Advertise on podcast: Grow Your Independent Consulting Business

You’ve built a successful independent consulting business. You’re landing clients, generating revenue, and doing work you enjoy. Maybe you're working harder than you want to maintain your current revenue. Maybe the thought of taking on another client feels overwhelming. Or maybe you've set a bigger revenue goal, but you're questioning whether the additional pressure and responsibility would even be worth it. It's easy to assume that growing your consulting business means working longer hours, becoming even more efficient, or hiring subcontractors. But what if you could grow your revenue and client impact without adding more hours, resources, or complexity? What if there were another way to expand what you're capable of achieving—one that could actually make growing your business feel easier? Consider this: Two independent consultants put $50K proposals in front of ideal clients. Both have every reason to expect the deals will close. Both get ghosted. One consultant spends weeks second-guessing their pricing, questioning their abilities, and avoiding business development. The other feels disappointed but gets right back to generating opportunities the next day. Same circumstances. Completely different experiences. What does the second consultant have that the first one doesn't? And how can you develop it in your own business? In Episode 294 of the Grow Your Independent Consulting Business podcast, Melisa Liberman reveals an often-overlooked reason why growing a consulting business feels harder than it needs to be, and what you can do to change that. You'll discover: Why two equally successful independent consultants can experience the same challenges but find running their businesses dramatically different.The hidden limitations that can keep you working harder than necessary, even after you've reached your original revenue goals.Why increasing your revenue doesn't have to mean increasing your hours, taking on more clients, or adding subcontractors.Three areas to develop so you can pursue bigger consulting business goals without automatically adding more pressure, sacrifice, or complexity.A practical self-assessment to identify what's making your consulting business feel harder than it needs to—and where to focus first.Whether you're trying to grow from $200K to $500K, build a more predictable consulting pipeline, increase your consulting fees, or simply make your current level of success feel more sustainable, this episode will challenge what you believe is required to get there. Your consulting business can grow without feeling increasingly difficult to run. And the solution might have much less to do with your workload, business model, or resources than you think. Listen to Episode 294 to discover what might be keeping your consulting business harder than it needs to be—and how to change it. Full show notes: https://shownotes.melisaliberman.com/growing-consulting-business-feel-easier Resources Mentioned: - Companion Resource: Business Brain Journal: 100 Days to Your Next Business Breakthrough (available on Amazon): https://www.growthatlas.solutions/pages/products - Episode 293 - How to Stay Motivated to Grow Your Consulting Business (Even When It’s Hard): https://shownotes.melisaliberman.com/stay-motivated-grow-consulting-business/  Want More? Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman Get Melisa’s Book: https://www.melisaliberman.com/book Visit Melisa’s Website: https://www.melisaliberman.com/ Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You’ve built a consulting business you’re proud of. Maybe you’ve replaced your corporate income. Or maybe you’re close to replacing it. And you have a bigger goal written down somewhere, whether it’s doubling your revenue. Growing a million-dollar practice. Having more flexibility. But something is holding you back. You haven’t fully gone after your vision. Part of you wonders if it’s worth it. If more growth means more pressure, more responsibility, and the risk of losing what you’ve already built. So you start telling yourself that what you’ve got is good enough. Or you commit to the goal, and then talk yourself out of the work. You skip the business development block because it won’t matter this week. You keep going, and when the results are slow, you start asking whether any of this is worth the effort. In Episode 293, Melisa Liberman makes the case that staying motivated to grow your consulting business isn’t something you either have or don’t. It’s a skill you can build. And it starts with having a clear reason to go after the next level, not just the one you’ve already reached. She shares the story of one of her private coaching clients who said she was committed to doubling her business, set the goal, wrote it down, and kept landing in the same revenue range month after month. Melisa explains what was actually keeping her there, and why writing the goal down wasn’t enough. She also walks through the two levels of purpose that keep independent consultants moving forward even when their motivation fades. Here’s why it matters.  