walk away with confidence about increasing your consulting fees.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

134. Make The Most Of Q4 As An Independent Consultant

Thu, 05 Oct 2023 00:00:00 -0600

Q4 can be a challenging time for independent consultants.

You’re worried corporate clients aren't buying at year's end. You’re thinking you’re too busy because of everything you’re juggling during the busy holiday season and at year end. And, you might even be thinking of “throwing in the towel” on this year because you’re too far behind on your goals.

If you have a non-productive mindset about Q4, you’ll leave opportunities on the table.

You have the chance to think differently than your independent consulting peers, and to stand apart in Q4. Q4 can be one of the most lucrative quarters of the year if you don’t write it off.

In today's episode, Melisa shares three common traps that keep independent consultants from maximizing their Q4 results. She debunks each situation that holds business owners back from selling effectively at year's end. Melisa also offers suggestions for overcoming these mindset traps so you can finish the year strong.

So, if you’re an independent consultant who wants to make the most of Q4, this episode is for you.

Click here for the full show notes and more information.

And click here for more on Melisa’s coaching programs that are specifically designed to tackle the unique challenges independent consultants face.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

133. What To Do When The Market Is Soft For The Independent Consultant

Thu, 28 Sep 2023 00:00:00 -0600

Worrying about a soft market is a common concern for independent consultants.

As a business owner, a slow down in contracts or a lack of new leads can bring on stress, doubt, and even panic.

In today's episode, Melisa shares techniques and tools to help you navigate and respond in a soft market.

A lull or slow down in business does not mean you must take a dreaded return to corporate.

Your consultancy is a valid and viable business that can be nurtured through market challenges.

Tune in to learn how to operationalize Melisa's framework so you’re able to turn a soft market into an advantage for your consulting business.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

132. The Path To $1M For The Independent Consultant

Thu, 21 Sep 2023 00:00:00 -0600

Do you dream of reaching $1,000,000 in your independent consulting business?

So many consultants think one million dollars in 12 months isn't possible. We talk ourselves out of trying because it feels like it would be too much work and will compromise our work/life balance.

In today's episode, Melisa shares how to earn $1,000,000 in revenue without overworking or sacrificing family life. When you start thinking of yourself as a $1,000,000 business owner, it is incredible how much that mindset shift changes what is possible.

Melisa's 5-step method is easy to follow and implement in your operating procedures. Not only is her advice practical, but it leverages sustainable working practices so that achieving your revenue goal doesn't come at the cost of work/life balance.

Are you ready to be the proud owner of a million-dollar consultancy? Tune in to follow Melisa's proven path to one million dollars.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

131. Managing Imposter Syndrome In Your Consulting Business

Thu, 14 Sep 2023 00:00:00 -0600

Do you ever feel like a fraud or like you aren’t qualified to deliver the work you’re selling? You are not alone. Many independent consultants struggle with imposter syndrome.

Melisa’s message in this episode might surprise you. She shares that experiencing imposter syndrome is good for you as a business owner. It means you’re challenging yourself.

However, when imposter syndrome goes unmanaged, the underlying insecurities and self-doubt can be paralyzing and negatively impact your business, resulting in under-earning and underutilization.

Today’s episode is a comprehensive guide to imposter syndrome for independent consultants.

Melisa starts off by sharing high-level definitions of imposter syndrome the various ways imposter syndrome can impact your business. Melisa then walks you through the tools to manage and overcome your imposter syndrome.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

130. The Surprising Reason To Build a Virtual Talent Bench for Your Independent Consulting Business

Thu, 07 Sep 2023 00:00:00 -0600

Are you struggling with lead generation but not entirely sure why?

It turns out there’s a surprising blocker.

It’s not that you don’t have time for lead gen.

It’s not that you don’t know how to generate leads for your consulting business.

It’s likely some other reason.

What is this common reason you’re struggling to generate leads?

This blocker to prioritizing lead generation is that you won’t be able to handle the work if you generate leads.

In today’s episode, I offer a solution to unblocking your lead generation pipeline: a virtual talent bench.

A virtual talent bench is a curated list of individuals or companies that provide services and skills that overlap or are adjacent to your consultant offerings. Regardless of your goals for your business - to stay solo or expand to a small team - establishing a virtual talent bench is essential.

Are you ready to learn how to leverage a virtual talent bench to unblock your lead generation so you can be more consistent?

This episode is for you.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

129. How to Generate Leads for Your Consulting Advisory Retainers

Thu, 31 Aug 2023 00:00:00 -0600

By offering retainers, you, as an independent consultant, can create recurring, high-profit, and consistent revenue for your business.

There’s a misconception that it’s difficult to sell advisory retainers. So, if you’re like so many consultants, you know you want to offer advisory retainers but you don’t try. It feels daunting and ripe for rejection.

I want to demystify this for you so you can start generating a pipeline of advisory leads and ultimately deliver work that is impactful for your clients and advantageous for you and your business.

Specifically, I focus on how to generate leads for a consulting advisory retainer. Today’s episode is a continuation of the conversation about how to design a consulting retainer in episode 126 of this podcast.

By the end of this episode, you will have a solid plan in place to start building out a pipeline of consulting retainer clients.

Click here for the full show notes and more information.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

128. How To Navigate Stalled Consulting Agreements

Thu, 24 Aug 2023 00:00:00 -0600

Every consultant has experienced this scenario: you’re making excellent progress with a potential client and have secured a verbal consulting agreement, only for the project to stall when it comes to final signatures. All of a sudden, you don’t hear back from the stakeholder. Emails and calls go unanswered, and you start to spiral.

We know it can take time to finalize agreements at the corporate level, but it’s scary when a potential client seems eager about the work you proposed and then goes silent when it’s time to solidify the contract.

These scenarios are impossible to avoid as a consultant. However, there are ways to navigate the process to make it easier for both you and the client.

Today’s episode is about how to navigate these stalled consulting agreements.

Join me as I share two real-life examples of stalled consulting agreements and how I helped these clients overcome feelings of self-doubt to regain control of the situation.

Finally, I explain the formula to follow when a stall occurs and how to implement it into your business process.

Click here for the full show notes and more information.

Click here to take the Independent Consultant’s Scalability Assessment.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

127. Avoid the "Make It Work" Consulting Business Model

Thu, 17 Aug 2023 00:00:00 -0600

You are an independent consultant. You solve problems for a living. So, of course, you can make anything work.

However, allowing your automatic response to be "yes" is a pitfall that drastically impacts your consulting business operations, bottom line, and overall growth.

Today's episode dives into the pitfalls of a “make-it-work” consulting business model. I discuss what it is, why you want to avoid this, and the impacts of piecing together a business instead of establishing clear protocols. And then, I share the alternative to a make-it-work business model and the steps for you to move forward.

This topic is important because it will help you avoid burnout and streamline your business.

The goal is to create a profitable independent consultant business that is simple to operate, creates impact for your clients, and sets you up for revenue growth without needing to sacrifice your flexibility.

Click here for the full show notes and more information here.

Click here to take the Independent Consultant’s Scalability Assessment.

And click here for more on private coaching tailored to you as an independent consultant.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

126. How To Define A Consulting Advisory Retainer

Thu, 10 Aug 2023 00:00:00 -0600

You want to offer consulting retainers.

But, you’re not sure where to start.

You’re nervous that retainer clients will call you day and night, and you’ll end up scrambling to support their needs.

On the other side, you worry the retainer clients won't engage you enough and they'll question the value you're providing.

On top of it, you’re not sure how to sell a retainer. You’re not sure why and how much a client would pay for access to you.

In today's episode, I share an easy three-part framework to help you design a retainer and implement it into your consultancy service portfolio so you can start to generate recurring revenue and long-term clients.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

125. The 5 Steps To Transition Out Of Hourly-Based Billing For Consultants

Thu, 03 Aug 2023 00:00:00 -0600

Escaping a time-based pricing model is a common goal for independent consultants. Not only does hourly billing limit a client's perception of your value to their company, but it can also tempt you to overwork.

Many independent consultants want to transition away from time-based billing but need help figuring out how to do it.

In today's episode, I share a simple, 5-step process to adopt a new pricing model for your consulting business.

Transitioning away from hourly or daily rates into a fixed-fee or value-based pricing model can feel intimidating. You don't want to lose a deal based on pricing.

The 5 steps I share with you in this episode will help you combine a proven strategy and effective mindset to overcome obstacles that stop consultants from transitioning from time-based billing.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

124. How To Select a CRM For Your Consulting Business

Thu, 27 Jul 2023 00:00:00 -0600

CRM (customer relationship management) tools help you maximize your time, stay consistent with your business development activities, and balance supply and demand to keep your pipeline constantly flowing.

So many independent consultants have questions about how to use and implement a CRM so they manage their business development processes effectively and efficiently.

Today’s episode is designed to address frequently asked questions to demystify CRMs for consultants.

You might be surprised, but the key to success isn’t about which software is best for your independent consulting business.

Instead, I share how you can maximize how you think about using a CRM through the lens of a business owner so you’re able to make your CRM optimize your consulting lead generation, follow-up, nurturing, and consulting sales processes.

This episode on how to select a CRM for your consulting business is part of the summer podcast series that offers bite-sized ways to dial in and tighten up your business consulting operations to make your work more impactful for you and your clients.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

123. A Simple Strategy To Revive The Relationships You’ve Neglected In Your Network

Thu, 20 Jul 2023 00:00:00 -0600

Your network is one of the most powerful assets in your business. And we all have relationships in our network that we’ve neglected. It doesn’t matter why you’ve let communication lapse with someone, it’s powerful to reinvigorate those neglected relationships.

You never know where a connection in your network might lead.

I know it can be uncomfortable to reach out to people you have let slide off your radar for so long, but there is a simple 3-step process to rebuild and strengthen relationships with old contacts.

Today I share a simple strategy to revive relationships you’ve neglected in your network so that you can put it to work for you and your independent consulting business.

This episode is part of the summer podcast series focused on dialing in your consulting business operations. Each episode includes another strategy you can implement as a consulting business owner to make your time more impactful.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

122. How to Elevate Your Consulting Sales Process To Command Higher Fees

Thu, 13 Jul 2023 00:00:00 -0600

In this episode, I dive into the critical topic of pricing and how to leverage value-based questioning to transform your consulting sales process, allowing you to command higher fees and showcase your professional skill set.

Discover the simple yet impactful micro-adjustments you can make to your sales meetings to maximize their impact and increase your earning potential.

By implementing these strategies, you'll be able to demonstrate your expertise from the outset and position yourself as a high-value consultant worth investing in.

Specifically, I share the power of value-based questioning and the most effective mindset that will enable you increase the impact of your sales approach.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

121. Four Tools For Consistent Consulting Lead Gen Even When You’re Busy

Thu, 06 Jul 2023 00:00:00 -0600

Consistent lead generation is essential to building a sustainable independent consultant business. It’s easy to understand why business development is vital, so why do independent consultants commonly push this task to the back burner?

We overlook lead generation because…

We overcomplicate the process
It's uncomfortable
We don't have a straightforward process to make lead generation easy to complete

Episode 121 drills down into how to simplify lead generation so you’re able to stay consistent regardless of how busy your schedule is.

Tune in to learn four easy tools to implement into your business that make consistent lead generation a no-brainer.

This episode is another installment of the summer podcast series focused on tightening business operations. Making small changes and adopting procedures like consistent lead generation will improve your confidence, grow your consulting pipeline, and increase the efficiency of your business.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

120. Using Retrospectives To Unlock Continuous Improvement in Your Independent Consulting Business

Thu, 29 Jun 2023 00:00:00 -0600

As an independent consultant, getting ghosted by a client feels like the worst thing that could possibly happen. You spend time and resources on discovery, research, and proposals that amount to nothing.

You thought you had the deal in the bag. What happened?

