Grow Your Independent Consulting Business

Grow Your Independent Consulting Business

Melisa Liberman

Are you an independent consultant who’s ready to grow your business into a predictable revenue stream while working on your own terms? The Grow Your Independent Consulting Business is a podcast that shares the blueprint to make your consulting business goals a reality. Each week, Business Coach, Melisa Liberman, brings you solo insights or informative guest interviews that will help you to accomplish your Independent Consultant Business goals. She shares specific tools, actionable strategies, and techniques that successful independent consultants use to create the predictable, sustainable, and impactful independent consulting business you may not even realize is possible.

206. Choosing the Best Lead Generation Strategy For Your Consulting Business Phase

206. Choosing the Best Lead Generation Strategy For Your Consulting Business Phase

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

Feb 20, • 42:07

205. The Free Birds Revolution with Miles Everson, CEO of MBO

205. The Free Birds Revolution with Miles Everson, CEO of MBO

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

Feb 13, • 40:37

204. Leveraging Relationship Marketing to Fill Your Consulting Pipeline with Sara Macauley

204. Leveraging Relationship Marketing to Fill Your Consulting Pipeline with Sara Macauley

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.

Feb 6, • 38:30

203. Taking a Leave as an Independent Consultant with Anushka Chhaya

203. Taking a Leave as an Independent Consultant with Anushka Chhaya

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 cons

Jan 30, • 36:36

202. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 2)

202. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 2)

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

Jan 23, • 39:30

201. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 1)

201. How to Build a Consulting Business That Lasts: Lessons From 200 Episodes & 12 Years in Business (Part 1)

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 consulti

Jan 16, • 39:35

200. What's Possible for your Consulting Business

200. What's Possible for your Consulting Business

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, illu

Jan 9, • 42:38

199. You’re Not Starting Over

199. You’re Not Starting Over

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

Jan 2, • 30:22

198. Key Trends to Watch in 2025 for the Independent Consultant

198. Key Trends to Watch in 2025 for the Independent Consultant

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

Dec 26, 2024 • 31:11

197. Make 2025 Your Best Year Yet as an Independent Consultant

197. Make 2025 Your Best Year Yet as an Independent Consultant

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 202

Dec 19, 2024 • 45:11

196. Land More Consulting Clients by Avoiding This Common Sales Mistake (Hint: It's Not An Interview)

196. Land More Consulting Clients by Avoiding This Common Sales Mistake (Hint: It's Not An Interview)

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 cli

Dec 12, 2024 • 34:34

195. Best Practices for Leveraging a CRM in Your Consulting Business with Gosia FitzGerald

195. Best Practices for Leveraging a CRM in Your Consulting Business with Gosia FitzGerald

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 independ

Dec 5, 2024 • 35:44

194. How to Feel More Confident: Overcoming the Chicken and the Egg Effect

194. How to Feel More Confident: Overcoming the Chicken and the Egg Effect

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 credentialsThe dangerous cycle of waiting for external v

Nov 28, 2024 • 29:17

193. Being In Control of Your Consulting Business Results

193. Being In Control of Your Consulting Business Results

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'

Nov 21, 2024 • 34:09

192. Generating a Steady Flow of Inbound Leads for Your Consulting Business

192. Generating a Steady Flow of Inbound Leads for Your Consulting Business

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 br

Nov 14, 2024 • 46:16

191. The Benefits of Being Your Own Consulting Client

191. The Benefits of Being Your Own Consulting Client

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

Nov 7, 2024 • 35:45

190. How to Create Excess Demand for Your Consulting Business

190. How to Create Excess Demand for Your Consulting Business

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 clie

Oct 31, 2024 • 38:36

189. Bridging a Contact into a Consulting Lead: Your BLCS Tool

189. Bridging a Contact into a Consulting Lead: Your BLCS Tool

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 the

Oct 24, 2024 • 37:46

188. Thinking of Yourself as a Managing Partner:  A Gamechanger for Your Consulting Business Results

188. Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results

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 ful

Oct 17, 2024 • 34:11

187. The 5 Techniques to Avoid Taking on Non-Ideal Clients in Your Consulting Business

187. The 5 Techniques to Avoid Taking on Non-Ideal Clients in Your Consulting Business

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 cos

Oct 10, 2024 • 40:50

186. How a Consulting Buyer Thinks About Engaging Independent Consultants with Ran Harpaz the CEO and Founder of Lettuce.co

186. How a Consulting Buyer Thinks About Engaging Independent Consultants with Ran Harpaz the CEO and Founder of Lettuce.co

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 ca

Oct 3, 2024 • 53:16

Using AI to 10x Your Independent Consulting Business (and much more) with Gabrielle Tenaglia

Using AI to 10x Your Independent Consulting Business (and much more) with Gabrielle Tenaglia