When you’re clear on why the next level is worth it, you stop talking yourself out of it. You follow through on the days you don’t feel like it. And you keep going after the bigger goal instead of deciding what you’ve built is good enough. You’ll walk away with a purpose mindset audit to see how connected you are to your goals right now, and what to change to get closer. Hit play to find out how to keep growing your consulting business even when you don’t feel motivated. Resources Mentioned: Companion Resource: Business Brain Journal: 100 Days to Your Next Business Breakthrough (available on Amazon): https://www.amazon.com/dp/B0FF3NT9YC More Growth Atlas resources: https://www.growthatlas.solutions/pages/products Mentioned in this Episode: Episode 292 - Are You Unknowingly Limiting What’s Possible in Your Consulting Business?: https://shownotes.melisaliberman.com/possibility-mindset-consulting-business/ Want More? Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman Get Melisa’s Book: https://www.melisaliberman.com/book Visit Melisa’s Website: https://www.melisaliberman.com/ Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

When did you last stop and ask yourself what’s actually possible in your consulting business? Not what’s realistic.  Not what’s likely for you to achieve.  What you could build if nothing was off the table.  What’s possible without ruling anything out before you start.  For most independent consultants, they never ask that question seriously. Either their vision feels too far-fetched, or the tradeoffs feel too severe, and they set the question aside. In Episode 292, Melisa Liberman makes the case that the thing limiting your consulting business probably isn’t what you think it is. It’s not your network. It’s not your niche. It’s not the market. It’s the reference point you use to decide what’s possible. For a lot of independent consultants, that reference point is still tied back to their corporate career.  Melisa shares two client examples, plus her own story from 14 years after leaving corporate, that show where that reference point comes from and how it caps what consultants are willing to go after. Here’s why it matters. You only go after what you believe is possible. You only take action on what you go after. And your results come from the actions you take.  When you expand what you believe is possible, you expand what you’re able to achieve.  You’ll walk away with a four-step possibility audit to find the limits you’ve set without realizing it, and how to challenge each one. Hit play to find out if you’ve been unknowingly limiting what’s possible in your consulting business. Resources Mentioned: Companion Resource: Business Brain Journal (100-day mindset challenge, available on Amazon): https://www.amazon.com/dp/B0FF3NT9YC More Growth Atlas resources: https://www.growthatlas.solutions/pages/products Full Show Notes: https://shownotes.melisaliberman.com/possibility-mindset-consulting-business Want More? Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman Get Melisa’s Book: https://www.melisaliberman.com/book Visit Melisa’s Website: https://www.melisaliberman.com/ Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Have you wanted an anchor consulting client? Or do you have an anchor consulting client in place now? An anchor consulting client gives you recurring revenue, a predictable revenue stream, and room to plan your business without starting from scratch every quarter. It's a legitimate business goal. A lot of independent consultants land anchor clients. And there's a real strategy for doing it intentionally. But anchor clients also carry hidden costs that most independent consultants don't account for until they're already working with one. Independent consultants with anchor clients sometimes end up with a faux employer, no pipeline, and feeling too dependent on that client to walk away. In Episode 291, Melisa Liberman walks through six specific ways to land an anchor consulting client and how to avoid the hidden and avoidable costs. Melisa shares her own anchor client story in this episode. It ran 18-plus months longer than it should have. The costs weren't obvious while she was in it. They were very obvious when she got out. Melisa closes with a concrete anchor client protocol: how to set a floor rate, what non-monetary conditions a consulting client needs to meet to earn a spot on your roster, and how to review the relationship on your terms rather than waiting for the client to initiate. If you're looking to land your first anchor consulting client, this episode gives you the strategy. If you already have one and you're starting to feel the pull of the hidden costs, this episode gives you the protocol. Resources Mentioned: Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality: consultingbusinessbook.com Full Show Notes: https://shownotes.melisaliberman.com/anchor-consulting-client/ Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

