Grow Your Independent Consulting Business
Melisa Liberman
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Are you an independent consultant who’s ready to grow your business into a predictable revenue stream while working on your own terms? The Grow Your Independent Consulting Business is a podcast that shares the blueprint to make your consulting business goals a reality. Each week, Business Coach, Melisa Liberman, brings you solo insights or informative guest interviews that will help you to accomplish your Independent Consultant Business goals. She shares specific tools, actionable strategies, and techniques that successful independent consultants use to create the predictable, sustainable, and impactful independent consulting business you may not even realize is possible.
Available episodes
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Oldest first
2 days ago
EP. 099 3 Consulting Trends That Should Be On Your Radar in 2023
As you think about what's happening in our economy, you may feel concerned about the “poly-crisis” and how it can potentially impact your business.
I want you to know that you don't have to be in survival mode this year, hunkering down and hoping that the recession ends soon. Instead, you can use this as a benefit for your consulting business.
Listen in as I share the 3 consulting trends I'm already seeing in 2023 and how you can apply those trends to your business so you make 2023 your best yet.
Click here for the full show notes and more information here.
Click here to read the blog with all 5 Consulting Trends to Leverage for Your Success in 2023.
And click here for more on private coaching tailored to you as an independent consulting business owner.
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Jan 26, 2023
EP. 098 Consulting vs. Contracting
*I talk to so many independent consultant business owners who say their business is shifting from the work they intended to do, which is consulting, to more of a staff augmentation role.
And, they don’t want to be stuck feeling like a pseudo-employee where they have less autonomy doing work that isn’t fulfilling or challenging.
You may be having the same experience.
So today, I want to share with you the three main reasons why you’re landing contracting roles instead of consulting engagements.
I give you guiding questions with each one of these 3 reasons, to help you to overcome the root causes and shift into a sales and delivery mode where you’re so that you're operating like an autonomous firm that's partnering and collaborating, not being managed by your clients.
**Click here** for the full show notes and more information here.
And **click here** for more on private coaching tailored to you as an independent consulting business owner.*
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Jan 19, 2023
EP. 097 The Most Neglected Consulting Offers
Do you get stuck because you’re not sure how to turn a conversation into a potential consulting opportunity? You meet a new potential client and you’re not sure how to progress from the initial meeting into a discovery process, and ultimately to a signed engagement contract.
In this episode, I share a tool you can use to convert more of your conversations (networking, people you meet at events, your existing network, etc.) into consulting opportunities by identifying and building out what is the most neglected and overlooked type of consulting offer.
After you're aware of what this neglected consulting offer type is, you’ll be able to add it to your business development process, and ultimately improve the predictability of your consulting pipeline, improve your close rates, and increase the number of client follow-on engagements.
Click here for the full show notes and more information here.
And click here for more on private coaching tailored to you as an independent consulting business owner.
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Jan 12, 2023
EP. 096 Create A Follow-Through System To Make Achieving Your Goals Inevitable (Part 5 of the Planning for Independent Business Success Series)
In this episode, we are wrapping up with the 5th and final step of the 5-part planning for independent business success process — Create a Follow-Through System To Make Achieving Your Goals Inevitable.
It’s easy to set goals for your business.
Where many independent consultants get stuck is consistently following through to bring their goals to life.
You get busy with your day-to-day delivery for clients.
And, when you do have time, business development can feel like a necessary evil that you have to force yourself to do.
It doesn’t have to be that way.
Listen in as I share with you what I call the magic formula that will help you follow through with the actions required to make hitting your goals inevitable.
Click here for the full show notes and more information here.
And click here for more on private coaching tailored to you as an independent consulting business owner.
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Jan 5, 2023
EP. 095 Embracing Obstacles (Part 4 of the Planning for Independent Business Success Series)
In this episode, we dive into the 4th step of the 5-part planning for independent business success process — Embracing Obstacles.
Listen in as I share why hitting obstacles in your business is healthy for growth in your business and as a CEO. The key to independent consulting success is to put yourself in a position to create and overcome obstacles, not avoid them.
I walk you through a process to anticipate and plan for all the potential obstacles you’ll face, so the obstacles are built into your annual and quarterly business success plans and don’t take you by surprise or off course.