It’s time to conduct a retrospective.

Today’s episode is about leveraging retrospectives to unlock continuous improvement so your independent consulting business is more efficient and successful.

In this episode, I walk you through how to do retrospectives in your consulting business so you make the most of all the time you invest in generating leads, facilitating discovery, writing proposals, and negotiating with your consulting buyers.

This topic is part of the podcast series focused on tightening your operating procedures. Making small changes or adding small operating procedures will tighten up your processes, improve your efficiency, and increase your value to clients.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

119. Premature Consulting Proposals: A Costly Mistake To Avoid

Thu, 22 Jun 2023 00:00:00 -0600

As an independent consultant, I can safely assume you’re responsive and professional.

You provide timely responses to client requests.

And, sometimes this responsiveness can backfire.

It backfires when we give the potential client what they ask for without questioning it, especially when it comes to writing and sending over consulting proposals.

It is crucial that proposals aren’t written too early. Not only do premature proposals cost us time and money, but they also extend the sales cycle and increase the chance of losing the deal.

Today’s episode outlines the consequences of premature consulting proposals and how to improve your sales process to avoid this common consulting mistake.

Whether you’re reacting to a client’s urgency or operating off of overconfidence and assumptions, these premature proposals often miss the mark as it relates to the solution you’re recommending and the pricing you’re offering.

Avoiding writing a premature consulting proposal will improve your consulting sales process, increase client trust, and preserve your time.

In this episode, I share how to know if you’re writing your consulting proposals prematurely and how to navigate the sales process so you’re in command and giving the client a value-driven proposal at the stage of the sales process that’s most effective for both you and the potential client.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

118. How To Get Powerful Testimonials From Your Consulting Clients

Thu, 15 Jun 2023 00:00:00 -0600

It’s common for independent consultants to put client testimonials on the back burner.

You know you want to capture testimonials and case studies.

You put them on your to-do list but they don’t become a priority.

Without a standard operating procedure, there will never be a “good” time to ask a client for a testimonial.

It gets pushed off and pushed off, and suddenly, it’s been too long, or the feedback no longer seems relevant.

Powerful consulting client testimonials and case studies are crucial to growing an independent consulting business.

Today I share a process for securing client testimonials in a way that is easy on you and the client.

Are you ready to see how powerful consulting client testimonials will impact your business development process?

Listen in to learn the best practices to implement testimonials in your consulting business and how testimonials benefit both you and the client.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

117. The Best Strategy To Get Your Foot In The Door At A New Consulting Client

Thu, 08 Jun 2023 00:00:00 -0600

Generating a steady stream of new consulting opportunities is crucial to building a successful independent consulting business. Often we rely on marketplaces, networking, and past employers to generate leads. When you master the ability to land new clients independently, opportunities are endless.

Today, I share the best strategy for getting your foot in the door with new consulting clients. Wherever you are in your business, this best practice is applicable. So whether you have a full roster, are already using a successful business development process, or are just starting, this strategy is the missing piece that will enable you to grow and maintain a steady consulting pipeline of new clients.

Mastering this strategy means landing new clients without relying on anyone else but you. It gives you the flexibility to find and secure clients who need the skills and expertise you offer. This will enable you to break through the plateaus and false limits in your business.

Are you ready to have a healthy pipeline for your consulting business? Tune in to learn the best strategy to get your foot in the door with new clients.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

116. The Most Common Consulting Pricing Mistake

Thu, 01 Jun 2023 00:00:00 -0600

In this episode, I reveal the pricing mistake almost every independent consultant makes while growing their business.

When pricing out a consulting proposal, it’s common to think about what a client will be willing to pay and focus on how to hit that number.

Most consultants are overly influenced by their assumptions about the client’s acceptance when it comes to pricing.

And, as a result, they forget about their own business pricing requirements.

In today’s episode, I

Drill into the most common consulting pricing mistake so you can recognize where you could be making this mistake in your own business
Give you three tools to fix this common pricing mistake and
Help you overcome fear so you can shift your mindset from one of scarcity to one of abundance.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

115. What It Takes To Succeed As An Independent Consultant with Jon Younger Ph.D.

Thu, 25 May 2023 00:00:00 -0600

I am excited to introduce Jon Younger Ph.D. on this episode. Jon is a thought leader in the consulting space as a long-term consultant, author, and expert in the Future of Work.

Today Jon joins me in discussing the evolution of work for consultants. We look at both sides of the consulting equation. First, Jon talks about the four stages of freelancing and consulting and what success looks like in each of those phases for anyone who wants stability, predictability, and longevity as a consulting business owner.

Then Jon shares the perspective of consulting buyers so you can learn how to stand out and be sought after as a consultant for your ideal clients.

With over 45 years of experience as a consultant, educator, and author, I know Jon’s fresh take on succeeding as an independent consultant will resonate.

I am honored to be able to share his engaging thoughts and research during this episode of the podcast.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 114 The Million Dollar Consulting Question

Thu, 18 May 2023 00:00:00 -0600

In this episode, I share a tool to help you solve problems or blocks that you’re having in your consulting business.

This tool helps you unlock strategies you’ve hidden in the back of your brain and will eliminate the hesitation and resistance that have prevented you from implementing those strategies.

This tool helps you to see where you might be going through the motions but not actually creating traction for yourself as an independent consultant.

This game-changing business tool will help you

unlock creative ways to solve problems,
create a sense of urgency,
pinpoint excuses, and
identify logistical and mental blockers you don’t even realize are running under the surface of your thinking.

I’m excited to share why this tool is so incredibly powerful and how it can work as a universal problem-solver in every area of your consulting business.

Stay tuned to the end of the episode when I share three specific examples that demonstrate how to apply this tool in your consulting business when you want to:

Ramp up lead generation
Create urgency around finalizing contracts
Adjust your consulting pricing models

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 113 Convert Speaking Opportunities Into Consulting Leads

Thu, 11 May 2023 00:00:00 -0600

You’ve landed a speaking gig, but now what?

You want to make sure your speaking engagement creates leads for your consulting business.

It’s important to carefully plan how you’re going to convert the audience members into leads for your consulting business, so you make the most out of the opportunity.

This episode is part two of the series focused on leveraging speaking engagements to build your consulting buyer pipeline.

In this episode, I cover how to convert scheduled speaking opportunities into viable consulting leads.

Listen in as I share

The key strategies to make the most of every speaking opportunity
Step-by-step to implement the journey from audience member to consulting lead and
Three specific examples for you to leverage when implementing a speaker funnel into your consulting business

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 112 Land Speaking Opportunities to Grow Your Consulting Business

Thu, 04 May 2023 00:00:00 -0600

One of the most effective methods of filling and maintaining a consistent consulting pipeline is speaking.

Yet, many independent consultants overlook or avoid speaking.

You might be thinking, “I’m not ready to be a public speaker” or “I don’t like public speaking.”

Or, you might be thinking you need a portfolio, speaker’s reel, and other assets that feel time-consuming and challenging to create.

Or, you might think it’s hard to find the right audience to speak to.

These misconceptions hold too many consultants back from leveraging this effective lead generation tool.

In today’s episode, I share with you a simple and effective process to book one speaking engagement per month.

It is entirely possible for you to make a complete one-eighty and go from someone who’s avoidant of personal speaking to someone who uses it as an effective lead generation tool in your business.

Listen in as I share the four steps to

Create speaking opportunities
Land speaking opportunities
Identify and put the necessary prerequisites in place and
Generate the mindset you need to be successful

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 111 The Roadmap to Advisory Retainers for Independent Consultants

Thu, 27 Apr 2023 00:00:00 -0600

Setting up consulting retainers with your clients is a great way to create more predictability and repeatability in your business.

Whether you want to center your business around retainers or you want this to be another service offering in your portfolio, it will help you end the “feast-or-famine” cycle.

In this episode, I'm going to walk you through the three steps to make this happen for yourself –either transition your business fully into a retainer or add retainers as another service in your service portfolio.

Listen in as I share

what is an advisory retainer is
three examples of different types of advisory retainers
how to design your own advisory retainer
how to create your go-to-market strategy
four ways to generate demand as part of your go-to-market strategy
the most important component of your advisory retainer roadmap

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 110 What To Do When It Feels Hard To Run An Independent Consulting Business

Thu, 20 Apr 2023 00:00:00 -0600

Does running your independent consulting business feel heavy, unsustainable, or dull?

This is a normal part of doing business.

If you want longevity in your consulting business, it’s important to build up the skills to recognize and shorten these cycles when your business feels hard or unsustainable.

In this episode, I share how to recognize and diagnose the root causes of your business feeling hard, so you can address them and avoid the mistake of making changes that target the wrong problem.

Listen in as I walk through

Four (4) tools you can use when your business starts feeling hard
Personal real-life examples that illustrate how to implement each of these tools
Two (2) specific ways you can put this episode into action

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 109 3 Ways to Make $500k In Your Independent Consulting Business

Thu, 13 Apr 2023 00:00:00 -0600

A goal I hear so often from my independent consultant business owner clients is, “I want to be making more than I would have been making had I stayed in corporate.”

For you, that could translate to making ~$500k in your independent consultant business.

You might be far away from $500k, you might be past it, or you might be in a spot where a lot of consultants are, somewhere in the $200k and $300k range.

You want to increase your revenue but you’re not sure how or if you’ll be able to find the time.

In today’s episode, I share the specific path to $500k in your independent consulting business.

Listen in for:

Three tangible examples that describe how to generate $500k in your independent consulting business
Five specific enablers you’ll need to put into place so you hit the $500k mark
Two specific ways that you can put this episode into action

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 108 The 6 Strategies To Turn a Lost Consulting Deal Into A Benefit

Thu, 06 Apr 2023 00:00:00 -0600

We’d all love to close 100% of the consulting engagements in our pipeline. Wouldn’t it feel so liberating if every one of your prospects signed a contract for a lucrative consulting project? The reality is that you won’t win every consulting opportunity.

In this episode you’ll hear why losing consulting deals is not a problem. In fact, if you're not losing deals, it's highly likely that your business is not as healthy as it could be. It sounds crazy, but losing deals is something that needs to be talked about and turned into a benefit, rather than ignored and hidden.

Listen in as I share

What a lost consulting deal is (hint: a loss isn’t always a loss)
The three very typical, damaging responses you could have to a lost deal
The six strategies to turn lost deals into a benefit
A very specific tool you can use to implement these strategies to turn a lost deal into a benefit for both you and your business.

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 107 The 10 Questions For More Valuable Discovery Meetings

Thu, 30 Mar 2023 00:00:00 -0600

Ultimately, your goal in a discovery meeting is to fully understand your consulting prospect’s challenges and goals so you can recommend a compelling set of solutions.

In this episode, I share a framework you can use to make your discovery meetings more valuable.

Listen in as I share

what a discovery meeting is (and what it isn't),
the goals of a discovery meeting,
what your mindset needs to look like to have a high-quality discovery meeting,
several examples of what to do and what not to do in an effective discovery meeting,
and then I wrap up with ten (10) questions that will get you started mapping out a higher value discovery meeting for you and for your potential clients.

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 106 Selling Follow-On Consulting Work

Thu, 23 Mar 2023 00:00:00 -0600

Today we’re talking about making more money in your consulting business. One of the ways that you can make more money is by selling follow-on consulting work.

Selling follow-on work is an area of opportunity for most independent consultants because most of us don’t have an intentional process to sell work to our existing clients.

Having a strategic plan to sell, qualify, and sell follow-on work can be a tremendous revenue generator for your business. And, you know what you’re getting into with existing clients where you have an insider understanding of their culture.

In this episode, I share how to

finetune your mindset to set yourself up for success when selling follow-on work,
the five specific strategies for selling the follow-on work to your existing or former clients, and
an important tool that you can use immediately, to put a follow-on sales process into action in your consulting business.

