Consulting Business Development

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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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 …

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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 …

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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 …

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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 …

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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 …

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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 …

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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 …

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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 …

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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 …

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