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 c

Sep 26, 2024 • 46:21

184. Developing Your Employer of Choice Business Model as an Independent Consultant

184. Developing Your Employer of Choice Business Model as an Independent Consultant

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. Melis

Sep 19, 2024 • 36:14

183. Consulting Clients You Could Be Overlooking & Why They Matter

183. Consulting Clients You Could Be Overlooking & Why They Matter

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

Sep 12, 2024 • 32:04

182. How to Increase Your Consulting Pricing: A Tool

182. How to Increase Your Consulting Pricing: A Tool

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

Sep 5, 2024 • 34:37

181. Transforming Into A Boutique Consultancy with Tradewinds Leadership

181. Transforming Into A Boutique Consultancy with Tradewinds Leadership

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 shar

Aug 29, 2024 • 56:50

180. Doubting if Independent Consulting Is Worth It? Here's What to Do

180. Doubting if Independent Consulting Is Worth It? Here's What to Do

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,

Aug 22, 2024 • 37:20

179. 3 Ways to Sell Executive Coaching as an Independent Consultant

179. 3 Ways to Sell Executive Coaching as an Independent Consultant

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 misconcepti

Aug 15, 2024 • 30:56

178. How to Qualify Your Consulting Clients

178. How to Qualify Your Consulting Clients

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 qual

Aug 8, 2024 • 32:09

177. Managing Emotional Debt to Avoid Self-Sabotaging

177. Managing Emotional Debt to Avoid Self-Sabotaging

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 y

Aug 1, 2024 • 30:09

176. Set a Compound Goal for Sustainable Consulting Business Growth

176. Set a Compound Goal for Sustainable Consulting Business Growth

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-doubtUnderstand the “co

Jul 25, 2024 • 32:20

175. Quantifying the Value of Your Expertise: A Case Study for Independent Consultants

175. Quantifying the Value of Your Expertise: A Case Study for Independent Consultants

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

Jul 18, 2024 • 28:41

174. How to Launch a Consulting Business in 10 Steps (PART 2)

174. How to Launch a Consulting Business in 10 Steps (PART 2)

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 cl

Jul 11, 2024 • 33:13

173. How to Launch a Consulting Business in 10 Steps (PART 1)

173. How to Launch a Consulting Business in 10 Steps (PART 1)

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”,

Jul 4, 2024 • 35:40

172. Filling Your Pipeline, Landing Ideal Consulting Clients, and Turning Away Work with Abbie DuBois

172. Filling Your Pipeline, Landing Ideal Consulting Clients, and Turning Away Work with Abbie DuBois

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 fa

Jun 27, 2024 • 39:54

171. Make the Most of Professional Events: Strategies to Generate More Leads as an Independent Consultant

171. Make the Most of Professional Events: Strategies to Generate More Leads as an Independent Consultant

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 ev

Jun 20, 2024 • 32:01

170. Being Ghosted as an Independent Consultant

170. Being Ghosted as an Independent Consultant

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

Jun 13, 2024 • 34:18

169 - Taking a Sabbatical as an Independent Consultant with Ashley Ryall

169 - Taking a Sabbatical as an Independent Consultant with Ashley Ryall

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 consultantAre you pushing through burnout and feeling disconnected from your work? Do you feel like your business is taking over your life?

