Are you a consultant who frequently hears “I’ll keep you in mind” at the end of a networking call?Networking is an effective strategy for building a consulting pipeline. But, many consultants struggle to convert networking calls into potential opportunities.In this episode, Melisa shares an actionable tool consultants can leverage to achieve concrete results from a networking call. Melisa empathizes with consultants who find themselves in networking conversations that lead nowhere beyond vague promises like "I'll keep you in mind." She offers a practical strategy to avoid dead-end calls and take control of networking outcomes.Melisa introduces the three-way mental model evaluation, a tool designed to help consultants analyze their thoughts about the person they're speaking with, their mindset during the call, and their approach to the networking process. Drawing from real-life examples and case studies, Melisa illustrates how the three-part evaluation can significantly improve the outcomes of networking calls. By taking responsibility for these interactions' results and implementing practical mental shifts, consultants will improve call conversions and generate more income. This comprehensive discussion gives consultants a must-have tool for transforming networking conversations into meaningful consulting opportunities.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

When you start thinking about your independent consulting business as a center of excellence, the level of impact, fulfillment, and growth provided to your clients can dramatically shift.You’re an expert and thought leader in your field. By thinking of your consulting business as a Center of Excellence, you can set yourself up to generate more inbound leads and offer higher-paying consulting services.In this episode, Melisa offers a detailed and actionable framework to help consultants transform their solo consultancy business into a Center of Excellence. Using real-life examples, Melisa clearly defines how the Center of Excellence concept and shares the benefits of implementing this concept into your independent consulting business. She outlines six critical elements for establishing a thriving Center of Excellence in a solo consultancy, emphasizing clarity, innovation, and client-centricity. Finally, Melisa concludes with an important warning and shares a series of questions to help consultants transform their independent consulting practice into a center of excellence. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Every consulting business experiences peaks and valleys. One minute, you feel confident and successful; the next, you are ghosted by a new lead or lose a client and feel discouraged. The volatile nature of owning a consulting business might have you wondering if all the obstacles are worth it.In today's episode, Melisa shares her five-step formula for overcoming discouragement in your consulting business. She encourages consultants to embrace and normalize periods of discouragement and offers a practical guide for overcoming self-doubt and getting back on track to meet your goals. By proactively addressing discouragement, consultants can stop relying on landing a new client or closing a big deal to improve their mindset and boost confidence.Melisa provides a comprehensive framework for consultants to navigate and overcome feelings of discouragement, break the discouragement cycle, and replace negativity with motivation and momentum.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Streamlining the lead generation process helps independent consultants build their consulting pipeline quicker and more effectively. In episode 159: Shorten the Consulting Sales Cycle by Offering a Diagnostic, consultants learned how offering a diagnostic will improve conversation rates by shortening the sales cycle. Today's episode continues the conversation by explaining how to leverage diagnostics to uncover client leads. Melisa's practical approach focuses on implementing diagnostics as a means to streamline the lead generation process for independent consultants.Melisa presents three compelling case studies illustrating diverse scenarios where diagnostics can be effectively leveraged to generate leads. These examples range from networking interactions and speaking engagements to follow-up strategies with past clients. By demonstrating how diagnostics can be integrated seamlessly into various business contexts, Melisa underscores its versatility as a powerful tool for consultants seeking to expand their client base.In closing, Melisa outlines a four-step implementation plan for effectively integrating diagnostics into a consulting business. From defining desired services and crafting diagnostics to offering them strategically to potential clients, Melisa provides actionable guidance for consultants looking to enhance their business development efforts. This episode equips independent consultants with practical insights, actionable strategies, and the tools and knowledge necessary to leverage diagnostics effectively in uncovering consulting leads and driving business growth.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Are you an independent consultant looking to optimize your client acquisition process and drive business growth?Whether you have a gap in your consulting pipeline or are struggling to meet revenue goals, shortening the sales process will expedite business growth. Offering diagnostics as one of your consulting service offerings is an effective way to land clients more quickly. In this episode, Melisa outlines why diagnostics are valuable tools in a consultant's toolkit. Through relatable examples and practical insights, she illustrates how consultants can use diagnostics to uncover client challenges and offer actionable recommendations for improvement. By sharing real-life examples, Melisa underscores the versatility of diagnostics in different consulting contexts, demonstrating their potential to streamline client acquisition and deepen client relationships. Furthermore, Melisa emphasizes the importance of avoiding common mistakes by encouraging consultants to tap into their unique insights and experiences to develop customized diagnostics that resonate with their target clients.This episode provides a practical roadmap for consultants to implement diagnostics as a service offering. It includes steps to identify focus areas, outline best practices, and test diagnostic offerings with past clients. Through this approach, consultants can accelerate client acquisition, enhance their value proposition, and foster long-term client satisfaction. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Independent consultants need easy ways to fill and improve the quality of their consulting pipelines. How can you build channel relationships so that other people refer ideal clients to you?In this episode, Melisa explains how to leverage channels to fill your consulting pipeline. Intentionally building relationships with third parties to generate leads for your business eases the burden of lead generation and enhances the quality of leads. Melisa begins with an overview of the fundamentals of channel strategy, emphasizing the alignment with organizations that cater to your target audience and offer complementary services. Through two insightful case studies, she illustrates how consultants can forge partnerships to receive consistent leads. Melisa also cautions against common mistakes consultants make when leveraging channel partnerships and how to avoid them. Finally, the episode concludes with a six-question framework to identify potential channel partners.Listen to discover how to leverage channels to fill your consulting pipeline. With a strategic approach and dedication to nurturing connections, consultants can unlock new opportunities, expand their reach, and achieve sustainable business growth in the competitive consulting landscape.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