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 105 Effective Value Propositions for the Independent Consultant

Thu, 16 Mar 2023 00:00:00 -0600

Most independent consultants either avoid or overcomplicate value propositions because value propositions can feel confusing, complicated, or impossible to get right. Without a clear and compelling value proposition, you can be leaving a lot of money on the table and also making your consulting business harder than it needs to be.

I'm excited to share some tangible next steps for you to continue evolving your value proposition and ultimately your business.

Listen in as I walk through:

The basics of your value proposition
The blockers that are preventing you from creating the most impactful value proposition
The 11 strategies to help improve your value proposition, build your reputation, strengthen your personal brand, and lead to you becoming sought after for what you do.

Click here for the full show notes and more information here.

For more support, click here to learn about private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 104 The 4 Steps to Double Your Consulting Revenue Without Working More

Thu, 09 Mar 2023 00:00:00 -0700

Today we're talking about doubling your consulting revenue.

A fear that most consultants have about doubling their revenue is that by pursuing this goal, they’ll double everything else: their stress level, workload, and more.

This doesn't have to be the case.

In today's episode, I’ll help you understand the four steps to make more money with more fulfillment, more impact, more strategic projects, and more free time for yourself.

Listen in as I walk you through the four powerful steps for doubling your consulting revenue.

Be sure to listen until the very end, when I share very specific questions that will help you put all four of these components in place in your business.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 103 Overcoming Consulting Proposal Procrastination

Thu, 02 Mar 2023 00:00:00 -0700

If you procrastinate on writing proposals for your consulting business, you’re not alone.

Most consultants delay, avoid, and dread writing consulting proposals. It’s common to rush through, water down, and undersell your consulting proposals as a result of this procrastination.

In today’s episode, I help you with the formula to conquer this procrastination.

Listen in as I walk you through a process to identify the root cause of why you’re experiencing consulting proposal procrastination and the formula to overcome that procrastination so your proposals are more impactful and easier for you to draft.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 102 The State of Independence with McLean Robbins of MBO Partners

Thu, 23 Feb 2023 00:00:00 -0700

Today we’re welcoming back to the podcast, McLean Robbins. McLean is the Vice President of Enterprise Marketing at MBO Partners and an independent consultant herself.

MBO partners is a company that helps connect independent consultants and micro business owners with enterprise client engagement opportunities. On an annual basis, McLean and her team conduct research that's called the State of Independence.

McLean is graciously sharing the most recent study results, along with her perspective, so you know how to make these findings actionable for you and your business.

If you’re looking to stand out as an independent consultant with your ideal enterprise clients and grow your consulting business in the next 12 months, this conversation is for you!

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 101 Personal Branding for Independent Consultants

Thu, 16 Feb 2023 00:00:00 -0700

As an independent consultant, you represent both yourself and your business.

In this episode, I focus on personal branding for independent consultants. This topic is commonly misunderstood, misapplied, or overlooked by consultants, yet it's an important foundational aspect for IC businesses so you build a reputation, become known for and sought after for what you do, and ultimately make business development much easier for your business.

In this episode, I share how to

Stand out as a consultant
Become sought after for what you do
Establish Your personal branding foundation (commonly overlooked)
The 5 Questions to ask yourself to define and refine your personal brand

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 100 The Mind of a Sales Genius with Brian Owens

Thu, 09 Feb 2023 00:00:00 -0700

In this episode, I interview Brian Owens, a current coaching client, former corporate colleague, and past consulting client.

I invited him onto this milestone episode, #100, so you can hear and experience the way he thinks about selling. He’s sold over $100 million dollars in services over the course of his career, and roughly $1B in software and services. He’s an expert at selling, and I wanted you to hear how he thinks about sales (sneak preview: he doesn’t consider it selling), selling, and himself as he’s selling.

More specifically, Brian shares

Why he doesn’t call himself a salesperson
How he thinks about sales and selling
Essential elements of his sales process and engagement strategy
How to get past the gatekeeper and to the decision-makers
and so much more.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 099 3 Consulting Trends That Should Be On Your Radar in 2023

Thu, 02 Feb 2023 00:00:00 -0700

As you think about what's happening in our economy, you may feel concerned about the “poly-crisis” and how it can potentially impact your business.

I want you to know that you don't have to be in survival mode this year, hunkering down and hoping that the recession ends soon. Instead, you can use this as a benefit for your consulting business.

Listen in as I share the 3 consulting trends I'm already seeing in 2023 and how you can apply those trends to your business so you make 2023 your best yet.

Click here for the full show notes and more information here.

Click here to read the blog with all 5 Consulting Trends to Leverage for Your Success in 2023.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 098 Consulting vs. Contracting

Thu, 26 Jan 2023 00:00:00 -0700

I talk to so many independent consultant business owners who say their business is shifting from the work they intended to do, which is consulting, to more of a staff augmentation role.

And, they don’t want to be stuck feeling like a pseudo-employee where they have less autonomy doing work that isn’t fulfilling or challenging.
You may be having the same experience.

So today, I want to share with you the three main reasons why you’re landing contracting roles instead of consulting engagements.

I give you guiding questions with each one of these 3 reasons, to help you to overcome the root causes and shift into a sales and delivery mode where you’re so that you're operating like an autonomous firm that's partnering and collaborating, not being managed by your clients.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 097 The Most Neglected Consulting Offers

Thu, 19 Jan 2023 00:00:00 -0700

Do you get stuck because you’re not sure how to turn a conversation into a potential consulting opportunity? You meet a new potential client and you’re not sure how to progress from the initial meeting into a discovery process, and ultimately to a signed engagement contract.

In this episode, I share a tool you can use to convert more of your conversations (networking, people you meet at events, your existing network, etc.) into consulting opportunities by identifying and building out what is the most neglected and overlooked type of consulting offer.

After you're aware of what this neglected consulting offer type is, you’ll be able to add it to your business development process, and ultimately improve the predictability of your consulting pipeline, improve your close rates, and increase the number of client follow-on engagements.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 096 Create A Follow-Through System To Make Achieving Your Goals Inevitable (Part 5 of the Planning for Independent Business Success Series)

Thu, 12 Jan 2023 00:00:00 -0700

In this episode, we are wrapping up with the 5th and final step of the 5-part planning for independent business success process — Create a Follow-Through System To Make Achieving Your Goals Inevitable.

It’s easy to set goals for your business.

Where many independent consultants get stuck is consistently following through to bring their goals to life.

You get busy with your day-to-day delivery for clients.

And, when you do have time, business development can feel like a necessary evil that you have to force yourself to do.

It doesn’t have to be that way.

Listen in as I share with you what I call the magic formula that will help you follow through with the actions required to make hitting your goals inevitable.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 095 Embracing Obstacles (Part 4 of the Planning for Independent Business Success Series)

Thu, 05 Jan 2023 00:00:00 -0700

In this episode, we dive into the 4th step of the 5-part planning for independent business success process — Embracing Obstacles.

Listen in as I share why hitting obstacles in your business is healthy for growth in your business and as a CEO. The key to independent consulting success is to put yourself in a position to create and overcome obstacles, not avoid them.

I walk you through a process to anticipate and plan for all the potential obstacles you’ll face, so the obstacles are built into your annual and quarterly business success plans and don’t take you by surprise or off course.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 094 Create Your 12-Month Action Plan (Part 3 of the Planning for Independent Business Success Series)

Thu, 29 Dec 2022 00:00:00 -0700

This week we’re continuing with the 5-part series on planning for independent business success.

In part 1, I shared a formula to assess the past 12-months of your consulting business so you have a clear and accurate baseline from which to set goals for the next 12-months. Part 2 was all about goal setting. I shared a unique approach you can take to set effective goals, specifically for your independent consulting business.

Now it’s time for part 3 of the 5-part strategy — creating your 12-month action plan.

In this episode, I share the YQMWD Method to create your 12-month action plan. You’ll learn to use the YQMWD so you set up your business routines and projects in a way that makes achieving your goals inevitable.

So grab your assessments from step 1 and your big goal from step 2, and let’s create and break down your action plan for the year so that you can reach your goals.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 093 Set Your Yearly Independent Consulting Goals (Part 2 of the Planning for Independent Business Success Series)

Thu, 22 Dec 2022 00:00:00 -0700

Last week, we took a deep dive into step one of the 5-part series, Planning for Independent Business Success. I shared a formula to assess the past 12 months of your business so you have a clear and accurate baseline from which to set goals for the next 12 months in your consulting business.

This week, I share part 2 of the 5 part process, Goal Setting.

There’s a unique approach you can take to set effective goals for your independent consulting business.

Tune in as I share how to set goals for your business, for you as an owner, and 5 things you want to avoid as you're setting goals, specifically for an independent consulting business.

Click here for the full show notes and more information here.

And click here for more on private coaching tailored to you as an independent consulting business owner.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 092 Year End Assessment for Independent Consultants (Part 1 of the Planning for Independent Business Success Series)

Thu, 15 Dec 2022 00:00:00 -0700

It's planning season!

As we prepare to turn the calendar over and welcome in a new year, I’m going to be sharing the 5-step strategy to plan for independent business success in the next 12 months.

Over the next five weeks, I'm going to walk you through a five-part process you can use to plan for the best year you've ever had in your independent consulting business.

This process will be broken down into bite-sized pieces, so that you can implement it in between episodes and really step into January with a fully comprehensive plan for you to have the most success in 2023.

This week, we're going to review all five steps of this process and then take a deep dive into step one, assessing this past year to better understand where you are in your business right now.

Click here for the full show notes and more information here.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.melisaliberman.com/coaching-for-consultants.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 091 Using Microskills to Improve as an Independent Consulting Business Owner

Thu, 08 Dec 2022 00:00:00 -0700

If you find that your business isn't hitting the numbers and giving you the fulfillment, joy, and value you want then I encourage you to tune in to this episode.

I’ve been working on new tools to simplify and make business more effective for my clients and this concept of micro-skills was born. It’s been so valuable in making it easier to be a successful business owner, and I want to share it with you.

Listen in as I discuss

what these micro-skills are,
a three-step framework that you can use to select your chosen micro-skill,
what to do after making the selection, and
some real-life examples of how this concept works in practice

so that you can do it in a very doable, non-overwhelming way that builds up this foundation, month over month, quarter over quarter to transform your business.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 090 Corporate Retreat for the Independent Consultant

Thu, 01 Dec 2022 00:00:00 -0700

In this episode, I share an incredible game changer I recently implemented in my business. I recommend this strategy for you, as I know for sure it will be a game changer for you too.

What is this game changer? I had a four day solo corporate retreat and it brought so much clarity and rejuvenation to my business.

So in this episode, I’m sharing all the behind-the-scenes.

In this episode, I will share my experience with having a corporate retreat for my business, why you should have one for your independent consulting business, what not to do when you have one, and strategies that you can leverage to schedule, host, attend and take value from your own corporate retreat.

Download the podcast companion checklist at https://www.melisaliberman.com/retreat-checklist

Click here to get the full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 089 Converting Conversations Into Consulting Opportunities

Thu, 24 Nov 2022 00:00:00 -0700

Relationships are the best way to fill your consulting pipeline.

However, consultants frequently hit a challenge when they want to transition from a “networking” call into an opportunity.

There are three common reasons your conversations aren't converting.

In this episode, I will share what those three reasons are, examples of best practices to convert an opportunity and strategies to convert conversations into opportunities.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 088 The Burnout Formula for Independent Consultants

Thu, 17 Nov 2022 00:00:00 -0700

As an independent consultant who’s juggling everything for your business. Everything is on your shoulders.

It’s so common for independent consultants to experience burnout, either situational burnout or overall burnout.

Burnout isn’t inevitable. It’s not part and parcel of being an independent consulting business owner.