There's a version of quarterly planning that gets you through the next 90 days.  And there's a version that actually shifts where you end up. Breaking through a plateau. Achieving both your revenue AND the way you want to be working. Growing the business toward your big vision. In Episode 290 of the Grow Your Independent Consulting Business podcast, I'm opening up my actual Q4 planning process and walking you through the six-layer framework I use to build a quarterly plan that changes where I end up, not just gets me through 90 days. I share  - The two questions I ask myself at the end of every quarter (not the ones you'd expect),  - The planning step I kept skipping that was keeping me in the same place, and  - Why I stopped setting just a revenue number as my starting point. I also get into why hitting 98% of my revenue goal and feeling crammed all quarter are actually the same problem, and how that changes the way I'm approaching Q4. Don't plan Q4 without listening to this first. Tune in to Episode 290. The six layers, mapped out: https://shownotes.melisaliberman.com/episode-290 Resources Mentioned: Quarterly Business Planner and Business Brain Journal: https://www.amazon.com/dp/B0FF2Q8NPR (also available at growthatlas.solutions) Episode 176 on Compound Goals: https://shownotes.melisaliberman.com/episode-176/ Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman Get Melisa's Book: https://www.melisaliberman.com/book Visit Melisa's Website: https://www.melisaliberman.com/ Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

For a lot of independent consultants, $500K feels out of reach. Or it feels like the wrong goal, because you assume it'll mean longer hours, less time off, and a consulting business you can't sustain. For other independent consultants, $500K is just normal. Some of them get there working about 25 hours a week. In Episode 289, Melisa Liberman breaks down the six components that independent consultants earning $500K a year have in common. She explains why she has you plan for $600K when your goal is $500K, and what a swim coach's story about missing a qualifying time by 0.01 seconds has to do with it. She shares one four-month project that created $9.35 million in client value, and why a $500K consulting business has to create value on that scale. You'll learn why you don't need to be the best-known name in your field to have enough opportunities in your pipeline to be selective. Melisa also explains why so many independent consultants still see themselves as the earner they were in corporate, and how that keeps their revenue right where it was.  Plus, you'll hear the actual beliefs of $500K earners: "500K is not exceptional." "More revenue does not have to mean more work." "I don't need the whole market." And why some consultants who reach $500K slide right back. If you've been telling yourself $500K isn't for you, listen to this one before you decide. Timestamps for Key Moments: [00:28] Why $500K doesn't have to mean more hours [05:29] The 0.01 second lesson for your revenue goal [09:27] The client value number behind a $500K business [15:00] How to become sought after in your circle [17:20] What happens to your identity after corporate [21:41] What $500K earners believe, and why some slide back [26:25] The kind of action $500K earners take  Resources Mentioned: Full Show Notes: https://shownotes.melisaliberman.com/episode-289 Companion Resource: Grow Your Consulting Business Book and Toolkit. Download free at melisabook.com or consultingbusinessbook.com, or buy on Amazon. Mentioned in this Episode: Episode 87 - Risk-Free Pricing Strategy for the Independent Consultant: https://shownotes.melisaliberman.com/episode-87/  Mentioned in this Episode: Episode 213 - Four Components to Create 50K Months: https://shownotes.melisaliberman.com/episode-213/  Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You put in the work to find the opportunity. You had the conversations. You went through discovery. Maybe you've already sent a proposal. The potential client seemed genuinely interested, and now nothing is happening. Getting told no is not the hardest part of running a consulting business. The hardest part is the deals that go quiet. In Episode 288, Melisa Liberman walks through the seven specific reasons consulting prospects stall before they get to a decision. Not the obvious reasons. The ones that are easy to misread while you're inside them. She starts with the most common (not talking to the actual buyer) and ends with the one she calls her favorite: the reason that, once fixed, makes the other six easier to solve. She also makes a case most consultants resist: you created the stall. Not as a way to blame yourself, but because if you created it, you can fix it. Each reason comes with the diagnostic questions to ask when a deal goes quiet, so you stop reacting