An effective monthly plan will dramatically improve results and generate higher revenue for your consulting business. With that said, it’s important to note a key component that’s commonly missing from consultants' monthly plans.In this episode, Melisa emphasizes the importance of revisiting and refining goals for the year, tracking progress, and enhancing your monthly planning process. The discussion focuses on an often overlooked component—the "who" in your plan. In terms of your mindset and thinking, becoming aware of who you need to be is critical to achieving your goals.First, Melisa breaks down the typical monthly planning process for consultants, highlighting the common oversight in incorporating the "who" component. Next, she provides four specific examples to illustrate integrating this vital element into your monthly planning. Then, Melisa concludes by providing actionable strategies to implement the "who" component in your monthly planning. Running an independent consulting business requires more than just theory—it demands a practical and actionable mindset. Independent consultants can unlock predictable, effective, and lucrative results by setting clear goals, mapping out strategies, incorporating a robust "Who Plan," and reinforcing a positive mindset. Tune in to discover the missing link that could transform your consulting business.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

A robust and well-maintained pipeline is crucial for a consulting business's growth and success. However, many independent consultants go into default lead generation mode based on their immediate business situation. Lead generation should be consistent and follow a purposeful strategy to fill a consulting pipeline.In this episode, Melisa explores three distinct lead generation modes to help consultants fill and maintain their consulting pipeline. First, she offers insights into the negative results consultants get when approaching lead generation without intentionality. Then, Melisa details three recommended modes: Run/Maintain, Active, and Sprint. Melisa defines each mode, explains when to use it in your business, and shares real-life examples to successfully leverage each strategy.Melisa concludes with a five-question framework to help consultants define each of the modes in their businesses. This critical lead generation playbook encourages consultants to be more intentional about their consulting pipelines, reduce stress, and become confident in the growth of their business.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Selecting a business strategy that aligns with the maturity of your consulting business will accelerate growth and help you achieve success more efficiently. But how do you know if the plan you are implementing is too advanced or too simple for the stage of your business you are in?In this episode, Melisa underscores the necessity of aligning your business strategy with the stage of your business growth. She sheds light on the impact of misalignment, including wasted time, unnecessary expenses, and missed opportunities. Melisa leverages client examples to outline the effects of choosing the wrong strategy and makes recommendations to avoid similar missteps. The episode concludes with an actionable four-step framework to help consultants make well-informed decisions when finalizing their business strategy. Melisa's insights offer a practical approach for consultants struggling to grow their businesses effectively. Whether you are frustrated by a lack of results or fear the potential negative impact of change, this episode is a motivational guide to achieving consulting success. Tune in for actionable advice and critical perspectives to enhance your business strategy and propel your consulting business forward.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Writing a book is a challenging undertaking. As an independent consultant, there are several reasons to become a published leader in your industry. From growing your prospective client list to building a reputation as a go-to expert, the benefits of writing and publishing a book are endless. In this episode, Melisa offers an in-depth review of lessons learned while writing and publishing a book. From her motivations behind writing a book to the triumphs and tribulations of the writing and editing process, she shares valuable insights for aspiring authors.Melisa begins by detailing the decisive moment she committed to writing a book, underscoring the importance of unwavering determination and the support gained from choosing an independent publisher. She candidly shares her struggles developing a unique concept, the power of writing sprints, and her laborious edit process. Finally, Melisa dives into book promotion and why authors should dedicate a year of marketing and promotion. This episode is an invaluable resource if you are an independent consultant considering writing a book to increase your brand reputation and visibility. Learn from Melisa's experience and get inspired to publish as a leader in your industry. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Are you ready to unlock your full potential as an independent consultant and create a thriving consulting business?In the final episode of the podcast series, 14 Systems to Create a Thriving Consulting Business, Melisa highlights discernible patterns that differentiate prosperous consultants from those facing challenges. First, Melisa explores the importance of robust financial systems and suggests moving away from reactive financial management to proactive, routine-based practices. Then, she explains the necessity of balancing time spent working on the business with time spent on client delivery and how planning these activities ensures a healthy pipeline. These systems connect to mindset, a critical factor in achieving success. Melisa distinguishes between the mindset of a business owner and that of an employee, emphasizing the need for intentional mindset development and routine practices. The episode concludes with a motivational call to action, reminding consultants to challenge themselves, take risks consistently, and believe in their potential, reinforcing the belief that a thriving business is within reach.Through real-life examples and learned experiences, Melisa delivers the final piece of an actionable plan for independent consults to create a thriving business.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