Jun 6, 2024 • 44:06

168. A Tool to Optimize How You Spend Your Time as an Independent Consultant

168. A Tool to Optimize How You Spend Your Time as an Independent Consultant

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? Mel

May 30, 2024 • 28:57

167. Being Wrong About Not Needing To Work On Your Mindset

167. Being Wrong About Not Needing To Work On Your Mindset

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 mi

May 23, 2024 • 36:11

166. Setting a Goal to Replace Your Corporate Income Can Backfire for Your Independent Consulting Business

166. Setting a Goal to Replace Your Corporate Income Can Backfire for Your Independent Consulting Business

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 o

May 16, 2024 • 31:29

165. Get In Front of More Decision-Makers to Increase Your Consulting Sales Close Rate

165. Get In Front of More Decision-Makers to Increase Your Consulting Sales Close Rate

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 unders

May 9, 2024 • 34:33

164. Thinking “I’m Behind” Is Dangerous for Your Independent Consulting Business

164. Thinking “I’m Behind” Is Dangerous for Your Independent Consulting Business

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

May 2, 2024 • 25:34

163. A Tool for Higher Converting Consulting Networking Calls

163. A Tool for Higher Converting Consulting Networking Calls

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 p

Apr 25, 2024 • 31:43

162. Transform Your Solo Consultancy into a Center of Excellence (COE)

162. Transform Your Solo Consultancy into a Center of Excellence (COE)

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

Apr 18, 2024 • 34:28

161. How to Overcome Discouragement as a Consulting Business Owner

161. How to Overcome Discouragement as a Consulting Business Owner

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

Apr 11, 2024 • 34:29

160. Using Diagnostics to Uncover Consulting Leads More Effectively

160. Using Diagnostics to Uncover Consulting Leads More Effectively

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 me

Apr 4, 2024 • 33:56

159. Shorten the Consulting Sales Cycle by Offering a Diagnostic

159. Shorten the Consulting Sales Cycle by Offering a Diagnostic

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

Mar 28, 2024 • 39:59

158. Leveraging Channels to Fill Your Consulting Pipeline

158. Leveraging Channels to Fill Your Consulting Pipeline

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 c

Mar 21, 2024 • 31:45

157. Your Monthly Consulting Plan: Don’t Overlook this Vital Component

157. Your Monthly Consulting Plan: Don’t Overlook this Vital Component

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 t

Mar 14, 2024 • 33:33

156. The 3 Lead Generation Modes for a Consulting Business Pipeline

156. The 3 Lead Generation Modes for a Consulting Business Pipeline

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 res

Mar 7, 2024 • 31:48

155. Choosing the Best Strategy for Your Stage of Business Growth

155. Choosing the Best Strategy for Your Stage of Business Growth

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,

Feb 29, 2024 • 40:07

154. Lessons Learned from Writing a Book

154. Lessons Learned from Writing a Book

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 editin

Feb 22, 2024 • 41:09

153. The 14 Systems To Grow a Thriving Consulting Business (part 3)

153. The 14 Systems To Grow a Thriving Consulting Business (part 3)

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 ex

Feb 15, 2024 • 36:25

152. The 14 Systems To Grow A Thriving Consulting Business (part 2)

152. The 14 Systems To Grow A Thriving Consulting Business (part 2)

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 generationA high-quality sales and proposal