emotionally and start addressing the actual root cause. If you've got deals in your pipeline right now that should have moved forward and haven't, this episode is exactly where to start. Timestamps for Key Moments: [00:00] Why stalling deals are harder to handle than hearing no [00:04] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com [00:07] Overview of all seven reasons [00:08] Reason 1: The right buyer isn't involved [00:11] Reason 2: Mistaking interest for buying intent [00:13] Reason 3: They care, but not enough to act now [00:15] Reason 4: Being interviewed instead of leading [00:23] Reason 5: No clear sales process [00:27] Reason 6: Misinterpreting the stall [00:32] Reason 7: Too much riding on one opportunity [00:35] How to diagnose the root cause and put this into action Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Enroll at www.ConsultantSprint.com Full Show Notes: https://shownotes.melisaliberman.com/episode-288 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

When Brian Hansen left corporate to start his consulting business, he assumed his network would help him land clients. It didn’t happen that way. His expertise was clear. He had more than 15 years of experience. He knew the type of problems he could solve. But his existing network didn’t include enough of the B2B SaaS CEOs, founders, and investors who were most likely to need his help. So Brian had to build a new way of creating consulting opportunities. In Episode 287, Melisa Liberman sits down with Brian to unpack how he’s been building his consulting business since leaving corporate, including what it looks like to serve primarily US-based clients while living abroad in Malaysia. Brian shares how he landed his first client through a relationship he intentionally developed outside his existing network, why relying heavily on referrals started to feel too reactive, and what he changed when he decided he wanted a more proactive and repeatable approach to business development. But this episode isn’t about replacing referrals. It’s about building a consulting business where referrals are one source of opportunities instead of the entire strategy. How do you expand your network when your current contacts aren’t your ideal buyers? How do you proactively create demand? How do you know which business development activities deserve your time? Brian shares how he thinks about all of these questions, including the mindset he relies on to navigate the uncertainty that comes with building an independent consulting business. If you’re still relying on referrals and timing to determine where your next engagement comes from, this episode is for you. Timestamps for Key Moments: [00:28] Introduction to Brian Hansen and building a business beyond referrals [04:13] Running a US-based consulting business from Malaysia [09:40] What happens when your existing network isn’t enough [27:44] What Brian learned after losing a proposal [32:38] Managing the mental side of an unpredictable consulting pipeline [39:31] Brian’s advice for consultants who want more predictable lead generation [42:01] Mindset, manifestation, and continuing to take action Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Enroll at www.ConsultantSprint.com Brian Hansen Consulting: www.brianhansenconsulting.com Connect with Brian on LinkedIn: www.linkedin.com/in/bhansenconsulting Full Show Notes: https://shownotes.melisaliberman.com/episode-287 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Crystal Hincks generated more than $250,000 in consulting engagements in a single month. But that result came after months of experimenting with lead generation strategies that worked... just not well enough. Listening tours. White papers. Webinars. She started getting in front of more decision makers. But those conversations still weren’t consistently turning into paid consulting engagements. In Episode 286, Melisa Liberman sits down with Crystal to unpack the full journey behind the $250K result: the lead generation strategies she tried, what she learned from each experiment, what was breaking down between conversations and paid work, and what finally changed. Crystal shares what she discovered about her sales process, how she changed the way she showed up in conversations with prospective clients, and why that shift mattered. Then she built a lead generation initiative around how her buyers already behave. That experiment generated more than 100 applications and led to more than $250,000 in paid consulting engagements in one month. But this episode isn’t about copying Crystal’s tactic. It’s about the process she used to get there. How do you know whether to keep going with a lead generation strategy, refine it, or replace it? How do you stay with an experiment long enough to learn from it without wasting months on something that isn’t working? And how do you recognize when the problem isn’t your lead generation tactic at all, but something else in the way you’re creating and