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 revenu...
May 02, 2024•26 min
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...
Apr 25, 2024•32 min
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 transfo...
Apr 18, 2024•34 min
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 min
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 m...
Apr 04, 2024•34 min
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 example...
Mar 28, 2024•40 min
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 ...
Mar 21, 2024•32 min
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 ...
Mar 14, 2024•34 min
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 re...
Mar 07, 2024•32 min
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 min
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 min
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 ...
Feb 15, 2024•36 min
What makes one consultant succeed more efficiently than another? There are 14 systems to grow a thriving consulting business. Each is pivotal in the success and development of an independent consultant. In today's episode, Melisa continues the conversation from Episode 151 by sharing the next five systems to grow a thriving consulting business. This segment is part 2 of the podcast series and highlights the importance of the following: Predictable lead generation A high-quality sales and proposa...
Feb 08, 2024•24 min
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 deta...
Feb 01, 2024•36 min
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, ...
Jan 25, 2024•32 min
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 ...
Jan 18, 2024•29 min
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 struggle...
Jan 11, 2024•36 min
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 tou...
Jan 04, 2024•38 min
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 serv...
Dec 28, 2023•33 min
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 consult...
Dec 21, 2023•34 min
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. O...
Dec 14, 2023•37 min
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 07, 2023•43 min
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 ca...
Nov 30, 2023•42 min
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 ...
Nov 23, 2023•46 min
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 th...
Nov 16, 2023•38 min
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 hear...
Nov 09, 2023•34 min
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 clie...
Nov 02, 2023•33 min
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 im...
Oct 26, 2023•31 min
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 sam...
Oct 19, 2023•38 min
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 ...
Oct 12, 2023•28 min