Click here for the full show notes and more information here.
And click here for more on private coaching tailored to you as an independent consulting business owner.
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Dec 29, 2022
EP. 094 Create Your 12-Month Action Plan (Part 3 of the Planning for Independent Business Success Series)
*This week we’re continuing with the 5-part series on planning for independent business success.*
*In part 1, I shared a formula to assess the past 12-months of your consulting business so you have a clear and accurate baseline from which to set goals for the next 12-months. Part 2 was all about goal setting. I shared a unique approach you can take to set effective goals, specifically for your independent consulting business.*
*Now it’s time for part 3 of the 5-part strategy — creating your 12-month action plan. *
*In this episode, I share the YQMWD Method to create your 12-month action plan. You’ll learn to use the YQMWD so you set up your business routines and projects in a way that makes achieving your goals inevitable.*
*So grab your assessments from step 1 and your big goal from step 2, and let’s create and break down your action plan for the year so that you can reach your goals. *
*Click here** for the full show notes and more information here.*
*And **click here** for more on private coaching tailored to you as an independent consulting business owner.*
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Dec 22, 2022
EP. 093 Set Your Yearly Independent Consulting Goals (Part 2 of the Planning for Independent Business Success Series)
Last week, we took a deep dive into step one of the 5-part series, Planning for Independent Business Success. I shared a formula to assess the past 12 months of your business so you have a clear and accurate baseline from which to set goals for the next 12 months in your consulting business.
This week, I share part 2 of the 5 part process, Goal Setting.
There’s a unique approach you can take to set effective goals for your independent consulting business.
Tune in as I share how to set goals for your business, for you as an owner, and 5 things you want to avoid as you're setting goals, specifically for an independent consulting business.
Click here for the full show notes and more information here.
And click here for more on private coaching tailored to you as an independent consulting business owner.
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Dec 15, 2022
EP. 092 Year End Assessment for Independent Consultants (Part 1 of the Planning for Independent Business Success Series)
*It's planning season!*
*As we prepare to turn the calendar over and welcome in a new year, I’m going to be sharing the 5-step strategy to plan for independent business success in the next 12 months.
Over the next five weeks, I'm going to walk you through a five-part process you can use to plan for the best year you've ever had in your independent consulting business.
This process will be broken down into bite-sized pieces, so that you can implement it in between episodes and really step into January with a fully comprehensive plan for you to have the most success in 2023.
This week, we're going to review all five steps of this process and then take a deep dive into step one, assessing this past year to better understand where you are in your business right now.
**Click here** for the full show notes and more information here.
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.melisaliberman.com/coaching-for-consultants**.*
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Dec 8, 2022
EP. 091 Using Microskills to Improve as an Independent Consulting Business Owner
*If you find that your business isn't hitting the numbers and giving you the fulfillment, joy, and value you want then I encourage you to tune in to this episode.*
*I’ve been working on new tools to simplify and make business more effective for my clients and this concept of micro-skills was born. It’s been so valuable in making it easier to be a successful business owner, and I want to share it with you.*
* Listen in as I discuss *
* *what these micro-skills are, *
* *a three-step framework that you can use to select your chosen micro-skill, *
* *what to do after making the selection, and *
* *some real-life examples of how this concept works in practice *
*so that you can do it in a very doable, non-overwhelming way that builds up this foundation, month over month, quarter over quarter to transform your business. *
* Get full show notes and more information here:** https://www.melisaliberman.com/blog/91*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Dec 1, 2022
EP. 090 Corporate Retreat for the Independent Consultant
*In this episode, I share an incredible game changer I recently implemented in my business. I recommend this strategy for you, as I know for sure it will be a game changer for you too. *
*What is this game changer? I had a four day solo corporate retreat and it brought so much clarity and rejuvenation to my business.*
*So in this episode, I’m sharing all the behind-the-scenes.*
*In this episode, I will share my experience with having a corporate retreat for my business, why you should have one for your independent consulting business, what not to do when you have one, and strategies that you can leverage to schedule, host, attend and take value from your own corporate retreat.*
* Download the podcast companion checklist at **https://www.melisaliberman.com/retreat-checklist*
* Get full show notes and more information here:** https://www.melisaliberman.com/blog/90*
* And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Nov 24, 2022
EP. 089 Converting Conversations Into Consulting Opportunities
*Relationships are the best way to fill your consulting pipeline.*
*However, consultants frequently hit a challenge when they want to transition from a “networking” call into an opportunity.