converting consulting opportunities? Crystal shares what she learned from the strategies that didn’t work, the ones that worked only partially, and the shifts that ultimately brought the pieces together. If you’re working on lead generation but still wondering why your effort isn’t translating into enough consulting clients or paid opportunities, this episode will help you see what to evaluate next instead of assuming you simply need to do more. Timestamps for Key Moments: [00:00] Introduction to Crystal Hincks and why her story matters [00:02] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com [00:20] Getting stuck in the friend zone and the premature proposal problem [00:29] The mindset shift: from helpful vendor to expert and peer [00:34] Value Made Visible: the initiative that created $250K in one month [00:41] What the experiment taught her about lead generation [00:45] Advice for consultants who are experimenting but not yet seeing results Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Fall cohort starts September 22nd. Enroll at www.ConsultantSprint.com  Crystal’s website: www.uncommonevaluation.com Crystal’s LinkedIn: https://www.linkedin.com/in/crystal-hincks-7217556b/  Full Show Notes: https://shownotes.melisaliberman.com/episode-286 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Kymm Martinez was doing the work to land clients. She had scorecards. She had a tracker. She was having discovery meetings and working her network. She had nearly 20 years of marketing experience at General Mills plus two CMO roles so she understood business development.  And yet her pipeline wasn't becoming predictable, and she couldn't figure out why. In Episode 285, Melisa Liberman sits down with Kymm to unpack what was actually happening and what changed when she put a microscope to the activity instead of just doing more of it. Kymm shares how she discovered she was focused on quantity instead of quality, the corporate habits she didn't realize she'd carried into her consulting business, and how perfectionism was quietly blocking her at every stage of business development. She also shares what shifted in how she thinks about her goals, from replicating her corporate income to setting a very different vision for what her business could become. If you've been putting effort into business development and still don't have a pipeline that feels predictable, Kymm's story will help you figure out exactly where to look. Timestamps for Key Moments: [00:00] Introduction to Kymm Martinez and why her story matters [00:02] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com [00:04] Kymm's background and what surprised her about going independent [00:07] The corporate habits she didn't realize she'd brought with her [00:22] Perfectionism as a BD blocker and how she's managing it [00:29] What surprised Kymm about the Sprint cohort [00:38] Dreaming bigger: from replicating corporate income to a million-dollar goal [00:43] Advice for fellow independent consultants Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Fall cohort starts September 22nd. Enroll at www.ConsultantSprint.com Guest website: www.wildermarketinggroup.com Guest LinkedIn: www.linkedin.com/in/kymmmartinez The Wilder Brief (newsletter): www.wildermarketinggroup.com/the-wilder-brief Full Show Notes: https://shownotes.melisaliberman.com/episode-285 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Chelsea Lewis quit her corporate job in October 2025, took three months to rest, and started her independent consulting business in January 2026. By the time she recorded this episode, she had built a six-figure business in seven months, a current six-figure client engagement, a $20K-per-month advisory retainer proposal on the table, and a pipeline of $1.1 million. In Episode 284, Melisa Liberman sits down with Chelsea to find out exactly how she got from there to here, what she was doing that wasn't working, what changed, and what she’s been doing doing to build the pipeline to where it stands today. Chelsea shares how she moved warm network conversations out of the friend zone, the value-first approach she's using to open new client relationships and get hired, the specific mindset shifts that made the biggest difference, and how she changed her relationship with rejection. She also talks about what it means to run your business development like a scientist — collecting data, running experiments, and not letting outcomes define your worth as a business owner. If you're an independent consultant who knows you should be doing more with your network and your pipeline but can't seem to make it consistent, Chelsea's story is the one to listen to. Timestamps for Key Moments: [00:00] Introduction to Chelsea Lewis and her results [00:02] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com [00:03] Chelsea's background  [00:09] Entrepreneurship as a learnable skill, not a personality trait [00:16] The scientist mindset: 137 rejections and counting [00:27] Moving warm network conversations out of the friend zone [00:28] Adding value tangibly before the engagement starts [00:34] Chelsea's results: six-figure business, $1.1M pipeline, $20K/month retainer [00:45] Advice for first-generation business owners Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Fall cohort starts September 22nd. Enroll at www.ConsultantSprint.com Guest LinkedIn: Chelsea Lewis — linkedin.com/in/chelseamlewis/ Full Show Notes: https://shownotes.melisaliberman.com/episode-284 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You've said it to yourself more than once. "If I were just more consistent. If I could do a little bit every week, every day, I'd have a healthier pipeline." Most independent consultants have run that thought through their heads dozens of times. Here's the thing: consistency isn't the problem.  And trying to fix consistency is solving the wrong problem. In Episode 283, Melisa Liberman makes a case that most independent consultants need to hear: the reason your pipeline is unreliable isn't that you lack discipline.  It's that you've given yourself the wrong job.  Melisa explains what the right business development focus actually is, and it's not finding clients.  She also shares the story of Richard, a fully utilized consultant who understands that “being consistent” isn’t the key to a healthy pipeline, and what he specifically does to keep his pipeline full. If you’ve been trying to solve your pipeline problem by being more consistent, listen to this episode before you create another checklist, routine, or plan that won’t stick.  Timestamps for Key Moments: [00:00] Why consistency isn't the solution to your pipeline problem [00:03] Agenda overview [00:04] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com [00:05] Why the pipeline problem seems like a consistency problem [00:09] The real root cause [00:12] The solution [00:14] "But Melisa, I don't have enough time" [00:17] Richard's story [00:20] "But Melisa, I'm not established enough for this yet" [00:23] The question to stop asking and the one to start asking instead [00:25] Put this episode into action Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Fall cohort starts September 22nd. Enroll at www.ConsultantSprint.com Full Show Notes: https://shownotes.melisaliberman.com/episode-283 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You met them at an event. Or through a LinkedIn message. Or an intro you asked for. However you found them, you thought the conversation you had was good. They showed real interest and said to follow up. So you did. And then nothing. If you're like most independent consultants, you've got a stack of these. People you went out and found, who seemed genuinely interested, and then went silent. You did the work to create the lead. You had the conversation. And it still died on the vine. They ghost you. They say they'll circle back, and don't. They're genuinely interested on Tuesday and unreachable on Wednesday. Here's the thing. It's not random. And it's not you being bad at sales. There are five specific reasons outbound leads stall out before they become clients. Most consultants are tripping over three or four of them at once and don't even know it. In Episode 282, Melisa Liberman walks you through all fiveY, and gives you the root cause and concrete fix for each one.  You'll spot the ones costing you clients right now. You'll hear the mindset shift sitting underneath all five. And you'll know exactly what to do differently in your next outbound conversation. If you're generating conversations and watching them stall or go nowhere, this is the episode that tells you why, and what to do about it. Timestamps for Key Moments: [00:00] Why outbound leads are different and why this episode matters [00:03] Agenda overview [00:04] Companion resource: free live training at icworkshop.info [00:06] Why the source of the lead changes your entire business development process [00:09] Overview of the five reasons and what they have in common [00:33] The mindset underneath all five reasons [00:36] Put this episode into action Resources Mentioned: Free live training: How to Always Have Your Next Consulting Client Lined Up Without the Constant Pressure. Register at www.ICworkshop.info Full Show Notes: https://shownotes.melisaliberman.com/episode-282 Want More? Get Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You want to be the consultant ideal clients think of first. The one who gets invited into conversations rather than always pursuing them. The one whose pipeline doesn't depend on luck or timing. The one who can turn down work that isn't the right fit because they know more will come. That's a rainmaker. And most independent consultants don't think that word applies to them. In Episode 281, Melisa Liberman makes the case that it does. A rainmaker isn't someone with natural sales talent or an extroverted personality. It isn't someone selling 24/7. It's a consultant who is known for something, trusted for their perspective, and thought of when an important problem arises. That's a capability you can build. Melisa walks through three real consultants who became rainmakers in very different ways.  