Episode 172 – Filling Your Pipeline, Landing Ideal Consulting Clients, and Turning Away Work with Abbie DuBois

Episode Summary:

In this episode, Melisa dives deep into the common hurdles independent consultants face in filling their pipeline and landing ideal clients.

Joining her is Abbie DuBois, an accomplished healthcare consultant who tackled these challenges head-on. Abbie opens up about her initial struggles with a dry pipeline, fears of damaging her reputation, and the daunting task of balancing workload while ensuring client satisfaction. Together, they explore actionable strategies to overcome these obstacles and shed light on the mindset shifts vital for achieving consulting success.

Key Takeaways:

  • Overcoming the Fear of Selling
  • Building and Sustaining a Proactive Pipeline Using a Sprint Approach
  • Managing Workload and Preventing Burnout
  • Networking with Confidence
  • Turning Down Consulting Work When You’ve Reach Capacity
  • Lead Generation as a Routine Practice

Notable Quotes:

  1. “I realized that by just reaching out to catch up, without any agenda, I could establish genuine, valuable relationships.”
  2.  “Mindset and action are everything. Your thought process has a direct impact on your business outcomes.”
  3. “Turning away work was tough, but it was crucial for managing my workload and preventing burnout.”
  4. “You might think you don’t know enough people, but when you really look, your network is broader than you realize.”
  5. “Lead generation isn’t optional; it’s a routine that can make or break your consulting business.”

Tune in to discover how Abbie effectively navigated these challenges and find out exactly how she refilled her pipeline, connected with ideal clients, and achieved a sustainable consulting practice. Listen now to uncover the strategies that can transform your consulting business!

📚 Key Episode Milestones

00:00 Abbie shares lead generation success story.

04:38 Transitioning to independent contracts, setting minimum rates.

09:22 Reached out to 40 people, focused on calls.

11:19 Networking requires action, not overthinking.

14:33 Conversations lead to clarity and certainty of niche.

18:31 Checking LinkedIn network leads to successful outreach.

22:00 Reaching out to potential buyers based on perception.

26:25 Don’t underestimate your network for job opportunities.

27:29 Advising on self-deception and client decisions.

30:50 Balancing demand for consulting business success.

36:48 Focus on yourself, seek trusted help.

37:42 Take Abbie’s advice, apply it in action.


  1. Discuss working with Melisa as your coach – Click here to schedule your consultation.
  2. Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
  3. Watch my YouTube Podcast Channel
  4. LinkedIn 
  5. Website 


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