There are three common reasons your conversations aren't converting. *
*In this episode, I will share what those three reasons are, examples of best practices to convert an opportunity and strategies to convert conversations into opportunities. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/89*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Nov 17, 2022
EP. 088 The Burnout Formula for Independent Consultants
*As an independent consultant who’s juggling everything for your business. Everything is on your shoulders. *
* It’s so common for independent consultants to experience burnout, either situational burnout or overall burnout. *
*
Burnout isn’t inevitable. It’s not part and parcel of being an independent consulting business owner. *
* In this episode, I share the formula to overcome and prevent burnout and specific strategies to implement for yourself so you’re able replace the stress, doubt and worry with feeling in control and fulfilled as business owner. *
* Get full show notes and more information here:** https://www.melisaliberman.com/blog/88*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Nov 10, 2022
EP. 087 The Risk-Free Pricing Strategy for the Independent Consultant
*This is the time of year when pricing becomes a hot topic for you as a consulting business owner as you think about your pricing strategy and what you want it to look like moving into the new year. *
* With so many pricing options out there to choose from, I want to present you with a risk-free pricing approach you can take as an independent consultant to ensure you’re not leaving money on the table and your pricing is commensurate with the value you're delivering to your clients.
Regardless of whether you have a value based, hourly based, daily based, retainer based, or fixed fee pricing, this approach is something you can incorporate into your business and make it part of your repeatable operating system.
Get full show notes and more information here:** https://www.melisaliberman.com/blog/87**
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Nov 3, 2022
EP. 086 Overcoming Value Based Pricing Fear
*Value-based consulting fees are where you base your consulting fees on the client’s perceived value (tangible and intangible) from the services you provide. Value-based pricing is a form of fixed fee pricing. *
* You probably either have it in place, been thinking about putting it in place or you might be curious about value-based pricing and its benefits.
*
* This is a pricing concept that’s very widely discussed in our industry and one of the things I see so often is that there’s an underlying fear of value based pricing. And so I want to break it down for you in a way that can help you to overcome the fear of value based pricing, whether you decide to implement it or not.
*
* The concepts that I'm going to share with you today are very applicable and will help you to increase the quality of your sales process, regardless of the pricing model that you choose.
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* Get full show notes and more information here:** https://www.melisaliberman.com/blog/86**
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*And for more on p…
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Oct 27, 2022
EP. 085 The 7 Consulting Pricing Mistakes To Avoid
*When what you do comes naturally to you, it’s common to underestimate, overlook, or even completely miss the value, benefits, and impact you create for your clients. This results in common pricing mistakes that have a huge impact on your business.*
* Understanding the effects of these pricing mistakes will help you decide on what to do when it comes to the overall growth and success of your business.*
*Listen in as I share the seven specific consulting pricing mistakes we want you to avoid and what each of them are through some examples so that you can identify whether or not you're making these mistakes and make the necessary adjustments so that you can start making more money in your business. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/85**
For the Independent Consultant’s Pricing Assessment: **https://www.ICpricing.com**
And for more on private coaching tailored to you as an independent consulting business owner, go to **https:/…
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Oct 20, 2022
EP. 084 Slow Cycle In Your Consulting Business. The 4-Part Solution
*Whether your business is slow or thriving, I highly encourage you to listen to this 2-part series on what to do when your business is slow.
Last week in **EP. 083 Why Your Consulting Business Is Slow**, I shared the 4-root causes that are slowing down your consulting business.
This week l am giving you four detailed examples of these root causes and the 4-step process you can use to overcome this “slow period” and really build a strong foundation for you as a business owner so you can regain momentum toward a successful independent consulting business.