What makes one consultant succeed more efficiently than another? There are 14 systems to grow a thriving consulting business. Each is pivotal in the success and development of an independent consultant. In today's episode, Melisa continues the conversation from Episode 151 by sharing the next five systems to grow a thriving consulting business. This segment is part 2 of the podcast series and highlights the importance of the following:Predictable lead generationA high-quality sales and proposal systemAudience awarenessStaying top of mindLeveraging client delivery as an assetNot only does Melisa explain the significance of each of these five systems, but she also guides consultants on how to implement them in their consulting businesses. Melisa draws from real-life examples and imparts valuable insights to empower consultants in building these fundamental systems within their practices.This episode serves as a comprehensive guide for consultants seeking to elevate their independent consulting businesses. Tune in to gain a nuanced understanding of the critical systems instrumental in fostering growth and success as an independent consultant. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Every independent consultant has the talent and prerequisites to be successful. So what makes it easier for one consultant to grow a robust pipeline while another struggles to build their business?This episode marks the beginning of a series focused on 14 systems to grow and maintain a thriving consulting business. Listen to learn about the first five systems independent consultants need to establish to create a successful consulting business. Melisa emphasizes the need for a committed and detailed three-year plan and explains how consistent assessments help consults move the needle and grow their business. Then, she explores the importance of a compelling service portfolio, advocating for a specialized approach over a generalist one. She also reviews pricing methodology and offers insights about aligning pricing frameworks with value propositions. The episode concludes by underscoring the impact of a well-defined business model that integrates the first four steps of the framework. For independent consultants looking to grow their business, Melisa's insights offer a roadmap to transform struggles into success. Uncover the difference between reactive and proactive approaches, and learn why implementing these systems is the key to building a successful consulting business. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

As your independent consultant business evolves, implementing and testing new strategies is essential. But sticking to a new approach is challenging when you don't get immediate results.Should you pivot or persevere?In this episode, Melisa addresses a crucial topic for business owners: when to stick with a new strategy or make a pivot. By referencing a real-life example, she guides consultants through an actionable five-part framework emphasizing the need for a clear plan, defined hypothesis, unwavering commitment, and thorough evaluation. For consultants navigating the complexities of business growth, this episode provides a practical guide to making strategic decisions that can propel consulting businesses forward. Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Is the fear of pitching your consultant services holding you back from acquiring new clients? Selling services is challenging for many independent consultants. They want to necessitate their value but feel uncomfortable addressing prospective leads. So, consultants default to pitching as a selling tactic, causing unnecessary pressure on themselves and their potential clients.In today's episode, Melissa shares how framing your sales process as a pitch negatively impacts your ability to land new clients. She explains how shifting towards a more collaborative, solution-oriented, and client-centric approach is more effective. Drawing from real-life examples, Melisa dismantles the notion that consultants need to pitch, offering a refreshing perspective that empowers consultants to build trust, foster deeper relationships, and ultimately achieve more impactful results without the need for traditional pitching. This episode is a transformative guide for consultants seeking to revolutionize their sales approach and maximize their effectiveness in acquiring new clients. Click here for the full show notes and more information.