In this episode, I share the formula to overcome and prevent burnout and specific strategies to implement for yourself so you’re able replace the stress, doubt and worry with feeling in control and fulfilled as business owner.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 087 The Risk-Free Pricing Strategy for the Independent Consultant

Thu, 10 Nov 2022 00:00:00 -0700

This is the time of year when pricing becomes a hot topic for you as a consulting business owner as you think about your pricing strategy and what you want it to look like moving into the new year.

With so many pricing options out there to choose from, I want to present you with a risk-free pricing approach you can take as an independent consultant to ensure you’re not leaving money on the table and your pricing is commensurate with the value you're delivering to your clients.

Regardless of whether you have a value based, hourly based, daily based, retainer based, or fixed fee pricing, this approach is something you can incorporate into your business and make it part of your repeatable operating system.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 086 Overcoming Value Based Pricing Fear

Thu, 03 Nov 2022 00:00:00 -0600

Value-based consulting fees are where you base your consulting fees on the client’s perceived value (tangible and intangible) from the services you provide. Value-based pricing is a form of fixed fee pricing.

You probably either have it in place, been thinking about putting it in place or you might be curious about value-based pricing and its benefits.

This is a pricing concept that’s very widely discussed in our industry and one of the things I see so often is that there’s an underlying fear of value based pricing. And so I want to break it down for you in a way that can help you to overcome the fear of value based pricing, whether you decide to implement it or not.

The concepts that I'm going to share with you today are very applicable and will help you to increase the quality of your sales process, regardless of the pricing model that you choose.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 085 The 7 Consulting Pricing Mistakes To Avoid

Thu, 27 Oct 2022 00:00:00 -0600

When what you do comes naturally to you, it’s common to underestimate, overlook, or even completely miss the value, benefits, and impact you create for your clients. This results in common pricing mistakes that have a huge impact on your business.

Understanding the effects of these pricing mistakes will help you decide on what to do when it comes to the overall growth and success of your business.

Listen in as I share the seven specific consulting pricing mistakes we want you to avoid and what each of them are through some examples so that you can identify whether or not you're making these mistakes and make the necessary adjustments so that you can start making more money in your business.

Click here to get full show notes and more information.

For the Independent Consultant’s Pricing Assessment: https://www.ICpricing.com

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 084 Slow Cycle In Your Consulting Business. The 4-Part Solution

Thu, 20 Oct 2022 00:00:00 -0600

Whether your business is slow or thriving, I highly encourage you to listen to this 2-part series on what to do when your business is slow.

Last week in EP. 083 Why Your Consulting Business Is Slow, I shared the 4-root causes that are slowing down your consulting business.

This week l am giving you four detailed examples of these root causes and the 4-step process you can use to overcome this “slow period” and really build a strong foundation for you as a business owner so you can regain momentum toward a successful independent consulting business.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 083 Why Your Consulting Business Is Slow

Thu, 13 Oct 2022 00:00:00 -0600

This may feel like a gut punch, but the REAL reason your consulting business is slow is YOU. You created the slow cycle in your consulting business and on today’s podcast, I walk you through why that’s true and how to turn this around to get back to a robust pipeline and ultimately a thriving business.

Whether your business is slow or thriving, I highly encourage you to listen to this 2-part series on what to do when your business is slow.

This week I am sharing the 4-root causes that are slowing down your consulting business.

Then, listen to Episode 084 where l give you four detailed examples of these root causes and the 4-step process you can use to overcome this “slow period” and regain momentum toward a successful independent consulting business.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 082 Building a Business Owner Mindset (& more) with Maria Balcazar Tellez

Thu, 06 Oct 2022 00:00:00 -0600

In this episode, I interview one of my independent consultant clients, Maria Balcazar Tellez.

Listen in as she provides invaluable insights from behind-the-scenes into how she’s running a successful independent consulting business.

Maria shares

how she's been able to transform from employee-based thinking into the CEO-level mindset required for a successful business owner,
how she’s increased her pricing and her pricing decision-making process,
what's led to her creating a well-known reputation for herself so she’s consistently sought after for the type of work she does,
how she has intentionally transformed her business from burnout and overwhelm into passion and joy,
and so much more.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 081 Landing Too Much Consulting Business

Thu, 29 Sep 2022 00:00:00 -0600

This may come as a surprise but believe it or not, for some IC business owners having a full pipeline is a source of anxiety.

Without some intervention, it’s common to self-sabotage and kill the momentum that you've created in your independent consulting business.

In this episode, I share how to handle the times when you’ve landed too much consulting business, or are on the verge of landing too much consulting business.

I share insights into the business owner mindsets that work best when it comes to landing new client work, and then I'll give you practical examples on how to handle this situation.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 080 The Quarterly Focus Project

Thu, 22 Sep 2022 04:00:00 -0600

Last week, I talked about the three components of the successful IC business owners' routine, and this week I am giving you a deep dive into one of those components, which is the Quarterly Business Focus Project.

Tune in as I outline this concept of a Quarterly Focus Project in more detail, so you can put it into practice in your own consulting business.

In this episode, I share what The Quarterly Focus Project is and why you need one.

I walk you through the 8-part anatomy of an effective Quarterly Focus Project so you have the exact formula to build out your focus projects.

I also share two very tangible real-life examples of what you should and should not do with a Quarterly Focus Project so you know exactly how to put a successful business owner routine in place for you and your business.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 079 3 Components of the Successful IC Business Owner's Routine

Thu, 15 Sep 2022 00:00:00 -0600

Having a routine is critical to your success as an independent consulting business owner. Routines help you

Maximize your independent consultant business owner time
Manage through conflicting priorities
Balance working on your business with working in your business
Ensure you’re proactively progressing toward your goals and business vision
Cut down on being reactive and wasting time on business activities that don’t move the needle

You know how important routines are.

But, what should you include in your routine, to make it effective so you make the most of your time?

In this episode, I share the three components of the successful consulting business owners' routine.

Listen in to learn more.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 078 Bad At Business Development? The 4-Part Remedy

Thu, 08 Sep 2022 00:00:00 -0600

If you're thinking, “I'm bad at business development”, it’s imperative to tackle this head-on. You're running a business and you need to be able to sell. Otherwise, you don’t have a business.

I am here to help you with this work by sharing everything you need to know about overcoming “being bad at business development.”

It might be true that you’re bad at it, what should you do?

You might be lying to yourself that you’re bad at business development. I’ll explain how to figure out if you are (unintentionally) lying and what to do about it.

And finally, I share the 4-part remedy to overcome “being bad at business development.”

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 077 Contract Negotiation Strategies for Independent Consultants

Thu, 01 Sep 2022 00:00:00 -0600

As an independent consultant, when you think about negotiations, one of two things occurs. You either try to do everything in your power to avoid negotiating because it feels so uncomfortable, or you end up rushing through the process, just trying to make it go away.

In either case, what ends up happening is you're running a business that feels regretful since you've agreed to something that you wish you hadn't, or you question and self-doubt wondering what you may have left on the table.

In this episode, I want to share with you the best approach to consulting contract negotiations so you can run a business where you replace the regret and second-guessing with a process that generates new business, where you feel fairly compensated, and where your clients are getting value.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 076 Personal Branding for Consultants (& more) w/ Jennifer Lemmert

Thu, 25 Aug 2022 00:00:00 -0600

In this episode, I interview one of my independent consulting business owner clients, Jennifer Lemmert.

Listen in as Jennifer shares her expertise in communication and how you can claim your own unique voice and branding so that you establish a reputation in your industry and are sought after for the type of services and impact that you offer.

Jennifer also shares some behind-the-screen insights into her business. Specifically, she talks about the fear of failure that kept her stuck in her business, and how she was able to start tearing that down and rebuilding herself and her business in a more intentional way.

Jennifer is a master of networking and shares her strategies around using networking for lead generation and building a bench of sub-contractors.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 075 The Quick Win Business Development Strategy

Thu, 18 Aug 2022 00:00:00 -0600

You may be in a position where it feels like you have a pretty short window left to generate any impactful revenue for the remainder of this year, but there's no reason to write off this year.

I want to talk with you about something that you can be implementing now to impact the rest of your year.

I'm calling it the Quick Wins Business Development Strategy.

The quick wins business development strategy will help you make a powerful impact on your business pipeline, your revenue for the remainder of the year, and really set yourself up for strong growth in the direction where you want to take your business over the next year.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 074 Lead Generation Procrastination

Thu, 11 Aug 2022 00:00:00 -0600

If you’re like most independent consultants, lead generation is not your favorite business activity. It feels awkward and uncomfortable. As a result, it’s common to procrastinate, defer and delay your business development routines. This inconsistency creates choppiness (or even a big, gaping hole) in your business development pipeline.

Balancing lead generation with working on/in our business can be challenging. Today, we're going to fix this!

Listen in as I share the 3 red herrings of why we defer lead generation, the 5 most common root causes of procrastination, and the 3-part lead generation procrastination remedy that you can implement for yourself.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 073 Recession-Ready Your Independent Consulting Business

Thu, 04 Aug 2022 00:00:00 -0600

An economic downturn and its impact on your business might be the last thing you want to think about, but it’s important to take a critical look at various aspects of your business to ensure it thrives in tough times.

And so today we're going to talk about what you can be doing to prepare for a potential recession or downturn in the economy.

To help put you in the best possible scenario where you're actually able to turn a recession into a competitive advantage for yourself, I'm going to share with you several tangible strategies and tips both from my own experience running my consulting business, my coaching business, and also a software business startup during recession times so that you can apply those to your own business to ensure that you are recession-ready.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 072 Giving Yourself Credit

Thu, 28 Jul 2022 00:00:00 -0600

“Giving Yourself Credit” is such a critical practice to succeed (and feel fulfilled) as a business owner. But, I notice time and time again that independent consultants (myself included at times) aren’t giving themselves credit for what they have accomplished and what they do know.

Without giving yourself credit as a business owner, you end up self-sabotaging, plateauing, stalling, and feeling much less joy and fulfillment.

And so in this episode, I share with you why this concept of giving yourself credit is so important to the success of your business and what it looks like when you’re not giving yourself credit.

You’ll learn to identify where you’re not giving yourself credit in your business (blatantly and/or subtly) and how to turn it around so you improve the quality of your business decisions, truly feel and act like the CEO, and feel successful and in control.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 071 Creating Compelling Consulting Offers (and more) with LeAnne Lagasse

Thu, 21 Jul 2022 00:00:00 -0600

In this episode, I interview one of my podcast listeners turned independent consulting business owner coaching clients, LeAnne Lagasse.

Listen in as LeAnne shares a broad range of insights and strategies including how she's created a very strong reputation where ideal clients think of her immediately when they need a consultant who does what she does, how she's created a clear, compelling consulting services offer, and ultimately how she's been able to price her consulting services using a value-based pricing approach rather than an hourly or time-based approach.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 070 3 Vacation Success Strategies as an Independent Consultant

Thu, 14 Jul 2022 00:00:00 -0600

If you think about it, taking a vacation as a business owner is making an investment.

When you, as a business owner, go on vacation, you’re making two investments: (1) on the vacation itself and (2) an investment of your time, the time that you've decided to use for a vacation. You want to make sure that you maximize the time you’re taking off so that it can be as rejuvenating and as impactful as you want it to be.

Today's topic will help you accomplish just that. I share the three vacation success strategies that you can leverage as an independent consulting business owner to maximize the return on your vacation and also mitigate the re-entry challenges it’s common to face when you return.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 069 Taking Vacation as an Independent Consultant

Thu, 07 Jul 2022 00:00:00 -0600

It can be a challenging shift from being an employee with paid vacation to being an independent consulting business owner whose vacation time is unpaid. Taking a vacation as an IC business owner requires diligent planning and forethought, but it’s possible. And, not only is it possible – it is important for your physical and mental health.