Elizabeth rebuilt her identity after losing the corporate ecosystem that had always supported her BD work, and now turns away red flag clients with confidence even when she's behind on her revenue goals.  Rachel built a global speaking and client reputation through deep specialization and selective visibility — posting once a week, speaking four to six times a year, sending a monthly newsletter.  Sarah became the go-to person in her industry through association involvement and relationships, not posting volume. None of them were born rainmakers. All of them decided to become one. Melisa also walks through the identity shift that makes the difference: you don't wait for results to give yourself the title. You decide first. The decision is what speeds up the results. If you've ever thought "that's for someone else, not me," this episode is the one to listen to before you talk yourself out of it again. Timestamps for Key Moments: [00:00] Why becoming the rainmaker changes everything about how you generate business [00:03] Agenda overview [00:06] Companion resource: free live training at icworkshop.info [00:07] Where the term rainmaker came from and why it matters [00:10] What a consultant rainmaker actually is — and what it isn't [00:14] The benefits of becoming the rainmaker in your consulting business [00:16] How to become the rainmaker: the identity shift that starts it [00:24] Elizabeth's story: rebuilding the rainmaker identity after leaving corporate [00:28] Rachel's story: becoming sought after through specialization and visibility [00:31] Sarah's story: becoming the go-to person through industry association [00:34] Put this episode into action: five questions to answer Resources Mentioned: Companion Resource: Free live training — How to Always Have Your Next Consulting Client Lined Up Without the Constant Pressure. Register at icworkshop.info Full Show Notes: https://shownotes.melisaliberman.com/episode-281 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

You left corporate for specific reasons. You want autonomy.  Control over your time.  Work that feels meaningful and is lucrative.  A business that runs on your terms, not someone else's. Here's what happens instead for a lot of independent consultants: the business gets built one micro-decision at a time.  You take the client that isn't quite right because it's in hand.  You agree to the schedule compromise because the engagement is clear.  You keep doing the execution work because that's what comes in.  And then one day you look up and realize the business you've built doesn't look much like the business you intended. In Episode 280, Melisa Liberman addresses this directly.  She opens with three real consultant scenarios: one who always wanted a boutique firm but is currently exhausted from solo travel and project work, one who wants to flip her revenue model from mostly self-delivered to mostly team-delivered and doesn't know how to adjust the plane while it's flying, and one who is successful on paper but landing staff augmentation work when what she wanted was strategic advisory. None of them built the wrong business on purpose. They built it through a series of invisible trade-offs that seemed small at the time. Melisa walks through two anchor questions every independent consultant should be able to answer, then a five-step process for getting clear on the business you actually want and starting to build toward it deliberately. If you've ever looked at your calendar and thought, "How did I get here? This business isn’t what I meant to build," this episode is where to start. Timestamps for Key Moments: [00:00] The question behind this episode: are you building the business you actually want? [00:03] Agenda overview [00:07] Companion resource: Grow Your Consulting Business book at melisabook.com [00:09] Two anchor questions: why did you leave corporate, and why haven't you gone back? [00:13] What actually happens: micro-decisions and invisible trade-offs [00:18] What does success actually look like for you? [00:20] Start from everything possible, not what feels realistic [00:23] The five steps to build the business you actually want [00:28] Put this episode into action Resources Mentioned: Companion Resource: Grow Your Consulting Business Book and Toolkit. Download free at melisabook.com Full Show Notes: https://shownotes.melisaliberman.com/episode-280 Mentioned in this Episode: Episode 267 - https://shownotes.melisaliberman.com/episode-267 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanGet Melisa's Book: https://www.melisaliberman.com/bookVisit Melisa's Website: https://www.melisaliberman.com/Follow on LinkedIn: https://www.linkedin.com/in/melisa-libermanWant help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.