Get full show notes and more information here:** https://www.melisaliberman.com/blog/84**
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Oct 13, 2022
EP. 083 Why Your Consulting Business Is Slow
*This may feel like a gut punch, but the REAL reason your consulting business is slow is YOU. You created the slow cycle in your consulting business and on today’s podcast, I walk you through why that’s true and how to turn this around to get back to a robust pipeline and ultimately a thriving business.*
* Whether your business is slow or thriving, I highly encourage you to listen to this 2-part series on what to do when your business is slow. *
* This week I am sharing the 4-root causes that are slowing down your consulting business. *
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Then, listen to Episode 084 where l give you four detailed examples of these root causes and the 4-step process you can use to overcome this “slow period” and regain momentum toward a successful independent consulting business. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/83**
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourw…
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Oct 6, 2022
EP. 082 Building a Business Owner Mindset (& more) with Maria Balcazar Tellez
*In this episode, I interview one of my independent consultant clients, Maria Balcazar Tellez.*
*Listen in as she provides invaluable insights from behind-the-scenes into how she’s running a successful independent consulting business. *
*Maria shares *
* *how she's been able to transform from employee-based thinking into the CEO-level mindset required for a successful business owner, *
* *how she’s increased her pricing and her pricing decision-making process,*
* *what's led to her creating a well-known reputation for herself so she’s consistently sought after for the type of work she does,*
* *how she has intentionally transformed her business from burnout and overwhelm into passion and joy,*
* *and so much more.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/82*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Sep 29, 2022
EP. 081 Landing Too Much Consulting Business
*This may come as a surprise but believe it or not, for some IC business owners having a full pipeline is a source of anxiety. *
*Without some intervention, it’s common to self-sabotage and kill the momentum that you've created in your independent consulting business.*
*In this episode, I share how to handle the times when you’ve landed too much consulting business, or are on the verge of landing too much consulting business.*
*I share insights into the business owner mindsets that work best when it comes to landing new client work, and then I'll give you practical examples on how to handle this situation. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/81*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Sep 22, 2022
EP. 080 The Quarterly Focus Project
*Last week, I talked about the three components of the successful IC business owners' routine, and this week I am giving you a deep dive into one of those components, which is the Quarterly Business Focus Project. *
*Tune in as I outline this concept of a Quarterly Focus Project in more detail, so you can put it into practice in your own consulting business.*
*In this episode, I share what The Quarterly Focus Project is and why you need one.*
*I walk you through the 8-part anatomy of an effective Quarterly Focus Project so you have the exact formula to build out your focus projects. *
*I also share two very tangible real-life examples of what you should and should not do with a Quarterly Focus Project so you know exactly how to put a successful business owner routine in place for you and your business.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/80*
*And for more on private coaching tailored to you as an independent consulting business o…
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Sep 15, 2022
EP. 079 3 Components of the Successful IC Business Owner's Routine
*Having a routine is critical to your success as an independent consulting business owner. Routines help you *
* *Maximize your independent consultant business owner time*
* *Manage through conflicting priorities*
* *Balance working on your business with working in your business*
* *Ensure you’re proactively progressing toward your goals and business vision *
* *Cut down on being reactive and wasting time on business activities that don’t move the needle*
*You know how important routines are. *
*But, what should you include in your routine, to make it effective so you make the most of your time?*
*In this episode, I share the three components of the successful consulting business owners' routine. *
*Listen in to learn more. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/79*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Sep 8, 2022
EP. 078 Bad At Business Development? The 4-Part Remedy
*If you're thinking, “I'm bad at business development”, it’s imperative to tackle this head-on. 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 “being bad at business development.”*
*It might be true that you’re bad at it, what should you do?*
*You might be lying to yourself that you’re bad at business development. I’ll explain how to figure out if you are (unintentionally) lying and what to do about it.*
*And finally, I share the 4-part remedy to overcome “being bad at business development.” *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/78*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Sep 1, 2022
EP. 077 Contract Negotiation Strategies for Independent Consultants
*As an independent consultant, when you think about negotiations, one of two things occurs. You either try to do everything in your power to avoid negotiating because it feels so uncomfortable, or you end up rushing through the process, just trying to make it go away. *
*In either case, what ends up happening is you're running a business that feels regretful since you've agreed to something that you wish you hadn't, or you question and self-doubt wondering what you may have left on the table. *
