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 …
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 …
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 …
Very few people in this world love negotiating. Whenever the word negotiation comes up it often creates a freeze response yet it is an important part of your business process. As an independent consultant, when you think about negotiations, one of two things ends up happening. In this episode, I want to share with you the best approach to consulting contract negotiations so you can run a business where you …
Can you believe that summer is almost over and we will soon be approaching the last quarter of this year?! As you begin wrapping up this summer and establishing a routine to move into the fall, I want to talk with you about something that you can be implementing now to really impact the rest of your year. I’m calling it the Quick Wins Business Development Strategy. You may be in …
When it comes to lead generation, I find that so many independent consultants are overcomplicating the process. Then, they’re ineffective with their lead generation activities. For this reason, I want to share with you the three must-haves that you will want to incorporate into your solo consulting standard operating procedures (SOP), so that you’ve got an effective, easily repeatable, and results-creating independent consulting lead generation routine. These three elements are …
We all know that lead generation is extremely important to the health of an IC business. Without lead generation, it’s challenging to maximize growth and revenue as an independent consultant. And so today, I share with you a powerful lead generation that leverages assessments to elevate your consulting lead generation. I’ll also share a software tool that will make this strategy incredibly easy to implement. Click here to take the IC Business …
According to the U.S. Bureau of Labor Statistics, 4 million Americans quit their jobs in July 2021. Resignations peaked in April and have remained abnormally high for the last several months, with a record-breaking 10.9 million open jobs at the end of July. This has left many employers scrambling to retain, attract workers and figure out how to continue to run their business and obtain their revenue goals. “The Great Resignation” …
Are you approaching your sales process based on what your prospects care about or based on what you have to offer? This is a very common deal-killing mistake that Independent Consultants make. The mistake is when you are approaching the sales process based on you assuming that a client needs what you have rather than what the client cares about. This mistake can end up killing your deals. In this …
If you hate selling, you are not alone. Most independent consultants would rather get a root canal than work on business development and selling their services. It’s understandable you feel this way since selling is often perceived as scammy or pushy. This negative feeling is due to the off-putting experiences many of us have had with salespeople over the years. We’re scarred by the encounters that left us feeling pressured …
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