Consulting Business Development

Building a podcast is a powerful strategy to create consistent, high-quality consulting leads and position yourself as an authority in your consulting niche.  In this episode, host Melisa Liberman walks independent consultants through actionable strategies to transform a podcast into a lead generation engine. What You’ll Learn in This Episode: You’ll discover how to generate leads through compelling calls to action, create inbound opportunities by offering valuable resources, and build …

Read more

As an independent consultant, you’re busy managing clients, juggling projects, and staying on top of the day-to-day demands of running your own business. But what about lead generation? Lead gen is often the most neglected by independent consultants—even though it’s key to your consulting business’s growth.  If you’re struggling to find time for lead generation or feeling like it’s just too overwhelming, you’re not alone.  In this episode, Melisa Liberman …

Read more

Consultants can leverage campaigns in non-traditional way, to generate leads and fill their pipeline. This strategy can reduce confusion and generate motivation around consulting lead generation. How does this work, specifically and what is a “non-traditional” campaign? In this episode, Melisa explains how independent consultants can leverage the concept of a campaign to center their lead generation activities around a given problem that their ideal clients are facing.  In other …

Read more

Generating high-quality leads is one of the biggest challenges (and opportunities) for independent consultants. But what if your approach to lead generation isn’t working because it doesn’t align with where your business is right now? In this episode, Melisa dives into the key to sustainable and repeatable lead generation—tailoring your strategy to the phase of your consulting business. She walks through the best approaches for different business stages, shares real-world …

Read more

In today’s episode, Melisa chats with Sara Macauley, principal consultant and owner of Kindred Strategic, a consultancy that helps businesses in the oil, gas, renewable energy, and software sectors grow. Sara is an expert in relationship marketing, focusing on building genuine connections that turn into long-term, revenue-generating relationships. Sara shares her strategy for building trust and value with potential clients. Melisa and Sara explore how independent consultants can leverage relationship …

Read more

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 …

Read more

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 …

Read more

 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 …

Read more

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 …

Read more

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 …

Read more