Consulting Business Development

Are you, like many independent consultants, wondering how to effectively reach decision-makers who have authority and budget to pay for your services? Are you worried about “wasting your time” by talking to people who don’t have the authority to engage your consulting services? In episode 165, Melisa Liberman dives into the strategies for getting in front of decision-makers at your ideal consulting clients and offers strategies to avoid common pitfalls …

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In this episode, Melisa addresses a common challenge among independent consultants: converting networking calls into tangible business opportunities.  Melisa begins by acknowledging the frustration many consultants face when these calls end inconclusively. She introduces the three-way mental model evaluation as a solution, encouraging consultants to analyze their thoughts about the person they’re speaking with, themselves, and their process during these calls.  Through real-life examples and case studies, Melisa illustrates how …

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 In this podcast episode, Melisa builds on previous discussions (Episode 159: Shorten the Consulting Sales Cycle by Offering a Diagnostic) about the effectiveness of diagnostics in extending the sales cycle by explaining how to leverage diagnostics to uncover valuable client leads. Melisa’s intentional approach underscores the integration of diagnostics as a strategic tool in the lead-generation process. Through relatable case studies, she highlights how diagnostics can be utilized across various …

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In this episode, Melisa Liberman discusses a vital strategy for independent consultants: leveraging channels to enhance their consulting pipeline. Melisa emphasizes the power of building intentional relationships with other businesses to attract new clients and improve the quality of leads.  Melisa begins by explaining the fundamental concept of channel strategy, stressing the importance of partnering with organizations that serve similar audiences or offer complementary services. Through engaging case studies, she …

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In this episode, Melisa Liberman explores the connection between a flourishing consulting business and a well-nurtured pipeline. Recognizing that many independent consultants default to reactive lead generation based on immediate needs, Melisa emphasizes the importance of consistent and purposeful strategies for sustained success. The episode begins with reflecting on the pitfalls of approaching lead generation without intentionality and the adverse outcomes consultants may experience. Melisa then introduces three recommended lead …

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It’s time to shift from pitching to consultative selling. Don’t let the pressure of developing a convincing, high-pressure pitch hold you back from growing your business.  In this episode, Melisa addresses how pitching negatively impacts your sales process and offers a more collaborative and solution-oriented alternative. Referencing real-life examples, she encourages consultants to shift from a pressured, convincing stance to a more collaborative, consultative, and client-centric approach. Melisa provides actionable …

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Many independent consultants find themselves in situations where they are swamped with client work or personal responsibilities. This often leads to neglecting lead generation, which can result in a feast-or-famine cycle in their business. In this episode, Melisa helps you address this issue and establish a more consistent and effective lead generation routine, even during busy periods.  It’s no surprise that you need a healthy consulting pipeline to have a …

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Despite using similar strategies like networking, cold calling, or public speaking events, consultants can have vastly different results regarding lead generation.  So why are some consultants so much more successful at building their pipeline than others? In today’s episode, Melisa demystifies why lead generation is easy for some consultants but not others. She shares the difference in emotions, mindset, and skills of successful consultants versus those who feel challenged by …

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In today’s episode, I share how to use value-based questioning to elevate your consulting sales process and command higher rates.  Tune in to learn how to leverage these strategies and dial in your consulting sales process to add more value and impact for potential consulting clients.  I address several aspects of the sales or consulting discovery call process in this episode.  While the strategy is important, the main focus is …

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In this episode, I share four tools to help you create and maintain consistent lead generation for your consulting business.  It’s the fourth installment in the series about tightening business operations and how to make bite-sized changes to get more predictable results.  I know that lead generation is every independent consultant’s least favorite part of running a business. So I made this very simple for you to maintain consistency and …

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