In this episode, I share the 3-part formula for taking vacation as an IC business owner without worrying about leaving money on the table. I want to make sure you follow through with taking time off, and that you don’t defer it like I see so many consultants doing.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 068 Insights from 31 Years as an Independent Consultant with Susan K Moore

Thu, 30 Jun 2022 00:00:00 -0600

In this episode, I interview one of my independent consulting business owner clients, Susan K. Moore.

Listen in as we discuss her journey as an IC business owner over the past 31 years. This certainly makes Susan a pioneer of the independent consulting industry and someone from whom we can gain valuable insights as she’s built a successful 7-figure business over multiple decades.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 067 The Bottom-Up Business Plan for Independent Consultants

Thu, 23 Jun 2022 00:00:00 -0600

When I meet with independent consultant business owners like you, one of the questions I ask them is, “tell me about your business plan?”

How do they answer? It’s very common, whether it's someone who's been an independent consultant for six months or six years, for them to look at me like a deer in the headlights and admit that they don’t have a business plan.

And I get it because I've been that business owner without a plan.

That’s why in this episode I'm sharing a really simple way for you to create an effective business plan for your independent consulting business. This “bottom-up” approach to the business plan will ensure you’re crystal clear on the results you want to create and that you have a simple, yet powerful way to achieve those results.

Click here to get full show notes and more information.

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 066 The 3 Pre-Reqs To Raising Your Consulting Fees

Thu, 16 Jun 2022 00:00:00 -0600

I often find that independent consultants are waiting for someone else to give them permission to increase their consulting fees. This hesitation likely originated in your corporate career when you had to wait for somebody to give you permission for something, whether it was a budget that gave you permission to spend money or someone in finance or sales had to bless it.

Now you’re the consulting business owner. You are the person in charge. So my question to you is, who gives you permission to raise your consulting fees?

Listen as I share the three prerequisites to raising your consulting fees. I can't wait to share this with you because it really is a formula to help you get to the place where you're not leaving money on the table in your consulting business.

Get full show notes and more information here:https://www.melisaliberman.com/blog/66

And for more on private coaching tailored to you as an independent consulting business owner, go to https://www.icyourway.com

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 065 Lessons Learned from Restarting an IC Business with Nicola Kastner

Thu, 09 Jun 2022 00:00:00 -0600

In this episode, I interview one of my independent consulting business owner clients, Nicola Kastner.

Listen in as we discuss her journey as an independent consulting business owner and her unique perspective having launched an independent consulting business twice.

Nicola generously shares all the lessons learned and what she's done differently the second time to create a much more sustainable, fulfilling, and predictable business for herself. We cover a lot of ground so I know this episode will be extremely valuable for you. Enjoy the conversation.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 064 3 Must-Haves for An Effective Consulting Lead Generation Routine

Thu, 02 Jun 2022 00:00:00 -0600

When it comes to lead generation, I find that so many independent consultants are overcomplicating the process. Then, they’re ineffective with their lead generation activities.

Listen in as I share with you the three must-haves that you’ll want to incorporate into your standard operating procedure (SOP) so that you've got a really effective, easily repeatable, and results-creating independent consulting lead generation routine.

These three lead generation elements are so incredibly important. They’re the difference between having a feast or famine type of lead generation process versus a predictable, sustainable, healthy lead generation process for your independent consulting business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 063 Turning Down Consulting Opportunities

Thu, 26 May 2022 06:00:00 -0600

Having opportunities approach you, as an independent consulting business owner, can be exciting but also really difficult when it comes to making the best decision for you and your business.

And, by opportunities I mean everything from new consulting client engagements, client extensions, client follow-on work, consulting partnering opportunities, teaming, and so on.

The question becomes, how do you know which consulting opportunities to take on, and which opportunities to decline?

I'm glad you asked because, in this episode, I will walk you through a process that I like to use both for myself and for my clients. It’s a 5-part framework that will help you to figure out whether or not to turn down an opportunity. And if you are going to turn down a consulting opportunity, how to do that without burning a bridge or feeling regret.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 062 The 6 C's That Create More Money With More Ease In An IC Business

Thu, 19 May 2022 00:00:00 -0600

Last week we discussed what's standing in the way of you making more money in your consulting business. If you haven't done so as yet, you'll want to go back and listen to EP. 061 - What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business. To summarize, the main thing that’s standing in your way of making more money in your consulting business is the way you're thinking about your business and your potential clients.

In this episode, I will explain how you can uplevel your thinking from an employee-based mindset into a CEO-quality mindset. I provide you with the six thought components, the six C's, that you'll want to develop and optimize as an independent consulting business owner. When you improve these six areas of your business owner thinking you'll be more confident, capable, and in command as a business owner.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 061 What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business

Thu, 12 May 2022 00:00:00 -0600

Are you experiencing revenue plateaus in your IC business? Most consultants think that this cycle of feast or famine is caused by the market, the constraints that companies put on their spending, that we’re bad a sales or because we’re time-deprived meaning that we don't have enough time to work both in our business or on our business, etc.

What I would love to share in this episode is that these external factors are not what is causing your ups and downs. They’re not causing your consulting revenue to plateau. They don’t create feast or famine. And quite frankly, these things are not preventing you from making more money with less worry in your IC business.

Listen in to learn what is standing the way of you making more money with less worry in your consulting business so that you're consistently increasing your revenue without working more hours.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 060 The 3 Sales Mindset Shifts for Independent Consultants

Thu, 05 May 2022 00:00:00 -0600

If you hate everything to do with selling or think that you’re terrible at it, then this episode is for you.

Listen in as I share the three most common mindset mistakes when it comes to selling your consulting services, how you can determine if you’re making these mistakes and then I'll pull it all together for you with a three-step process that you can implement to make sure you're avoiding these three mindsets mistakes when it comes to selling your consulting services.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 059 Consulting Greed

Thu, 28 Apr 2022 00:00:00 -0600

If you’ve ever thought, “I know what I do is valuable. I know I'm great at helping my clients solve problems, save money, innovate, and become more efficient. I know that I'm great at what I do as a consultant, but I am afraid that asking the clients for things, especially money, will make me look greedy.”

Your subconscious thoughts about greed end up running your business. And when this happens, it creates a dynamic where you're underearning and overworking.

In this episode, I share how your underlying beliefs about greed are impacting your business and what to do about it.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 058 Consulting Margins

Thu, 21 Apr 2022 00:00:00 -0600

A common question I get from independent consultants is “what’s a typical margin for a consulting business?” When an IC asks me this question, they’re thinking about it from a financial perspective.

In today’s episode, I share another type of consulting margin that most independent consultants overlook…the life margin.

My own fractional CFO brought the life margin concept to my attention, and on this episode, I’m paying it forward so that you include your life margin in all the decisions you make about your business model, capacity, and consulting offers.

In the episode, I explain to you what life margin is, how to align your business model to your life margin goals, and then I'll give you a detailed case study showing how this all comes together so you can put it in place in your own business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 057 Using An Assessment for Consulting Lead Generation

Thu, 14 Apr 2022 00:00:00 -0600

We all know that lead generation is extremely important to the health of an IC business. Without lead generation, it’s challenging to maximize growth and revenue as an independent consultant.

And so today, I share with you a powerful lead generation that leverages assessments to elevate your consulting lead generation. I’ll also share a software tool that will make this strategy incredibly easy to implement.

Tune in to learn how you're able to use this lead generation strategy for your own solo consulting business, to generate leads and elevate the conversations that you're having with your ideal consulting prospects.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 056 Using Video To Enhance Your Consulting Brand with RJ Parrish

Thu, 07 Apr 2022 00:00:00 -0600

Video marketing is using videos to promote and market your independent consulting services. Using video increases engagement on your digital and social channels educates your prospects and customers, and reaches your audience with a new medium.

Video is a powerful lead generation tool and as you will hear from our guest today, RJ Parrish, “video is this huge opportunity for all of us, but there's still some friction and reluctance for a lot of people to use it and maybe today (on this episode) we might be able to break down some of those barriers.”

The good news is that your audience will value the more simple and raw and authentic content. It doesn’t need to be highly polished.

So if you want to learn how to leverage video in order to become sought after and known for what you do as an independent consultant, press play now for tips and strategies on how to get started and maximize your efforts for the biggest impact.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 055 Best Practices for the Consulting Business Back Office with Sara Conde

Thu, 31 Mar 2022 00:00:00 -0600

For your Independent Consulting business to properly function, you need to have an accurate, efficient and repeatable set of back-office processes for invoicing, collection, bookkeeping, taxes, and insurance. Our guest today is Sara Conde. She has two decades of hands-on experience in the independent consulting world and she shares strategies and tips regarding your IC back office and the future of independent consulting. She shares an insightful behind-the-scenes perspective on what it means to run a consulting business versus to be a consultant and just have a business.

This conversation will help you to get further into that business owner mindset that we talk about so frequently on this podcast. Press play to listen now.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 054 VA Best Practices with Silas Kim

Thu, 24 Mar 2022 00:00:00 -0600

Ready to hire support for your consulting business but not sure where to start? In this episode, you will hear from Silas Kim, Co-founder, and CEO of Atlas Assistant Staffing and Recruiting agency. He shares when to hire a VA as well as how to hire, manage, communicate with and retain a VA.

This episode is jam-packed with tips and advice to help ensure that your partnership with a virtual assistant is effective and productive.

For additional support, you can also download the full VA Playbook: The Playbook to Leveraging a Virtual Assistant in Your Consulting Business at: https://www.melisaliberman.com/va

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 053 Hiring a VA for Your Consulting Business

Thu, 17 Mar 2022 00:00:00 -0600

Juggling client delivery with advancing your business goals can be a big challenge for independent consultants. While there are many solutions to this challenge, I want to focus on one that I’ve found to be very effective. And that is hiring a Virtual Assistant or VA for your consulting business.

Listen in as I share with you the nine mistakes that you should avoid when hiring a VA and also the six steps to hiring a VA so that you can effectively create more capacity for yourself to then focus on more revenue-generating tasks in your business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 052 The 5 Steps to Overcome Undercharging

Thu, 10 Mar 2022 00:00:00 -0700

In this episode, I share the 5-step process to overcome undercharging as a consultant. I give you the 5 steps to stop undercharging as an independent consultant. And then, to bring it to life, I share two examples of how to apply these 5 steps, including (1) when you’re initially creating your consulting proposal and (2) when you’re pricing follow-on work for an existing client.

This episode concludes a 3 part series about undercharging in your independent consulting business. In EP. 50 we discussed the five methods that you can use to determine if you are undercharging in your IC business. In EP. 51 we talked about the four reasons why you might be doing this and what to do about it. And in this EP I’ll share what to do now that you know where you’re undercharging and the root causes leading you to undercharge in your consulting business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 051 The 4 Root Causes for Undercharging as a Consultant

Thu, 03 Mar 2022 00:00:00 -0700

In EP. 50 we discussed the five methods that you can use to determine if you are undercharging in your IC business. Assuming that you’re undercharging, which almost every consultant is in some way, we're going to talk about the four reasons why you might be doing this and what to do about it.

Listen in to learn more about the four root causes that could be leading to you undercharging in your independent consulting business and how to identify them for yourself.

And, watch out for next week’s episode (052), when I’ll share how to stop undercharging as a consultant.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 050 5 Methods To Uncover If You’re Undercharging as a Consultant

Thu, 24 Feb 2022 00:00:00 -0700

Almost every consultant I talked to is undercharging in some way. Undercharging can be blatant or subtle. No matter where you're at in that spectrum, whether you're unaware of what's possible, or you've literally been avoiding this, it's not a problem.