*In this episode, I want to share with you the best approach to consulting contract negotiations so you can run a business where you replace the regret and second-guessing with a process that generates new business, where you feel fairly compensated, and where your clients are getting value. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/77*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://…
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Aug 25, 2022
EP. 076 Personal Branding for Consultants (& more) w/ Jennifer Lemmert
*In this episode, I interview one of my independent consulting business owner clients, Jennifer Lemmert. *
*Listen in as Jennifer shares her expertise in communication and how you can claim your own unique voice and branding so that you establish a reputation in your industry and are sought after for the type of services and impact that you offer. *
*Jennifer also shares some behind-the-screen insights into her business. Specifically, she talks about the fear of failure that kept her stuck in her business, and how she was able to start tearing that down and rebuilding herself and her business in a more intentional way.*
*Jennifer is a master of networking and shares her strategies around using networking for lead generation and building a bench of sub-contractors.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/76*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com*…
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Aug 18, 2022
EP. 075 The Quick Win Business Development Strategy
*You may be in a position where it feels like you have a pretty short window left to generate any impactful revenue for the remainder of this year, but there's no reason to write off this year. *
*I want to talk with you about something that you can be implementing now to impact the rest of your year. *
*I'm calling it the Quick Wins Business Development Strategy.*
*The quick wins business development strategy will help you make a powerful impact on your business pipeline, your revenue for the remainder of the year, and really set yourself up for strong growth in the direction where you want to take your business over the next year. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/75*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Aug 11, 2022
EP. 074 Lead Generation Procrastination
*If you’re like most independent consultants, lead generation is not your favorite business activity. It feels awkward and uncomfortable. As a result, it’s common to procrastinate, defer and delay your business development routines. This inconsistency creates choppiness (or even a big, gaping hole) in your business development pipeline. *
*Balancing lead generation with working on/in our business can be challenging. Today, we're going to fix this! *
*Listen in as I share the 3 red herrings of why we defer lead generation, the 5 most common root causes of procrastination, and the 3-part lead generation procrastination remedy that you can implement for yourself.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/74*
*
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Aug 4, 2022
EP. 073 Recession-Ready Your Independent Consulting Business
*An economic downturn and its impact on your business might be the last thing you want to think about, but it’s important to take a critical look at various aspects of your business to ensure it thrives in tough times.*
*And so today we're going to talk about what you can be doing to prepare for a potential recession or downturn in the economy. *
*To help put you in the best possible scenario where you're actually able to turn a recession into a competitive advantage for yourself, I'm going to share with you several tangible strategies and tips both from my own experience running my consulting business, my coaching business, and also a software business startup during recession times so that you can apply those to your own business to ensure that you are recession-ready.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/73*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyour…
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Jul 28, 2022
EP. 072 Giving Yourself Credit
*“Giving Yourself Credit” is such a critical practice to succeed (and feel fulfilled) as a business owner. But, I notice time and time again that independent consultants (myself included at times) aren’t giving themselves credit for what they have accomplished and what they do know. *
*Without giving yourself credit as a business owner, you end up self-sabotaging, plateauing, stalling, and feeling much less joy and fulfillment.*
*And so in this episode, I share with you why this concept of giving yourself credit is so important to the success of your business and what it looks like when you’re not giving yourself credit. *
*You’ll learn to identify where you’re not giving yourself credit in your business (blatantly and/or subtly) and how to turn it around so you improve the quality of your business decisions, truly feel and act like the CEO, and feel successful and in control.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/72*
*…
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Jul 21, 2022
EP. 071 Creating Compelling Consulting Offers (and more) with LeAnne Lagasse
*In this episode, I interview one of my podcast listeners turned independent consulting business owner coaching clients, LeAnne Lagasse. *
*Listen in as LeAnne shares a broad range of insights and strategies including how she's created a very strong reputation where ideal clients think of her immediately when they need a consultant who does what she does, how she's created a clear, compelling consulting services offer, and ultimately how she's been able to price her consulting services using a value-based pricing approach rather than an hourly or time-based approach.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/71*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Jul 14, 2022
EP. 070 3 Vacation Success Strategies as an Independent Consultant
*If you think about it, taking a vacation as a business owner is making an investment. *
