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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 ...
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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 …
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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…
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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 …
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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…
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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…
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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 less…
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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…
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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. Thi…
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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 …
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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 referen…
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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 …
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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 o…
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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 c…
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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. Product…
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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. …
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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 th…
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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…
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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, …
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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…
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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 ev…
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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 …
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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 …
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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 deci…
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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 fro…
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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…
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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 go…
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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 mus…
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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…
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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.…
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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 …
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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 rejecti…
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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 t…
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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 busine…
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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 h…
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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 …
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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 effective…
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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 uncomforta…
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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…
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Consistent lead generation is essential to building a sustainable independent consultant business. It’s easy to understand why business development is vital, so why do independent consultants commonly push this task to the back burner? We overlook lead generation because… We overcomplicate the process It's uncomfortable We don't have a straightforw…
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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 t…
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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…
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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 pushe…
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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 f…
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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 w…
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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 freelanc…
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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 …
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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 …
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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 tha…
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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 throu…
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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 di…
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