Consulting Business Development

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 …

Read more

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 …

Read more

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 …

Read more

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 …

Read more

Today I share the best strategy for getting your foot in the door at a new consulting client.  Wherever you are in your business, this best practice is applicable. So whether you have a full roster, are already using a successful business development plan, or are just starting, this strategy is the missing piece that will create a positive shift in how you do business.  Mastering this strategy means landing …

Read more

This episode is part two of the series surrounding leveraging speaking engagements to build your consulting buyer pipeline. Booking a speaking opportunity is the first step in starting a relationship with each audience member.  You’ll want to capture the audience member’s contact information so you can build and nurture a relationship with them after the event. There’s an easy, scalable, and effective way to do this. I will share it with you on …

Read more

Today we’re talking about making more money in your consulting business.  Clients will often come to you thinking they need your help with a particular problem. But as an expert, you may be able to see other problems or a larger issue that they’ve completely overlooked. One of the ways that you can offer additional help is by selling follow-on consulting work. This is not an extension of your current …

Read more

In this episode, I interview one of my independent consultant clients and dear friend, Brian Owens, a current coaching client, former corporate colleague, and past consulting client. This is a very special episode as it is the 100th of the podcast series. Brian is the perfect guest to sit down with during this milestone episode. I have known Brian for over 20 years and have worked with him as a …

Read more

Filling your pipeline starts by identifying where leads come from. A great place to gather leads is through your network. Relationships are the best way to fill your consulting pipeline. And it’s probably how you’ve landed many, if not all of your existing clients is through existing relationships with decision makers, organizational influencers, past colleagues, past clients, etc.  However, consultants frequently hit a challenge when they want to transition from …

Read more

A critical component of being a business owner is business development. So if you’re thinking, “I’m bad at business development”, you’ve got to work through it because you’re running a business and you need to be able to sell. Otherwise, you don’t have a business.  I am here to help you with this work by sharing everything you need to know about overcoming that thought process of “I’m bad at …

Read more