There are five methods or tools that work really well to help you to figure out for yourself if you are undercharging as an independent consultant. Listen in to learn more about these five methods and how to apply them.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 049 Consulting Business Guardrails

Thu, 17 Feb 2022 00:00:00 -0700

Just as guardrails along the roadway keep drivers safer, business policies help you proactively create an experience that's representative of you, your values, and how you want to show up as a business owner and consultant for your clients.

Today I want to share with you a mistake that I made in my business back in December. After working through the emotions of embarrassment and regret from making this mistake, I decided to look at the root cause. What I discovered was that I was missing several key business guardrails.

Listen in to learn not only how to avoid making mistakes, but also how to reduce the amount of energy you waste on decision-making and analysis-paralysis in your consulting business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 048 CRM for the Independent Consultant with Reuben Swartz

Thu, 10 Feb 2022 00:00:00 -0700

As an independent consultant, you might be wondering “when is the best time to implement a CRM solution for my consulting business?” “What is the best way to track my consulting pipeline?” And, “how can I make tracking my consulting pipeline and follow-ups easier?”

My guest today, Reuben Swartz, shares that using a CRM is the best method to help independent consultants manage and grow their consulting practice. In fact, Reuben has created a CRM solution called Mimiran which is specific for solo, independent consultants.

Listen in to learn more about when's the best time for an independent consultant to set up a CRM solution, examples of mistakes that are made when managing a pipeline, and some trends that he's seeing in the independent consulting world using the data from Mimiran.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 047 How To Achieve Work-Life Balance (Part 2)

Thu, 03 Feb 2022 00:00:00 -0700

Work-life balance is a top goal for most independent consultants as we leave corporate. Instead of achieving work-life balance, we end up recreating the same imbalance we had in corporate. The only difference is that now we're the boss instead of someone else.

One of the primary reasons is that we thought work-life would come automatically as part of the process versus something that we intentionally create for ourselves.

So how do you intentionally create your desired work-life balance as a consultant?

In this episode, I share with you the approach that has made all the difference for me in achieving that work-life balance once and for all.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 046 3 Tools To Protect Your Work-Life Balance

Thu, 27 Jan 2022 00:00:00 -0700

One of the reasons independent consultants leave traditional corporate jobs is to achieve a work-life balance. But then, what ends up happening in practice, is you get bogged down by the day-to-day and your schedule is constantly hijacked. The result is that you’re left feeling exhausted, overwhelmed, and unfulfilled.

This is definitely not what you intended to create but it’s possible to correct this imbalance. Listen in as I share the 3 specific tools that you can implement to protect your work-life balance.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 045 The ONE Difference-Maker for Lead Generation

Thu, 20 Jan 2022 00:00:00 -0700

What makes the difference between an independent consultant who has an endless flow of leads compared to the independent consultant who is struggling to create those leads, and to create that momentum in their consulting business?

It’s not exceptional selling skills, a great personality, or that they have a great network.

There is ONE difference between the independent consultant who has an overflowing stream of leads coming to them, versus the consultant who's struggling to figure out how to attract leads, how to create a pipeline, and how to get to the place where it no longer feels like a struggle. Listen in as I dive in and reveal what this difference-maker for lead generation is.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 044 The Consulting Business Dashboard

Thu, 13 Jan 2022 00:00:00 -0700

As you work through your annual business plans, you’re probably looking for that competitive edge. You’re probably asking yourself “how can I decrease downtime in between projects, improve the profitability of my current projects and win new projects to drive additional revenue?”

In this episode, I will provide you with a tool you can use to improve and sustain your business results for this year and beyond. Listen in as I share the business metrics that you should be tracking for your consulting practice in order for you to drive out more efficiency, more profitability, and to continue growing in your consulting business so that you make more money, make more impact, all while working less.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 043 Make Achieving Your Yearly Plan Inevitable

Thu, 06 Jan 2022 00:00:00 -0700

Setting yearly goals isn’t always exciting. It can feel overwhelming and daunting. There’s one major adjustment that you can make to your planning process to create the feeling of inevitability for yourself and your business.

Want to know more? Tune in as I share exactly how you can make achieving this year’s consulting business plan inevitable.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 042 Design Your IC Business Vision

Thu, 30 Dec 2021 00:00:00 -0700

If you're like me and you love planning, then this is a really exciting time as you close out the current year and start thinking about the new year and what you want to achieve.

After all, if we don't know where we want to head, we're never going to get there. We all know this, but a lot of times, we let planning fall by the wayside.

So on today's episode, I want to share a process with you that will help you to get very clear on your IC business vision so that you can achieve more than you ever have in the year to come including the trifecta, making more money, making more impact and working less.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌041‌ ‌The‌ ‌Impactful‌ ‌Year-End‌ ‌Review‌ ‌Process‌ ‌for‌ ‌Independent‌ ‌ Consultants‌

Thu, 23 Dec 2021 00:00:00 -0700

When it comes to your consulting business, do you have a regular routine of evaluating your results? As entrepreneurs, to know where you’re going, it’s important to look at where you’ve been. That's why year-end business reviews are so important. The year-end review is the difference between you having a successful year or you hitting a plateau. Conducting a year-end review process makes you aware of what you want to amplify, eliminate or adjust.

Listen in as I share how to conduct a year-end review process that's both effective and fun for you and your business, as you move forward into the next year.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 040 The State of Independence with McLean Robbins

Thu, 16 Dec 2021 00:00:00 -0700

Looking to grow your impact in the next 12 months? Then this conversation is for you!

Today we’re joined by McLean Robbins. McLean comes to us with a well-rounded experience and vantage point as she is the Vice President of Enterprise Marketing at MBO Partners and an independent consultant herself. McLean interacts with independent consultants on a daily basis and meets with enterprise leaders regularly so she has gained first-hand insights from people who are buying the services that you sell.

McLean shares insights that she's gathered through the State of Independence study, the longest-running comprehensive look at the independent workforce. McLean shares the study results, along with her perspective, so you know how to stand out and thrive as an independent in the current corporate landscape.

Grab a notebook to take some notes because she's got lots of great nuggets to share.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 039 - 3 Steps to Become a Strategic Thinker (an IC Business Owner Success Habit)

Thu, 09 Dec 2021 00:00:00 -0700

Spending the time to think strategically and purposefully is a critical component to the success of your consulting business. When you’re not making strategic thinking part of our success habits, you're basically acting like an employee would and waiting on your client to tell you what to do. The result is other people are managing your priorities and ultimately the strategy of your business.

And so in this episode, we're going to dive into strategic thinking, which is one of the most, if not the most important success habits you could have as a business owner, to make sure that you are incorporating it effectively as you're running your business.

Listen on to learn how to make your strategic thinking practice consistent and effective.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌038‌ - The‌ ‌5‌ ‌Benefits‌ ‌of‌ ‌Working‌ ‌With‌ ‌A‌ ‌Coach‌

Thu, 02 Dec 2021 00:00:00 -0700

I’m frequently asked questions about coaching such as “what is a coach”, “who needs a coach” and “what are the benefits of working with a coach?” As a coach myself who’s coached 100s of different people, and also as a client who has had my own coach for the last six years, I want to give you a well-rounded perspective of what it looks like to be coached from both of these points of view. You’ll get an understanding of the tangible and intangible benefits of working with a coach.

And, if you’re considering a coach, I’d love to connect with you to discover what working together could look like. I invite you to schedule an Independent Consulting Success Blueprint session with me. This is a 1-hour call where we will start with an initial assessment to figure out where you are in your business and then based on that assessment we will take a deeper dive to identify your obstacles, how to overcome them and then outline a roadmap for you to progress toward your overall goal. For more details, go to https://www.melisaliberman.com/ic-blueprint.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 037 - 5 Ways You’re Under-Earning as an Independent Consultant

Thu, 25 Nov 2021 00:00:00 -0700

As a coach, I’m honored to work with independent consultants to grow their businesses. As a coach, I see common themes and mistakes almost every IC makes in their business at some point.

One of these themes I see across almost all ICs is under-earning.

The issue with under-earning is that you can often look outside yourself for things to blame and for external justifications. However, as an independent consultant, you're creating your under-earning and you’re doing this in five very subtle ways that I want to share with you in this episode. Listen in to learn more.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 036 - Consulting Business Owner Fundamentals with Will Bachman

Thu, 18 Nov 2021 00:00:00 -0700

The world of an independent consultant can be lonely at times. A remedy for this loneliness can be found in a collaborative community. Collaborating with other independent consultants can ease the sense of isolation and help your business to become successful in many ways.

My guest today, Will Bachman, was very aware of this fact and as a result, he founded Umbrex, a global community specifically for independent consultants that creates opportunities to build relationships with peers, share lessons learned, and collaborate.

In this conversation, Will shares some valuable insights on how to build and grow your independent constant business. He also provides a very detailed step-by-step guide on how to successfully engage with a community like Umbrex to ensure mutual success.

As a bonus, Will shares a discount code you can use to gain access to The Umbrex Guide to Setting Up Your Consulting Practice, a video course that covers everything you need to know to set up your own consulting practice: setting up your legal entity, getting insurance, building your virtual team, and finding consulting clients. 90 videos; over 30 downloadable tools, templates, or checklists; and more than 200 curated links to additional useful material.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 035 - Use the Great Resignation to Create Consulting Clients

Thu, 11 Nov 2021 00:00:00 -0700

According to the U.S. Bureau of Labor Statistics, 4 million Americans quit their jobs in July 2021. Resignations peaked in April and have remained abnormally high for the last several months, with a record-breaking 10.9 million open jobs at the end of July. How can you use the Great Resignation to create consulting clients?

Listen in to learn how you can use the Great Resignation to create client acquisition for your business. I will share with you three specific ways that you can leverage this movement to increase your pipeline and close those lucrative high-paying deals that you want to be working with.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 034 Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer)

Thu, 04 Nov 2021 00:00:00 -0600

Our guest today is Brian Hoffmeyer, SVP Market Strategies at Beeline. Brian shares with us that right now they have “325 clients and 50 billion in spend running through their system every year.” That's a massive number. There is so much opportunity out there for independent consultants who know how to take advantage of it.

Brian shares insights from his 17+ years working with the Fortune 1000 procurement and business teams who purchase contract labor and consulting. Listen in as Brian shares actionable tips and strategies that you can use to build and grow your IC business.

Get full show notes and more information here.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 033 The Consultant's Vulnerability Hangover

Thu, 28 Oct 2021 00:00:00 -0600

Have you ever completed a business task like making a presentation or had a consulting call and afterward you were second-guessing yourself? Did you wish that you’d never revealed something, or that you could go back in time and undo the action that made you question yourself after the fact?

This is called the “Vulnerability Hangover”. It’s a term coined by Dr. Brené Brown. She defines it as “the gut-wrenching feeling of shame and fear right after we undertake an emotional risk.”

As consultants, this experience of the Vulnerability Hangover can be viewed as something to avoid.

I want to offer that this is a good thing. It’s a way for you to grow past your comfort zone. Any time you put yourself out there and you experience this ‘hangover”, it’s a sign that you’ve embraced growth. In fact, I recommend that you purposefully create situations that make you experience the Vulnerability Hangover.

The key is to plan ahead to (1) intentionally put yourself in situations that could create a hangover, and thus the more rapid growth of yourself as a business owner and (2) to know how you’ll handle it when it does happen, so you don’t allow it to slow you down.

There are a few effective ways to do this. Listen in to learn more.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 032 5 Consulting Service Offering Mistakes to Avoid

Thu, 21 Oct 2021 00:00:00 -0600

There are five mistakes that I see independent consultants make with their service offerings that ultimately lead to low close rates and the feast or famine cycle.

In this episode, I want to bring these 5 mistakes to your attention so you can address them. After you do, you’ll set yourself up to start earning more, continuously filling your pipeline, and ultimately feel more fulfilled in the work that you do because you're landing ideal clients you can’t wait to work with.