*When you, as a business owner, go on vacation, you’re making two investments: (1) on the vacation itself and (2) an investment of your time, the time that you've decided to use for a vacation. You want to make sure that you maximize the time you’re taking off so that it can be as rejuvenating and as impactful as you want it to be.*
*Today's topic will help you accomplish just that. I share the three vacation success strategies that you can leverage as an independent consulting business owner to maximize the return on your vacation and also mitigate the re-entry challenges it’s common to face when you return.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/70*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Jul 7, 2022
EP. 069 Taking Vacation as an Independent Consultant
*It can be a challenging shift from being an employee with paid vacation to being an independent consulting business owner whose vacation time is unpaid. Taking a vacation as an IC business owner requires diligent planning and forethought, but it’s possible. And, not only is it possible – it is important for your physical and mental health.*
*In this episode, I share the 3-part formula for taking vacation as an IC business owner without worrying about leaving money on the table. I want to make sure you follow through with taking time off, and that you don’t defer it like I see so many consultants doing. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/69*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Jun 30, 2022
EP. 068 Insights from 31 Years as an Independent Consultant with Susan K Moore
*In this episode, I interview one of my independent consulting business owner clients, Susan K. Moore. *
*Listen in as we discuss her journey as an IC business owner over the past 31 years. This certainly makes Susan a pioneer of the independent consulting industry and someone from whom we can gain valuable insights as she’s built a successful 7-figure business over multiple decades.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/68*
*
And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.com**.*
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Jun 23, 2022
EP. 067 The Bottom-Up Business Plan for Independent Consultants
*When I meet with independent consultant business owners like you, one of the questions I ask them is, “tell me about your business plan?” *
*How do they answer? It’s very common, whether it's someone who's been an independent consultant for six months or six years, for them to look at me like a deer in the headlights and admit that they don’t have a business plan.*
*And I get it because I've been that business owner without a plan. *
*That’s why in this episode I'm sharing a really simple way for you to create an effective business plan for your independent consulting business. This “bottom-up” approach to the business plan will ensure you’re crystal clear on the results you want to create and that you have a simple, yet powerful way to achieve those results.*
*Get full show notes and more information here:**https://www.melisaliberman.com/blog/67*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icy…
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Jun 16, 2022
EP. 066 The 3 Pre-Reqs To Raising Your Consulting Fees
*I often find that independent consultants are waiting for someone else to give them permission to increase their consulting fees. This hesitation likely originated in your corporate career when you had to wait for somebody to give you permission for something, whether it was a budget that gave you permission to spend money or someone in finance or sales had to bless it.*
*Now you’re the consulting business owner. You are the person in charge. So my question to you is, who gives you permission to raise your consulting fees? *
*Listen as I share the three prerequisites to raising your consulting fees. I can't wait to share this with you because it really is a formula to help you get to the place where you're not leaving money on the table in your consulting business.*
*Get full show notes and more information here:**https://www.melisaliberman.com/blog/66*
*And for more on private coaching tailored to you as an independent consulting business owner, go to **https://www.icyourway.co…
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Jun 9, 2022
EP. 065 Lessons Learned from Restarting an IC Business with Nicola Kastner
*In this episode, I interview one of my independent consulting business owner clients, Nicola Kastner.*
*Listen in as we discuss her journey as an independent consulting business owner and her unique perspective having launched an independent consulting business twice. *
*Nicola generously shares all the lessons learned and what she's done differently the second time to create a much more sustainable, fulfilling, and predictable business for herself. We cover a lot of ground so I know this episode will be extremely valuable for you. Enjoy the conversation.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/65*
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Jun 2, 2022
EP. 064 3 Must-Haves for An Effective Consulting Lead Generation Routine
*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.*
*Listen in as I share with you the three must-haves that you’ll want to incorporate into your standard operating procedure (SOP) so that you've got a really effective, easily repeatable, and results-creating independent consulting lead generation routine.*
*These three lead generation elements are so incredibly important. They’re the difference between having a feast or famine type of lead generation process versus a predictable, sustainable, healthy lead generation process for your independent consulting business.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/64*
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May 26, 2022
EP. 063 Turning Down Consulting Opportunities
*Having opportunities approach you, as an independent consulting business owner, can be exciting but also really difficult when it comes to making the best decision for you and your business.*