Feb 8, 2024 • 24:14

151. The 14 Systems To Grow A Thriving Consulting Business (part 1)

151. The 14 Systems To Grow A Thriving Consulting Business (part 1)

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 detai

Feb 1, 2024 • 36:20

150. Pivot Or Persevere: How Long To Stick With A Strategy That’s Not Working

150. Pivot Or Persevere: How Long To Stick With A Strategy That’s Not Working

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, un

Jan 25, 2024 • 31:55

149. Pitching Your Consulting Services

149. Pitching Your Consulting Services

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 c

Jan 18, 2024 • 28:37

148. Overcoming A Thought Leadership Block

148. Overcoming A Thought Leadership Block

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

Jan 11, 2024 • 36:11

147. When to Fire a Consulting Client

147. When to Fire a Consulting Client

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 toug

Jan 4, 2024 • 37:31

146. Productize Your Consulting Services

146. Productize Your Consulting Services

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 service

Dec 28, 2023 • 32:37

145. An Unconventional Goal Setting Approach for a Consulting Business

145. An Unconventional Goal Setting Approach for a Consulting Business

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 consulta

Dec 21, 2023 • 34:19

144. Arguing For Your Limitations

144. Arguing For Your Limitations

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, y

Dec 14, 2023 • 37:29

143. The 1st Step To Plan For Next Year (Or Next Quarter) In Your Consulting Business

143. The 1st Step To Plan For Next Year (Or Next Quarter) In Your Consulting Business

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 b

Dec 7, 2023 • 43:20

142. Building A Consultant’s Self-Identity: An Overlooked Success Factor For Consultants

142. Building A Consultant’s Self-Identity: An Overlooked Success Factor For Consultants

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 cal

Nov 30, 2023 • 42:08

141. Leveraging AI In Consulting

141. Leveraging AI In Consulting

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 m

Nov 23, 2023 • 46:20

140. Managing A Dip In Your Self-Confidence As An Independent Consultant

140. Managing A Dip In Your Self-Confidence As An Independent Consultant

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 str

Nov 16, 2023 • 37:57

139. What To Do When You Don’t Have Time For Lead Generation For Your Consulting Business

139. What To Do When You Don’t Have Time For Lead Generation For Your Consulting Business

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 heari

Nov 9, 2023 • 34:24

138. What Are You Willing To Do To Be Successful In Your Consulting Business?

138. What Are You Willing To Do To Be Successful In Your Consulting Business?

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 e

Nov 2, 2023 • 32:36

137. You Are Not Your Consulting Business

137. You Are Not Your Consulting Business

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 impor

Oct 26, 2023 • 30:33

136. Consulting Lead Generation Techniques That Are Working Now

136. Consulting Lead Generation Techniques That Are Working Now

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 t

Oct 19, 2023 • 38:11

135. Consultant Pricing Upper Limits

135. Consultant Pricing Upper Limits

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 c

Oct 12, 2023 • 27:52

134. Make The Most Of Q4 As An Independent Consultant

134. Make The Most Of Q4 As An Independent Consultant

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 independ

Oct 5, 2023 • 28:42

133. What To Do When The Market Is Soft For The Independent Consultant

133. What To Do When The Market Is Soft For The Independent Consultant

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

Sep 28, 2023 • 29:10

132. The Path To $1M For The Independent Consultant

132. The Path To $1M For The Independent Consultant

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 shi

Sep 21, 2023 • 31:36

131. Managing Imposter Syndrome In Your Consulting Business

131. Managing Imposter Syndrome In Your Consulting Business

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, res

Sep 14, 2023 • 38:51

130. The Surprising Reason To Build a Virtual Talent Bench for Your Independent Consulting Business

130. The Surprising Reason To Build a Virtual Talent Bench for Your Independent Consulting Business

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 l

Sep 7, 2023 • 31:40

129. How to Generate Leads for Your Consulting Advisory Retainers

129. How to Generate Leads for Your Consulting Advisory Retainers

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 cl

Aug 31, 2023 • 41:39

128. How To Navigate Stalled Consulting Agreements

128. How To Navigate Stalled Consulting Agreements

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 s

Aug 24, 2023 • 39:06

127. Avoid the "Make It Work" Consulting Business Model

127. Avoid the "Make It Work" Consulting Business Model

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

Aug 17, 2023 • 25:37

126. How To Define A Consulting Advisory Retainer

126. How To Define A Consulting Advisory Retainer

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

Aug 10, 2023 • 37:35

125. The 5 Steps To Transition Out Of Hourly-Based Billing For Consultants

125. The 5 Steps To Transition Out Of Hourly-Based Billing For Consultants

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-f

Aug 3, 2023 • 35:57

124. How To Select a CRM For Your Consulting Business

124. How To Select a CRM For Your Consulting Business

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 th

Jul 27, 2023 • 36:59

123. A Simple Strategy To Revive The Relationships You’ve Neglected In Your Network

123. A Simple Strategy To Revive The Relationships You’ve Neglected In Your Network

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

Jul 20, 2023 • 39:22

122. How to Elevate Your Consulting Sales Process To Command Higher Fees

122. How to Elevate Your Consulting Sales Process To Command Higher Fees

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

Jul 13, 2023 • 29:30

121. Four Tools For Consistent Consulting Lead Gen Even When You’re Busy

121. Four Tools For Consistent Consulting Lead Gen Even When You’re Busy

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 processIt's uncomfortableWe don't have a straightforward process to make lead generation easy to completeEpisode 121 drills down into how to simplify lead generation so you’re able to stay consistent regar

Jul 6, 2023 • 35:42

120. Using Retrospectives To Unlock Continuous Improvement in Your Independent Consulting Business

120. Using Retrospectives To Unlock Continuous Improvement in Your Independent Consulting Business

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

Jun 29, 2023 • 31:00

119. Premature Consulting Proposals:  A Costly Mistake To Avoid

119. Premature Consulting Proposals: A Costly Mistake To Avoid

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 inc

Jun 22, 2023 • 40:57

118. How To Get Powerful Testimonials From Your Consulting Clients

118. How To Get Powerful Testimonials From Your Consulting Clients

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

Jun 15, 2023 • 33:29

117. The Best Strategy To Get Your Foot  In The Door At A New Consulting Client

117. The Best Strategy To Get Your Foot In The Door At A New Consulting Client

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, ar

Jun 8, 2023 • 26:05

116. The Most Common Consulting Pricing Mistake

116. The Most Common Consulting Pricing Mistake

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 c

Jun 1, 2023 • 29:49

115. What It Takes To Succeed As An Independent Consultant with Jon Younger Ph.D.

115. What It Takes To Succeed As An Independent Consultant with Jon Younger Ph.D.

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 bu

May 25, 2023 • 44:32

EP. 114 The Million Dollar Consulting Question

EP. 114 The Million Dollar Consulting Question

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 youu

May 18, 2023 • 31:39

EP. 113 Convert Speaking Opportunities Into Consulting Leads

EP. 113 Convert Speaking Opportunities Into Consulting Leads

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 in

May 11, 2023 • 26:55

EP. 112 Land Speaking Opportunities to Grow Your Consulting Business

EP. 112 Land Speaking Opportunities to Grow Your Consulting Business

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 c

May 4, 2023 • 42:52

EP. 111 The Roadmap to Advisory Retainers for Independent Consultants

EP. 111 The Roadmap to Advisory Retainers for Independent Consultants

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

Apr 27, 2023 • 34:59

EP. 110 What To Do When It Feels Hard To Run An Independent Consulting Business

EP. 110 What To Do When It Feels Hard To Run An Independent Consulting Business

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.List

Apr 20, 2023 • 35:05

EP. 109 3 Ways to Make $500k In Your Independent Consulting Business

EP. 109 3 Ways to Make $500k In Your Independent Consulting Business

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.

Apr 13, 2023 • 34:42

EP. 108 The 6 Strategies To Turn a Lost Consulting Deal Into A Benefit

EP. 108 The 6 Strategies To Turn a Lost Consulting Deal Into A Benefit

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

Apr 6, 2023 • 28:07

EP. 107 The 10 Questions For More Valuable Discovery Meetings

EP. 107 The 10 Questions For More Valuable Discovery Meetings

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

Mar 30, 2023 • 31:23

EP. 106 Selling Follow-On Consulting Work

EP. 106 Selling Follow-On Consulting Work

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 exi

Mar 23, 2023 • 31:43

EP. 105 Effective Value Propositions for the Independent Consultant

EP. 105 Effective Value Propositions for the Independent Consultant

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 o

Mar 16, 2023 • 44:27

EP. 104 The 4 Steps to Double Your Consulting Revenue Without Working More

EP. 104 The 4 Steps to Double Your Consulting Revenue Without Working More

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

Mar 9, 2023 • 29:16

EP. 103 Overcoming Consulting Proposal Procrastination

EP. 103 Overcoming Consulting Proposal Procrastination

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 fo

Mar 2, 2023 • 33:20

EP. 102 The State of Independence with McLean Robbins of MBO Partners

EP. 102 The State of Independence with McLean Robbins of MBO Partners

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

Feb 23, 2023 • 49:21

EP. 101 Personal Branding for Independent Consultants

EP. 101 Personal Branding for Independent Consultants

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 toStand out as a consultantBec

Feb 16, 2023 • 24:57

EP. 100 The Mind of a Sales Genius with Brian Owens

EP. 100 The Mind of a Sales Genius with Brian Owens

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 hi

Feb 9, 2023 • 52:19

EP. 099 3 Consulting Trends That Should Be On Your Radar in 2023

EP. 099 3 Consulting Trends That Should Be On Your Radar in 2023

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.