This is the work that I help my client with. My clients are independent consultants like you who are running their own businesses and want to grow and create more income, more impact, and more independence for themselves. So if you are someone who wants help with that work, reach out and we can have a conversation. The easiest way to do that is at the website www.consultmelisa.com.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 031 Avoid This Deal-Killing Mistake When Selling Your Consulting Services

Thu, 14 Oct 2021 00:00:00 -0600

Are you approaching your consulting sales process based on what your prospects care about or based on what you have to offer? This is a very common deal-killing mistake that Independent Consultants make. The mistake is when you are approaching the sales process based on you assuming that a client needs what you have rather than what the client cares about. This mistake can end up killing your deals. In this episode, I will help you to identify if you are making this common mistake so that you can course-correct.

Listen in as we take a deeper look at this deal-killing mistake and an alternative approach including 11 specific questions that you can use to figure out why a prospect should care about what you're selling, and not just assume that they should.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 030 Escape the Staff Augmentation Abyss

Thu, 07 Oct 2021 00:00:00 -0600

Are you working as a consultant or as a contractor, a staff augmentation-type resource, in your consulting business? If you’re like many independent consultants, you’re trapped taking staff augmentation roles, and as a result, overworking, underpaid, and not making the level of impact that led you to consulting in the first place.

Listen in as I share with you how to get out of the staff augmentation abyss and elevate into the business owner zone so that you create the business you desire.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌029‌ ‌The‌ ‌Simple‌ ‌Tool‌ ‌To‌ ‌Create‌ ‌Consistent‌ ‌Revenue‌ ‌In‌ ‌Your‌ ‌ Consulting‌ ‌Business‌

Thu, 30 Sep 2021 00:00:00 -0600

Are you ready to finish the year strong in your consulting business?

Listen in as I share with you a tool that you can use to create consistent revenue in your consulting business. This tool can be used at any point in the year, but especially in Q4, so that you finish the year strong and build momentum as you move into next year.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 028 5 Key Differences Between A Job Search and Selling Consulting [PART 2 OF 2]

Thu, 23 Sep 2021 00:00:00 -0600

There are several critical differences between searching for a job and selling consulting services. In this episode, I walk you through two additional differences between a job search and your consulting business development process. After you recognize the differences, you’ll be able to position yourself more effectively, and in turn, land more lucrative and fulfilling consulting clients.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 027 5 Key Differences Between A Job Search and Selling Consulting [PART 1 OF 2]

Thu, 16 Sep 2021 00:00:00 -0600

Independent consultants who treat their business development process like a job search create a feast or famine situation in their consulting business. There are several critical differences between searching for a job and selling consulting services that I’ll dive into in this episode, so you can increase the income and impact you’re making in your independent consulting business.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌026‌ ‌6‌ ‌Must-Have‌ ‌Systems‌ ‌You‌ ‌Can't‌ ‌Afford‌ ‌To‌ ‌Neglect‌ ‌In‌ ‌Your‌ ‌Consulting Business [PART 6 OF 6]

Thu, 09 Sep 2021 00:00:00 -0600

This episode is part six of the six-episode series that gives you a glimpse into the DOUBLE Method I created to help independent consultants double their revenue without working more. Today, I want to focus on the last one, which is the E in double, to ESTABLISH your ongoing business processes and routines. These processes and routines serve as a blueprint for your IC business, to ensure you meet your business goals without sacrificing your personal life.

Listen in as I share the six must-have systems you need to establish a scalable and predictable business that consistently meets or exceeds its business goals.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 025 3 Sales Strategies for Consultants Who Hate Selling [PART 5 OF 6]

Thu, 02 Sep 2021 00:00:00 -0600

If you hate selling, you’re not alone. Most independent consultants would rather get a root canal than work on business development and selling their services. Yet selling is a necessary part of building an impactful and revenue-generating business.

If you're stuck in this quandary of hating sales but knowing you need to sell in order to succeed as an independent consultant, this episode is for you. I share three strategies you can use to sell like a pro, even if you hate sales.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 024 The One Success Strategy Most Independent Consultants Overlook [PART 4 OF 6]

Thu, 26 Aug 2021 00:00:00 -0600

Today we're going to talk about the one success strategy that most independent consultants are not even aware of. As a consultant, you’re good at helping clients solve problems and you’re usually knee-deep in projects and facing deadlines. And, in the meantime, it’s easy to overlook this one thing. You might be surprised when you hear what it is. But, it’s absolutely necessary and important for the long-term success and longevity of your consulting business. Listen in to learn more.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 023 The 3 Consulting Lead Generation Mistakes That Create Underearning [PART 3 OF 6]

Thu, 19 Aug 2021 00:00:00 -0600

For most independent consultants, lead generation feels hard, time-consuming, and slow.

But lead generation doesn’t have to be a struggle. You can make it easier by avoiding the three most common lead generation mistakes that I will share with you in today's episode. These mistakes are causing you to underearn, and I want to help you make sure that stops today.

In today’s episode, I’ll help you diagnose why you don’t have any (or as many) leads as you need to sustain and grow your IC practice by diving into these three common mistakes. You’ll learn to identify the three mistakes, understand the impact if you’re making them, and uncover what to avoid the mistakes going forward.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌022‌ ‌Become‌ ‌a‌ ‌Sought-After‌ ‌Consultant‌ ‌Through‌ ‌A‌ ‌Compelling‌ ‌Offer‌ [PART 2 OF 6]

Thu, 12 Aug 2021 00:00:00 -0600

Are you taking consulting work that comes to you even if it's below your targeted rate because you don't want to leave money on the table? To avoid operating in this desperation mode, you need to create a compelling consulting offer. A compelling consulting offer is a powerful message, something that evokes interest that satisfies a need or a want of your ideal client. The purpose of a compelling offer is to attract demand for your business so you’re not dependent on other people to sell what you do. With this type of offer, you can get in the driver's seat of your business and become known for and eventually sought after for your expertise.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 021 The Must-Have Business Plan For Your Independent Consulting Success [PART 1 OF 6]

Thu, 05 Aug 2021 00:00:00 -0600

Are you at the mercy of your business, feeling forced to choose between taking time off and leaving billable money on the table? Do you feel like you should maximize the billing that you've got on a project because you never know what next year is going to bring? Does it feel impossible to get out in front of your business and that you’re stuck in a reactionary cycle?

Listen in as I share the first pillar of my Double Method for Independent Consultants, a strategy you can use to get out in front of your business so that you're not at the mercy of it anymore and double your revenue without working more. This needs to be the guiding force for what you're doing as a business owner.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 020 The (Surprising) Skill Required to Succeed As An Independent Consultant

Thu, 29 Jul 2021 00:00:00 -0600

Most consultants think the most important skill they need is selling or negotiating. No, your success as a business owner is directly tied to how well you manage your negative emotions. Is that surprising? It was for me.

In this episode, I’m sharing with you exactly why managing negative emotions is so crucial, and how you can manage through and continue working in spite of the negative emotions.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 019 Increase Your Consulting Revenue Using the IA Method

Thu, 22 Jul 2021 00:00:00 -0600

It happens to all of us where at some point in your business, your immediate network doesn't have work for you, or they don't have work you want to be doing. And you also get to a point where you don't want to rely on recruiters or agencies or brokers anymore.

You’re then faced with the challenge of creating new consulting client opportunities for yourself. And, you’re ready to take on higher-value consulting work now that you've exhausted this low-hanging fruit.

So how do you meet new potential clients? I was once in this position just like you are, and this is where I fell into a powerful (and simple) strategy that I want to share with you today.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 018 How Playing The Corporate Game (as an IC) Can Backfire

Thu, 15 Jul 2021 00:00:00 -0600

When you were an employee, you mastered the techniques and strategies to get your ideas approved, to convince stakeholders to follow your recommendations, and to keep the organization moving forward.

As an independent consultant, it’s important to recognize that the strategies and tactics you leveraged when you were an employee won’t work the same way and can even backfire on you.

Today I want to offer you a way to step out of the employee mindset so that you can let go of the spoken and unspoken corporate rules of the game that you lived by in the past.

It's time to take control of your IC business. You can start by becoming aware of how playing the corporate game is creating obstacles for your business and how to avoid them. Listen in to learn more.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 017 The Critical Business Question to Ask for the 2nd Half of the Year

Thu, 08 Jul 2021 00:00:00 -0600

Today I will share with you the critical business question that you should ask to set yourself up for success in the second half of the year, so you finish the end of the year strong.

In the episode, I help you ask ONE CRUCIAL question to categorize your business results for the 1st half of the year. Then, I help you understand what action plan to put in place based on your answer.

I finish the episode with the two goal traps to avoid and 3 success strategies to make sure you hit (and even exceed) your business goals for this year.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 016 5 New Ways to Think About Money as a Business Owner

Thu, 01 Jul 2021 00:00:00 -0600

As an Independent Consultant, it’s important to refresh the way you think about money so you don’t fall into the trap of underearning and overworking. It’s a shift from the old employee mindset to a business owner mindset in the way you think about money.

Gone are the days where you wait on approval to spend money or where you spend it with the expectation of getting reimbursed. You are the business owner and CEO. It's all up to you now.

Listen in to learn how to avoid the employee mindset money traps and make the shift to the business owner mindset to help you to grow your business further and faster.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 015 Think About Time Like a Business Owner

Thu, 24 Jun 2021 00:00:00 -0600

Being an Independent Consultant is very different from being an employee. Quitting your job and starting your own consulting business is only half the battle. You need to prepare to be a business owner, and this includes preparing your mind by shifting from employee thinking to a business owner. If you hold on to the employee mindset, you limit your vision and soon sabotage your success.

Here are 3 ways to drop the employee mindset around time and start managing your time like a successful IC business owner.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 014 6 Tools to Scale Your IC Business

Thu, 17 Jun 2021 00:00:00 -0600

When your Independent Consulting business is growing quickly, it's important to have tools and processes in place that enable scaling.

Lay a strong foundation wherever you are in your IC business so that you scale from solid ground and avoid re-work later.

Listen in as I share with you six tools that will scale, to ensure that your IC business can continue to grow smoothly and without roadblocks.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP.‌ ‌013‌ ‌6‌ ‌Time-Saving‌ ‌Tools‌

Thu, 10 Jun 2021 00:00:00 -0600

Productivity tools can create efficiencies in a number of areas across a business, including task management, strategy and planning, note-taking, and communication. These efficiencies ultimately save you time that you can then invest in other areas of your life or business. The right selection of tools is key to improving productivity and efficiencies in your IC business.

Listen in as I share the six time-saving tools that I use in my own business and exactly how I use them for maximum productivity and efficiency.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 012 Client Boundaries

Thu, 03 Jun 2021 00:00:00 -0600

Do you feel obligated to check client emails, texts, and voicemails at all hours? Do you feel frustrated with your clients for placing unreasonable demands on your time? If you answered yes to any of these questions, you need to revisit your boundaries.

Establishing and enforcing client boundaries is critical for an independent consultant. Oftentimes we avoid doing this because we fear upsetting, or even losing, the client. This sets a precedent that can lead to bigger problems down the road.

Listen in as I share three steps that you can use to establish client boundaries and three strategies to avoid the possible pitfalls.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 011 4 Fixes to Your Dry Consulting Pipeline

Thu, 27 May 2021 00:00:00 -0600

Last week in EP. 010 4 Reasons Your Consulting Pipeline is Dry, I shared with you four specific reasons why your pipeline is empty.

On this week’s episode, I share the four strategies to implement, to fix your dry consulting pipeline and turn your dry spell into a steady stream of leads. Press play to learn how.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 010 4 Reasons Your Consulting Pipeline is Dry

Thu, 20 May 2021 00:00:00 -0600

Is your pipeline dry? Have you been focused on delivering to clients and not spending time on business development, and you’re worried you’ll have a gap in revenue (and income)?