*And, by opportunities I mean everything from new consulting client engagements, client extensions, client follow-on work, consulting partnering opportunities, teaming, and so on.*
*The question becomes, how do you know which consulting opportunities to take on, and which opportunities to decline?*
*I'm glad you asked because, in this episode, I will walk you through a process that I like to use both for myself and for my clients. It’s a 5-part framework that will help you to figure out whether or not to turn down an opportunity. And if you are going to turn down a consulting opportunity, how to do that without burning a bridge or feeling regret.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/63*
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May 19, 2022
EP. 062 The 6 C's That Create More Money With More Ease In An IC Business
*Last week we discussed what's standing in the way of you making more money in your consulting business. If you haven't done so as yet, you'll want to go back and listen to **EP. 061 - What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business**. To summarize, the main thing that’s standing in your way of making more money in your consulting business is the way you're thinking about your business and your potential clients.*
*In this episode, I will explain how you can uplevel your thinking from an employee-based mindset into a CEO-quality mindset. I provide you with the six thought components, the six C's, that you'll want to develop and optimize as an independent consulting business owner. When you improve these six areas of your business owner thinking you'll be more confident, capable, and in command as a business owner.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/62*
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May 12, 2022
EP. 061 What's Standing In the Way of You Making More Money With Less Worry In Your Consulting Business
*Are you experiencing revenue plateaus in your IC business? Most consultants think that this cycle of feast or famine is caused by the market, the constraints that companies put on their spending, that we’re bad a sales or because we’re time-deprived meaning that we don't have enough time to work both in our business or on our business, etc. *
*What I would love to share in this episode is that these external factors are not what is causing your ups and downs. They’re not causing your consulting revenue to plateau. They don’t create feast or famine. And quite frankly, these things are not preventing you from making more money with less worry in your IC business.*
*Listen in to learn what is standing the way of you making more money with less worry in your consulting business so that you're consistently increasing your revenue without working more hours.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/61*
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May 5, 2022
EP. 060 The 3 Sales Mindset Shifts for Independent Consultants
*If you hate everything to do with selling or think that you’re terrible at it, then this episode is for you.*
*Listen in as I share the three most common mindset mistakes when it comes to selling your consulting services, how you can determine if you’re making these mistakes and then I'll pull it all together for you with a three-step process that you can implement to make sure you're avoiding these three mindsets mistakes when it comes to selling your consulting services.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/60*
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Apr 28, 2022
EP. 059 Consulting Greed
*If you’ve ever thought, “I know what I do is valuable. I know I'm great at helping my clients solve problems, save money, innovate, and become more efficient. I know that I'm great at what I do as a consultant, but I am afraid that asking the clients for things, especially money, will make me look greedy.”*
*Your subconscious thoughts about greed end up running your business. And when this happens, it creates a dynamic where you're underearning and overworking. *
*In this episode, I share how your underlying beliefs about greed are impacting your business and what to do about it.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/59*
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Apr 21, 2022
EP. 058 Consulting Margins
*A common question I get from independent consultants is “what’s a typical margin for a consulting business?” When an IC asks me this question, they’re thinking about it from a financial perspective.*
*In today’s episode, I share another type of consulting margin that most independent consultants overlook…the life margin.*
*My own fractional CFO brought the life margin concept to my attention, and on this episode, I’m paying it forward so that you include your life margin in all the decisions you make about your business model, capacity, and consulting offers.*
*In the episode, I explain to you what life margin is, how to align your business model to your life margin goals, and then I'll give you a detailed case study showing how this all comes together so you can put it in place in your own business. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/58*
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Apr 14, 2022
EP. 057 Using An Assessment for Consulting Lead Generation
*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.*
*Tune in to learn how you're able to use this lead generation strategy for your own solo consulting business, to generate leads and elevate the conversations that you're having with your ideal consulting prospects. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/57*
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Apr 7, 2022
EP. 056 Using Video To Enhance Your Consulting Brand with RJ Parrish
*Video marketing is using videos to promote and market your independent consulting services. Using video increases engagement on your digital and social channels educates your prospects and customers, and reaches your audience with a new medium. *