Feb 2, 2023 • 37:03

EP. 098 Consulting vs. Contracting

EP. 098 Consulting vs. Contracting

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 gi

Jan 26, 2023 • 36:33

EP. 097 The Most Neglected Consulting Offers

EP. 097 The Most Neglected Consulting Offers

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

Jan 19, 2023 • 31:46

EP. 096 Create A Follow-Through System To Make Achieving Your Goals Inevitable (Part 5 of the Planning for Independent Business Success Series)

EP. 096 Create A Follow-Through System To Make Achieving Your Goals Inevitable (Part 5 of the Planning for Independent Business Success Series)

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

Jan 12, 2023 • 31:33

EP. 095 Embracing Obstacles (Part 4 of the Planning for Independent Business Success Series)

EP. 095 Embracing Obstacles (Part 4 of the Planning for Independent Business Success Series)

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 you

Jan 5, 2023 • 26:30

EP. 094 Create Your 12-Month Action Plan (Part 3 of the Planning for Independent Business Success Series)

EP. 094 Create Your 12-Month Action Plan (Part 3 of the Planning for Independent Business Success Series)

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 ac

Dec 29, 2022 • 28:51

EP. 093 Set Your Yearly Independent Consulting Goals (Part 2 of the Planning for Independent Business Success Series)

EP. 093 Set Your Yearly Independent Consulting Goals (Part 2 of the Planning for Independent Business Success Series)

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 fo

Dec 22, 2022 • 45:23

EP. 092 Year End Assessment for Independent Consultants (Part 1 of the Planning for Independent Business Success Series)

EP. 092 Year End Assessment for Independent Consultants (Part 1 of the Planning for Independent Business Success Series)

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 Januar

Dec 15, 2022 • 29:14

EP. 091 Using Microskills to Improve as an Independent Consulting Business Owner

EP. 091 Using Microskills to Improve as an Independent Consulting Business Owner

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

Dec 8, 2022 • 34:12

EP. 090 Corporate Retreat for the Independent Consultant

EP. 090 Corporate Retreat for the Independent Consultant

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 in

Dec 1, 2022 • 36:30

EP. 089 Converting Conversations Into Consulting Opportunities

EP. 089 Converting Conversations Into Consulting Opportunities

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

Nov 24, 2022 • 29:45

EP. 088 The Burnout Formula for Independent Consultants

EP. 088 The Burnout Formula for Independent Consultants

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

Nov 17, 2022 • 43:44

EP. 087 The Risk-Free Pricing Strategy for the Independent Consultant

EP. 087 The Risk-Free Pricing Strategy for the Independent Consultant

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 whe

Nov 10, 2022 • 26:04

EP. 086 Overcoming Value Based Pricing Fear

EP. 086 Overcoming Value Based Pricing Fear

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

Nov 3, 2022 • 35:14

EP. 085 The 7 Consulting Pricing Mistakes To Avoid

EP. 085 The 7 Consulting Pricing Mistakes To Avoid

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 ea

Oct 27, 2022 • 32:23

EP. 084 Slow Cycle In Your Consulting Business. The 4-Part Solution

EP. 084 Slow Cycle In Your Consulting Business. The 4-Part Solution

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 momentu

Oct 20, 2022 • 33:19

EP. 083 Why Your Consulting Business Is Slow

EP. 083 Why Your Consulting Business Is Slow

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 slowi

Oct 13, 2022 • 30:59

EP. 082 Building a Business Owner Mindset (& more) with Maria Balcazar Tellez

EP. 082 Building a Business Owner Mindset (& more) with Maria Balcazar Tellez

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 fo

Oct 6, 2022 • 39:17

EP. 081 Landing Too Much Consulting Business

EP. 081 Landing Too Much Consulting Business

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

Sep 29, 2022 • 26:19

EP. 080 The Quarterly Focus Project

EP. 080 The Quarterly Focus Project

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 Quarterl

Sep 22, 2022 • 33:05

EP. 079 3 Components of the Successful IC Business Owner's Routine

EP. 079 3 Components of the Successful IC Business Owner's Routine

Having a routine is critical to your success as an independent consulting business owner. Routines help you Maximize your independent consultant business owner timeManage through conflicting prioritiesBalance working on your business with working in your businessEnsure 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 needleYou know how important routines are. But, what should you include in