Most independent consultants think their pipeline is dry because they don’t have time to do both business development and client delivery simultaneously.

Lack of time is not the reason your pipeline is empty.

In today’s episode, I’m sharing the four specific reasons why your pipeline is drying up and will help you never be in this situation again.

As a bonus, I've created a free resource called the 26-Minute Lead Generation Method that you can use as a part of your larger strategy to ensure that your pipeline is a steady stream of opportunity.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 009 Nailing Down Your Ideal Client

Thu, 13 May 2021 05:00:00 -0600

Are you attracting the type of consulting clients you want to serve?

If not, there’s a good chance you haven’t clearly defined your ideal client. And, when you don’t know who you’re trying to attract, they won’t know you’re the go-to consultant to help solve their problems.

Whether you’re a new IC business owner or have been around for years, this episode will help you define your ideal client and get crystal clear on who they are and how you can serve them best.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 008 Gameplan for the 1st Call With a Prospect

Thu, 06 May 2021 00:00:00 -0600

So you’ve booked the first call with your ideal client, now what? You want to ensure that the call is as effective as possible, and to do so you need a crystal clear and specific gameplan.

Fortunately, creating a strong gameplan doesn’t have to be time-consuming or complicated. It’s as simple as identifying and avoiding the common mistakes made on the first call with your ideal prospective client and implementing my 5-part formula for making the first call with your ideal prospective client productive and easy.

Listen in as I share a formula you can use to be successful in the first call with your ideal prospective client, to engage at a higher level.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 007 Motivate Your Ideal Prospective Client to Book The 1st Call With You

Thu, 29 Apr 2021 00:00:00 -0600

Once you know where to find your ideal prospective client, the next logical step is for them to agree to schedule the first call with you.

Listen in as I share a formula that you can use to motivate your ideal prospective client to book the first call with you, and how to make the first call with an ideal prospective client valuable.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 006 Where to Find Your Ideal Clients

Thu, 22 Apr 2021 00:00:00 -0600

One of the most intimidating aspects of becoming an independent consultant is the fear of not getting any clients. Well, I am here to tell you that finding and signing clients is very possible and it doesn’t have to be a painful and frustrating process.

Listen in as I share a really doable, effective, and simple way to find your ideal consulting clients in just 30 minutes a day.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 005 The 9 Ingredients to Scale Your IC Business

Thu, 15 Apr 2021 00:00:00 -0600

Deciding to grow your business is a natural next step, and isn’t limited to hiring staff, multiplying the number of clients you have, and taking on more complexity. Instead, you can increase your revenue, profits, and amount of free time without shifting your business model.

Listen in as I share the 9 ingredients that you need to accomplish time flexibility, money, and the impact that you want to be making.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 004 Return to Corporate

Thu, 08 Apr 2021 00:00:00 -0600

After leaving corporate to work as a consultant, are you now wondering if you made the right decision and if the grass is really greener on the other side? Listen in as I share a simple framework you can use to determine if it’s time to return to corporate or continue working as an independent consultant.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 003 Client Dependency

Thu, 01 Apr 2021 05:00:00 -0600

Join me on this episode to dive into client dependency, the scenario where you’re relying on only one client, or one prospective client, for your revenue. I’m sharing why client dependency is a problem (beyond the obvious risk), how to find the root cause of why you’re depending on one client, and how to diversify your business (even if you think you don’t have time.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 002 Making Time for Business Development

Wed, 24 Mar 2021 06:00:00 -0600

Finding time for new business development can be difficult for many Independent Consultants. There always seems to be another priority or a pressing client deliverable.

If you're not making time to renew your pipeline, you are most likely stalling your growth and longevity.

In this episode, I’ll share with you three concrete and practical strategies for finding time for business development, even if you are oversubscribed.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 001 3 Barriers to Landing Your Next Consulting Client

Wed, 24 Mar 2021 06:00:00 -0600

Most ICs think the quality and helpfulness of their network and the economy are the biggest barriers to landing new clients. While these can be challenges, there are three primary barriers that you may not have considered.

Today I want to discuss the three barriers that are hindering you from landing your next consulting client and how to overcome them.

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

EP. 000 Welcome to the Grow Your Independent Consultant Business Podcast

Wed, 24 Mar 2021 06:00:00 -0600

This podcast is for you if you’re an Independent Consultant and

You’re worried you won’t be able to maintain a steady flow of clients (and income)
You’re struggling to balance working on your business, while also delivering client work
You haven’t shifted from thinking as an employee to thinking as a business owner and CEO

Welcome to the Grow Your Independent Consulting Business Podcast.

I’m Melisa Liberman, a fellow IC, and a business coach.

On this podcast, I teach you to become a consistently booked Independent Consultant without becoming a pushy salesperson or working 24x/7. Ready to create a pipeline of desirable clients and fulfilling projects that creates a steady stream of income? Let's get started!

Click here to get full show notes and more information.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Grow Your Independent Consulting Business

274. Becoming Sought After: Make Lead Gen Easier Through Inbound Leads

273. The Consulting Differentiator B2B Buyers Actually Notice

272. Consultants Who Hit Their Numbers Don't Do This (and What They Do Instead)

271. The Bare Minimum Plan to Keep Your Consulting Business on Track When You're At Capacity

270. The 5 Reasons Your Consulting Business Isn't at $500K

269. The PIP Technique: How to Uplevel Your Performance as an Independent Consultant

268. The Consulting Messaging Trap: Why Positioning Work Keeps You Stuck Without Ideal Clients

267. You Built a Franken-Business. Here's How to Start Over Without Starting Over

266. How to Work 30 Hours a Week as an Independent Consultant Without Sacrificing Revenue

265. Lead Generation for Independent Consultants: 8 Ways to Build a Full Pipeline

264. Quarterly Planning for Independent Consultants: How to Build a Plan That Actually Grows Your Business

263. 3 Lead Gen Mistakes Keeping Your Consulting Pipeline Unpredictable

262. How Independent Consultants Get on their Dream Clients’ Calendars

261. The 6 Ways to Scale Without Hiring Employees as a Solo Consultant

260. The 5 Capacity Leaks Slowing the Growth of Your Independent Consulting Business

259. 5 Ways to Increase Your Consulting Capacity Without Working More

258. Self-Retention for Independent Consultants: Build a Business You Want to Stay In

257. The Consultant Trap: “I Should Know Better”

256. How to Shorten Your Consulting Sales Cycle: 4 Strategies to Close Deals Faster

255. The Real-Life Growth Path: How a Consulting Business Grew from $258K to $514K

254. How Much Is Enough Business Development for Consultants

253. How Consulting Demand Really Gets Created (It’s Not How You Think)

252. What Consultants With Predictable Pipelines Do Differently

251. The Shifts That Will Create a Breakthrough Year in Your Consulting Business

250. How to Plan 2026 Like a Business Owner (Not as a Consultant)

249. How to Think About Business Investments for Next Year as an Independent Consultant

248. The Anti-Pitch: How to Sell Consulting Without Selling

247. The Secret to an Overflowing Consulting Pipeline with Kim Andrews

246. The 10 Surprising Relationships That Grow Your Consulting Business

245. Sustainable Lead Generation That Works for Consultants

244. The Real Reason Your Consulting Pipeline Isn’t Predictable

243. When You Are the Bottleneck: Overcoming Resistance in Your Consulting Business

242. Forming a Partnership with Another Independent Consultant with Abbie DuBois and Scott Allen

241. Stop Decision Debt: Why “Let Me Think About It” Costs You

240. The Path to 100k+ Quarters as a Consultant with Elizabeth Freedman

239. Turning Expertise into a Book: How (and Why) Consultant LeAnne Lagasse Finally Did It

238. The 3-Step Formula to Land Consulting Clients in Q4

237. Make the Most of Your Business Owner Thinking Time

236. Why Your Pipeline Isn't Filling (And It’s Not What You Think)

235. Using a Sprint to Fill Your Consulting Pipeline

234. The #1 Management Mistake Independent Consultants Make

233. The Big Leadership Mistake Independent Consultants Make

232. The Mindset Behind a Million-Dollar Independent Consulting Business (Part 2)

231. The Mindset Behind a Million-Dollar Independent Consulting Business (Part 1)

230. Overcoming a Revenue Plateau in Your Consulting Business

229. Most “Business Problems” Aren’t Business Problems

228. Becoming a Sought-After Independent Consultant with Rachel Hughes

227. The Thought Leadership Engine Hiding in Your Consulting Work

226. Design a Powerful Second Half for Your Consulting Business

225. The Future of External Talent: What Enterprise Buyers Want Now with Brian Hoffmeyer

224. The 6-Figure Pipeline Playbook with Ellie Holbert

223. Custom GPTs for Consultants: Scale Your Thinking, Not Just Your Tasks

222. Adding Physical Products to a Consulting Business (Part 1)

221. From Accidental Consultant to Strategic Advisor: Lessons from Alison Jeffrey

220. 3 Steps to Increase the Value of Your Client Delivery Approach (with AI Prompts)

Client delivery is one of the most critical — and underleveraged — parts of your consulting business. In this episode, we walk through a practical, three-part framework to increase the value of your delivery, both for your clients and for your business.

Most independent consultants tell me they feel confident once they land the work. But that doesn't always translate into knowing how to position your delivery as a value driver — something that generates referrals, repeat business, and higher pricing.

This episode is your blueprint for transforming delivery from a transactional project into a strategic asset.

[06:44] How to drive valuable client outcomes instead of defaulting into reactive execution

[15:10] Why you need to codify your approach — and how even “generalist” consultants have repeatable frameworks

[25:18] How your identity as a consultant directly affects your delivery value and client perception

[30:33] 3 AI prompts to help you zoom out and strengthen your consulting mindset and impact

Tune in to Episode 220 to build a consulting business where delivery becomes your growth engine.

219. Quick Win Approach to Land Consulting Clients

Sometimes you need a client win — fast.

Whether it’s to refill your pipeline, create a cash infusion, or just shake off a dry spell, this episode walks you through how to create and implement a quick-win strategy that actually works (and doesn’t feel like a scramble).

We’re not talking about discounting your value or saying yes to low-quality consulting client leads. This is about designing a repeatable, strategic approach that positions you for fast client conversions — and long-term growth.

You’ll learn the Four-part Quick Win Formula for consultants, What consultants typically get wrong about speed-to-sale, and How to remove the mental and emotional brakes that slow down your momentum.

Timestamps for Key Moments:[06:24] What a "Quick Win" really is and how to reframe your definition of what’s possible in your consulting sales cycle

[10:44] Quick Win Thinking: How to recognize and remove mindset patterns that silently sabotage your speed

[14:30] Quick Win Emotions: Why the energy you bring to your sales activity makes or breaks your results

[19:54] Quick Win Plan: Who to target, what to offer, and how to get creative without diluting your brand

[24:45] Quick Win Execution: How to structure and commit to your 30-day sprint using a business-owner mindset

Tune in to Episode 219 for a repeatable framework to infuse your business with revenue, confidence, and traction — exactly when you need it.

218. Stop “Checking In”: How Successful Consultants Manage Follow Up

217. Fixing the Wrong Problem in Your Consulting Business

216. Identifying Leaks in Your Consulting Business Development Process

215. Independent Consulting Business Retreats, Productizing, Mid-Funnel Focus, and More with Claire Elvers

214. A Unique Consulting Business Growth Tool with Matty Bakkeren

You’ll learn the
Four-part Quick Win Formula for consultants,
What consultants typically get wrong about speed-to-sale, and
How to remove the mental and emotional brakes that slow down your momentum.

Timestamps for Key Moments:
[06:24] What a "Quick Win" really is and how to reframe your definition of what’s possible in your consulting sales cycle