By sharing valuable expertise, independent consultants can create lasting impressions on potential clients and ultimately attract inbound leads. Despite its importance, many consultants struggle to maintain a consistent thought leadership strategy. It’s common to question your expertise and hit a block.The Basics of Thought Leadership: Get clear on the basics of thought leadership and how it’s a key component in building your brand and attracting clients.Common Challenges: Explore the struggles faced by consultants at various stages of their thought leadership journey.Five-Step Framework: Discover Melisa's straightforward framework to overcome a thought leadership block, when it happens. Real-Life Examples: Gain insights from relatable examples tailored for consultants at different stages in their thought leadership journey.This episode is a must-listen for independent consultants at any stage of their thought leadership journey. Whether you're just starting or looking to bring more consistency to your efforts, you'll find valuable insights and actionable strategies to enhance your thought leadership approach.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

In this episode, Melisa tackles a common challenge faced by many consultants—deciding when and if to part ways with a client.The dilemma of firing a client is a complex one that every consultant faces at some point. On one hand, there's the desire to make the client relationship work, not wanting to be seen as a quitter, and the revenue that the client brings in. But on the other hand, there's the toll it can take on your peace of mind and the potential harm to your overall business. It's a tough decision that requires careful consideration, weighing the short-term gains against the long-term consequences. Sometimes, parting ways with a client can lead to a healthier business and a better quality of life. It's all about finding that delicate balance.But when is it the right time to let go of a client?Drawing from personal experience, Melisa shares a robust framework to assist consultants in navigating this challenging decision. She delves into distinguishing clear reasons and navigating the gray areas, helping you understand your role in the client relationship and make strategic decisions.Whether you're currently grappling with this decision or preparing for the future, this episode offers valuable insights and actionable steps to elevate your consulting business.Click here for the full show notes and more information.Then, click here for more on coaching tailored to you as an independent consulting business owner.

Many independent consultants overlook the opportunity to productize their services because they think their work varies too much based on each client’s unique circumstances and requirements.While it’s true each of your clients is unique, that doesn’t mean you can’t turn your client delivery approach into a repeatable, productized solution.Productizing your consulting solutions benefits both you and your clients.In this episode, Melisa breaks down the process to productize your consulting services, and how you can do so without sacrificing the variety you want to have in your business and the customization and tailoring your consulting clients expect and value.Melisa shares two real-life case studies to bring this concept of productizing your consulting services to life. And, she gives seven questions to help you apply the episode to your consulting business.This episode will help you uncover opportunities to productize your consulting services, so you can charge more for your consulting work, give yourself the flexibility to engage subcontractors when and where you want to in your business, and so you stand out as the sought-after consultant for your consulting specialization.Click here for the full show notes and more information, including the Productized Consulting 101: A Guide for Independent Consultants article.Then, click here for more on coaching tailored to you as an independent consulting business owner.

As we approach the end of another year, it's that time to set goals for the upcoming year. Or, if you're catching this episode later, it could be time to establish or revisit your quarterly or monthly business objectives. If you’re implementing SMART goals or incremental-type goals in your business, you could be leaving opportunities on the table.In this episode, Melisa introduces an unconventional method for achieving your goals. This unique approach has proven to be a game-changer for consultants, propelling them past plateaus, breaking through perceived ceilings, and shattering upper limits to unlock results they once thought were unattainable. Melisa is excited to guide you through this process, providing a fresh perspective on goal-setting.Ready for a challenge? Join in to discover more.Click here for the full show notes and more information.And click here for more on coaching tailored to you as an independent consulting business owner.

An obstacle for independent consultants aiming to grow their business is the tendency to argue for limitations. What does this mean to argue for your limitations?Arguing for your limitations refers to situations where you justify and explain why something won’t work for you or your business.For example, you might justify your empty pipeline by thinking the economy is soft.Or, you might explain why you have a long sales cycle by thinking your industry is slower than others to make decisions.Or, you might justify that you don’t have time to focus on business development right now.You’re smart. You can find a lot of evidence to support these justifications.But, when you argue for your limitations, you make running your business harder than it needs to be. And, it takes longer to reach your goals.This episode emphasizes the importance of recognizing that these perceived roadblocks, obstacles, or industry norms are not fixed or insurmountable limitations.Listen in as Melisa discusses what it means to argue for your limitations, shares three examples to illustrate this concept, and helps you identify where you’re arguing for your limitations.Don’t miss the end when Melisa outlines steps to avoid making this mistake in your independent consulting business.Click here for the full show notes and more information.And click here for more on coaching tailored to you as an independent consulting business owner.