Sep 15, 2022 • 30:37

EP. 078  Bad At Business Development? The 4-Part Remedy

EP. 078 Bad At Business Development? The 4-Part Remedy

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 (uninte

Sep 8, 2022 • 29:08

EP. 077  Contract Negotiation Strategies for Independent Consultants

EP. 077 Contract Negotiation Strategies for Independent Consultants

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 thi

Sep 1, 2022 • 29:50

EP. 076 Personal Branding for Consultants (& more) w/ Jennifer Lemmert

EP. 076 Personal Branding for Consultants (& more) w/ Jennifer Lemmert

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 busin

Aug 25, 2022 • 49:24

EP. 075 The Quick Win Business Development Strategy

EP. 075 The Quick Win Business Development Strategy

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 o

Aug 18, 2022 • 34:29

EP. 074 Lead Generation Procrastination

EP. 074 Lead Generation Procrastination

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 de

Aug 11, 2022 • 31:51

EP. 073 Recession-Ready Your Independent Consulting Business

EP. 073 Recession-Ready Your Independent Consulting Business

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 wi

Aug 4, 2022 • 35:50

EP. 072 Giving Yourself Credit

EP. 072 Giving Yourself Credit

“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 yours

Jul 28, 2022 • 38:20

EP. 071 Creating Compelling Consulting Offers (and more) with LeAnne Lagasse

EP. 071 Creating Compelling Consulting Offers (and more) with LeAnne Lagasse

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

Jul 21, 2022 • 48:46

EP. 070  3 Vacation Success Strategies as an Independent Consultant

EP. 070 3 Vacation Success Strategies as an Independent Consultant

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 succe

Jul 14, 2022 • 23:53

EP. 069 Taking Vacation as an Independent Consultant

EP. 069 Taking Vacation as an Independent Consultant

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

Jul 7, 2022 • 21:11

EP. 068 Insights from 31 Years as an Independent Consultant with Susan K Moore

EP. 068 Insights from 31 Years as an Independent Consultant with Susan K Moore

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 independ

Jun 30, 2022 • 54:10

EP. 067 The Bottom-Up Business Plan for Independent Consultants

EP. 067 The Bottom-Up Business Plan for Independent Consultants

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

Jun 23, 2022 • 25:11

EP. 066 The 3 Pre-Reqs To Raising Your Consulting Fees

EP. 066 The 3 Pre-Reqs To Raising Your Consulting Fees

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 ra

Jun 16, 2022 • 28:45

EP. 065 Lessons Learned from Restarting an IC Business with Nicola Kastner

EP. 065 Lessons Learned from Restarting an IC Business with Nicola Kastner

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

Jun 9, 2022 • 49:10

EP. 064 3 Must-Haves for An Effective Consulting Lead Generation Routine

EP. 064 3 Must-Haves for An Effective Consulting Lead Generation Routine

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

Jun 2, 2022 • 28:13

EP. 063 Turning Down Consulting Opportunities

EP. 063 Turning Down Consulting Opportunities

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 ask

May 26, 2022 • 36:32

EP. 062 The 6 C's That Create More Money With More Ease In An IC Business

EP. 062 The 6 C's That Create More Money With More Ease In An IC Business

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 c

May 19, 2022 • 35:41

EP. 061 What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business

EP. 061 What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business

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 rev

May 12, 2022 • 13:24

EP. 060 The 3 Sales Mindset Shifts for Independent Consultants

EP. 060 The 3 Sales Mindset Shifts for Independent Consultants

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 sho

May 5, 2022 • 28:44

EP. 059 Consulting Greed

EP. 059 Consulting Greed

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 und

Apr 28, 2022 • 28:34

EP. 058 Consulting Margins

EP. 058 Consulting Margins

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

Apr 21, 2022 • 25:42

EP. 057 Using An Assessment for Consulting Lead Generation

EP. 057 Using An Assessment for Consulting Lead Generation

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 c

Apr 14, 2022 • 31:50

EP. 056 Using Video To Enhance Your Consulting Brand with RJ Parrish

EP. 056 Using Video To Enhance Your Consulting Brand with RJ Parrish

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) w

Apr 7, 2022 • 44:39

EP. 055 Best Practices for the Consulting Business Back Office with Sara Conde

EP. 055 Best Practices for the Consulting Business Back Office with Sara Conde

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

Mar 31, 2022 • 34:47

EP. 054 VA Best Practices with Silas Kim

EP. 054 VA Best Practices with Silas Kim

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: T

Mar 24, 2022 • 36:16

EP. 053 Hiring a VA for Your Consulting Business

EP. 053 Hiring a VA for Your Consulting Business

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

Mar 17, 2022 • 27:42

EP. 052 The 5 Steps to Overcome Undercharging

EP. 052 The 5 Steps to Overcome Undercharging

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 discus

Mar 10, 2022 • 33:43

EP. 051 The 4 Root Causes for Undercharging as a Consultant

EP. 051 The 4 Root Causes for Undercharging as a Consultant

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 epis

Mar 3, 2022 • 21:58

EP. 050 5 Methods To Uncover If You’re Undercharging as a Consultant

EP. 050 5 Methods To Uncover If You’re Undercharging as a Consultant

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

Feb 24, 2022 • 33:33

EP. 049 Consulting Business Guardrails

EP. 049 Consulting Business Guardrails

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 severa

Feb 17, 2022 • 26:35

EP. 048 CRM for the Independent Consultant with Reuben Swartz

EP. 048 CRM for the Independent Consultant with Reuben Swartz

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,

Feb 10, 2022 • 38:57

EP. 047 How To Achieve Work-Life Balance (Part 2)

EP. 047 How To Achieve Work-Life Balance (Part 2)

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 con

Feb 3, 2022 • 26:14

EP. 046  3 Tools To Protect Your Work-Life Balance

EP. 046 3 Tools To Protect Your Work-Life Balance

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 wor

Jan 27, 2022 • 27:04

EP. 045  The ONE Difference-Maker for Lead Generation

EP. 045 The ONE Difference-Maker for Lead Generation

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 attr

Jan 20, 2022 • 28:13

EP. 044  The Consulting Business Dashboard

EP. 044 The Consulting Business Dashboard

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

Jan 13, 2022 • 14:06

EP. 043  Make Achieving Your Yearly Plan Inevitable

EP. 043 Make Achieving Your Yearly Plan Inevitable

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 coachin

Jan 6, 2022 • 26:04

EP. 042  Design Your IC Business Vision

EP. 042 Design Your IC Business Vision

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

Dec 30, 2021 • 28:14

EP.‌ ‌041‌ ‌The‌ ‌Impactful‌ ‌Year-End‌ ‌Review‌ ‌Process‌ ‌for‌ ‌Independent‌ ‌ Consultants‌

EP.‌ ‌041‌ ‌The‌ ‌Impactful‌ ‌Year-End‌ ‌Review‌ ‌Process‌ ‌for‌ ‌Independent‌ ‌ Consultants‌

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 re

Dec 23, 2021 • 21:37

EP. 040 The State of Independence with McLean Robbins

EP. 040 The State of Independence with McLean Robbins

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. M

Dec 16, 2021 • 39:39

EP. 039 - 3 Steps to Become a Strategic Thinker (an IC Business Owner Success Habit)

EP. 039 - 3 Steps to Become a Strategic Thinker (an IC Business Owner Success Habit)

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

Dec 9, 2021 • 24:15

EP.‌ ‌038‌  - The‌ ‌5‌ ‌Benefits‌ ‌of‌ ‌Working‌ ‌With‌ ‌A‌ ‌Coach‌

EP.‌ ‌038‌ - The‌ ‌5‌ ‌Benefits‌ ‌of‌ ‌Working‌ ‌With‌ ‌A‌ ‌Coach‌

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 co

Dec 2, 2021 • 36:25

EP. 037 - 5 Ways You’re Under-Earning as an Independent Consultant

EP. 037 - 5 Ways You’re Under-Earning as an Independent Consultant

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 t

Nov 25, 2021 • 32:20

EP. 036 - Consulting Business Owner Fundamentals with Will Bachman

EP. 036 - Consulting Business Owner Fundamentals with Will Bachman

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 less

Nov 18, 2021 • 26:40

EP. 035 - Use the Great Resignation to Create Consulting Clients

EP. 035 - Use the Great Resignation to Create Consulting Clients

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

Nov 11, 2021 • 22:33

EP. 034 Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer)

EP. 034 Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer)

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 act

Nov 4, 2021 • 34:00

EP. 033 The Consultant's Vulnerability Hangover

EP. 033 The Consultant's Vulnerability Hangover

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,

Oct 28, 2021 • 21:58

EP. 032 5 Consulting Service Offering Mistakes to Avoid

EP. 032 5 Consulting Service Offering Mistakes to Avoid

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

Oct 21, 2021 • 23:19

EP. 031 Avoid This Deal-Killing Mistake When Selling Your Consulting Services

EP. 031 Avoid This Deal-Killing Mistake When Selling Your Consulting Services

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 ca

Oct 14, 2021 • 25:31

EP. 030 Escape the Staff Augmentation Abyss

EP. 030 Escape the Staff Augmentation Abyss

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 h

Oct 7, 2021 • 27:28

EP.‌ ‌029‌ ‌The‌ ‌Simple‌ ‌Tool‌ ‌To‌ ‌Create‌ ‌Consistent‌ ‌Revenue‌ ‌In‌ ‌Your‌ ‌ Consulting‌ ‌Business‌

EP.‌ ‌029‌ ‌The‌ ‌Simple‌ ‌Tool‌ ‌To‌ ‌Create‌ ‌Consistent‌ ‌Revenue‌ ‌In‌ ‌Your‌ ‌ Consulting‌ ‌Business‌

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

Sep 30, 2021 • 24:40

EP. 028 5 Key Differences Between A Job Search and Selling Consulting [PART 2 OF 2]

EP. 028 5 Key Differences Between A Job Search and Selling Consulting [PART 2 OF 2]

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?

Sep 23, 2021 • 21:41

EP. 027 5 Key Differences Between A Job Search and Selling Consulting [PART 1 OF 2]

EP. 027 5 Key Differences Between A Job Search and Selling Consulting [PART 1 OF 2]

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 ca

Sep 16, 2021 • 20:15

EP.‌ ‌026‌  ‌6‌ ‌Must-Have‌ ‌Systems‌ ‌You‌ ‌Can't‌ ‌Afford‌ ‌To‌ ‌Neglect‌ ‌In‌ ‌Your‌ ‌Consulting Business [PART 6 OF 6]

EP.‌ ‌026‌ ‌6‌ ‌Must-Have‌ ‌Systems‌ ‌You‌ ‌Can't‌ ‌Afford‌ ‌To‌ ‌Neglect‌ ‌In‌ ‌Your‌ ‌Consulting Business [PART 6 OF 6]

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 s

Sep 9, 2021 • 25:18

EP. 025 3 Sales Strategies for Consultants Who Hate Selling [PART 5 OF 6]

EP. 025 3 Sales Strategies for Consultants Who Hate Selling [PART 5 OF 6]

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

Sep 2, 2021 • 27:00

EP. 024 The One Success Strategy Most Independent Consultants Overlook [PART 4 OF 6]

EP. 024 The One Success Strategy Most Independent Consultants Overlook [PART 4 OF 6]

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

Aug 26, 2021 • 17:39

EP. 023 The 3 Consulting Lead Generation Mistakes That Create Underearning [PART 3 OF 6]

EP. 023 The 3 Consulting Lead Generation Mistakes That Create Underearning [PART 3 OF 6]

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 d

Aug 19, 2021 • 27:09

EP.‌ ‌022‌ ‌Become‌ ‌a‌ ‌Sought-After‌ ‌Consultant‌ ‌Through‌ ‌A‌ ‌Compelling‌ ‌Offer‌ [PART 2 OF 6]

EP.‌ ‌022‌ ‌Become‌ ‌a‌ ‌Sought-After‌ ‌Consultant‌ ‌Through‌ ‌A‌ ‌Compelling‌ ‌Offer‌ [PART 2 OF 6]

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 y

Aug 12, 2021 • 20:42

EP. 021 The Must-Have Business Plan For Your Independent Consulting Success  [PART 1 OF 6]

EP. 021 The Must-Have Business Plan For Your Independent Consulting Success [PART 1 OF 6]

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

Aug 5, 2021 • 19:50

EP. 020 The (Surprising) Skill Required to Succeed As An Independent Consultant

EP. 020 The (Surprising) Skill Required to Succeed As An Independent Consultant

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

Jul 29, 2021 • 23:15

EP. 019 Increase Your Consulting Revenue Using the IA Method

EP. 019 Increase Your Consulting Revenue Using the IA Method

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

Jul 22, 2021 • 18:33

EP. 018 How Playing The Corporate Game (as an IC) Can Backfire

EP. 018 How Playing The Corporate Game (as an IC) Can Backfire

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 unspoke

Jul 15, 2021 • 20:53

EP. 017 The Critical Business Question to Ask for the 2nd Half of the Year

EP. 017 The Critical Business Question to Ask for the 2nd Half of the Year

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

Jul 8, 2021 • 15:48

EP. 016 5 New Ways to Think About Money as a Business Owner

EP. 016 5 New Ways to Think About Money as a Business Owner

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

Jul 1, 2021 • 22:43

EP. 015 Think About Time Like a Business Owner

EP. 015 Think About Time Like a Business Owner

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 bus

Jun 24, 2021 • 19:04

EP. 014 6 Tools to Scale Your IC Business

EP. 014 6 Tools to Scale Your IC Business

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 g

Jun 17, 2021 • 18:52

EP.‌ ‌013‌ ‌6‌ ‌Time-Saving‌ ‌Tools‌

EP.‌ ‌013‌ ‌6‌ ‌Time-Saving‌ ‌Tools‌

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 productivi

Jun 10, 2021 • 22:02

EP. 012 Client Boundaries

EP. 012 Client Boundaries

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. Lis

Jun 3, 2021 • 21:48

EP. 011 4 Fixes to Your Dry Consulting Pipeline

EP. 011 4 Fixes to Your Dry Consulting Pipeline

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 independen

May 27, 2021 • 23:51

EP. 010 4 Reasons Your Consulting Pipeline is Dry

EP. 010 4 Reasons Your Consulting Pipeline is Dry

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 b

May 20, 2021 • 21:01

EP. 009 Nailing Down Your Ideal Client

EP. 009 Nailing Down Your Ideal Client

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

May 13, 2021 • 21:14

EP. 008 Gameplan for the 1st Call With a Prospect

EP. 008 Gameplan for the 1st Call With a Prospect

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 prod

May 6, 2021 • 21:31

EP. 007 Motivate Your Ideal Prospective Client to Book The 1st Call With You

EP. 007 Motivate Your Ideal Prospective Client to Book The 1st Call With You

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 t

Apr 29, 2021 • 24:10

EP. 006 Where to Find Your Ideal Clients

EP. 006 Where to Find Your Ideal Clients

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 h

Apr 22, 2021 • 20:12

EP. 005 The 9 Ingredients to Scale Your IC Business

EP. 005 The 9 Ingredients to Scale Your IC Business

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

Apr 15, 2021 • 24:33

EP. 004 Return to Corporate

EP. 004 Return to Corporate

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 cons

Apr 8, 2021 • 17:49

EP. 003 Client Dependency

EP. 003 Client Dependency

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 h

Apr 1, 2021 • 21:30

EP. 002 Making Time for Business Development

EP. 002 Making Time for Business Development

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

Mar 24, 2021 • 19:46

EP. 000 Welcome to the Grow Your Independent Consultant Business Podcast

EP. 000 Welcome to the Grow Your Independent Consultant Business Podcast

This podcast is for you if you’re an Independent Consultant andYou’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 workYou haven’t shifted from thinking as an employee to thinking as a business owner and CEOWelcome 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 boo

Mar 24, 2021 • 3:22

EP. 001 3 Barriers to Landing Your Next Consulting Client

EP. 001 3 Barriers to Landing Your Next Consulting Client

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 o

Mar 24, 2021 • 19:24

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