*Video is a powerful lead generation tool and as you will hear from our guest today, RJ Parrish, “video is this huge opportunity for all of us, but there's still some friction and reluctance for a lot of people to use it and maybe today (on this episode) we might be able to break down some of those barriers.” *
*The good news is that your audience will value the more simple and raw and authentic content. It doesn’t need to be highly polished. *
*So if you want to learn how to leverage video in order to become sought after and known for what you do as an independent consultant, press play now for tips and strategies on how to get started and maximize your efforts for the biggest impact.*
*Get full show notes and more information here…
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Mar 31, 2022
EP. 055 Best Practices for the Consulting Business Back Office with Sara Conde
*For your Independent Consulting business to properly function, you need to have an accurate, efficient and repeatable set of back-office processes for invoicing, collection, bookkeeping, taxes, and insurance. Our guest today is Sara Conde. She has two decades of hands-on experience in the independent consulting world and she shares strategies and tips regarding your IC back office and the future of independent consulting. She shares an insightful behind-the-scenes perspective on what it means to run a consulting business versus to be a consultant and just have a business.*
*This conversation will help you to get further into that business owner mindset that we talk about so frequently on this podcast. Press play to listen now. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/55*
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Mar 24, 2022
EP. 054 VA Best Practices with Silas Kim
*Ready to hire support for your consulting business but not sure where to start? In this episode, you will hear from Silas Kim, Co-founder, and CEO of Atlas Assistant Staffing and Recruiting agency. He shares when to hire a VA as well as how to hire, manage, communicate with and retain a VA.*
*This episode is jam-packed with tips and advice to help ensure that your partnership with a virtual assistant is effective and productive. *
*For additional support, you can also download the full VA Playbook: The Playbook to Leveraging a Virtual Assistant in Your Consulting Business at: **https://www.melisaliberman.com/va*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/54*
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Mar 17, 2022
EP. 053 Hiring a VA for Your Consulting Business
*Juggling client delivery with advancing your business goals can be a big challenge for independent consultants. While there are many solutions to this challenge, I want to focus on one that I’ve found to be very effective. And that is hiring a Virtual Assistant or VA for your consulting business.*
*Listen in as I share with you the nine mistakes that you should avoid when hiring a VA and also the six steps to hiring a VA so that you can effectively create more capacity for yourself to then focus on more revenue-generating tasks in your business. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/53*
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Mar 10, 2022
EP. 052 The 5 Steps to Overcome Undercharging
*In this episode, I share the 5-step process to overcome undercharging as a consultant. I give you the 5 steps to stop undercharging as an independent consultant. And then, to bring it to life, I share two examples of how to apply these 5 steps, including (1) when you’re initially creating your consulting proposal and (2) when you’re pricing follow-on work for an existing client.*
*This episode concludes a 3 part series about undercharging in your independent consulting business. In EP. 50 we discussed the five methods that you can use to determine if you are undercharging in your IC business. In EP. 51 we talked about the four reasons why you might be doing this and what to do about it. And in this EP I’ll share what to do now that you know where you’re undercharging and the root causes leading you to undercharge in your consulting business.*
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Get full show notes and more information here: **https://www.melisaliberman.com/blog/52*
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Mar 3, 2022
EP. 051 The 4 Root Causes for Undercharging as a Consultant
*In EP. 50 we discussed the five methods that you can use to determine if you are undercharging in your IC business. Assuming that you’re undercharging, which almost every consultant is in some way, we're going to talk about the four reasons why you might be doing this and what to do about it.*
*Listen in to learn more about the four root causes that could be leading to you undercharging in your independent consulting business and how to identify them for yourself.*
*And, watch out for next week’s episode (052), when I’ll share how to stop undercharging as a consultant.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/51*
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Feb 24, 2022
EP. 050 5 Methods To Uncover If You’re Undercharging as a Consultant
*Almost every consultant I talked to is undercharging in some way. Undercharging can be blatant or subtle. No matter where you're at in that spectrum, whether you're unaware of what's possible, or you've literally been avoiding this, it's not a problem.*
*There are five methods or tools that work really well to help you to figure out for yourself if you are undercharging as an independent consultant. Listen in to learn more about these five methods and how to apply them. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/50*
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Feb 17, 2022
EP. 049 Consulting Business Guardrails
*Just as guardrails along the roadway keep drivers safer, business policies help you proactively create an experience that's representative of you, your values, and how you want to show up as a business owner and consultant for your clients.*
*Today I want to share with you a mistake that I made in my business back in December. After working through the emotions of embarrassment and regret from making this mistake, I decided to look at the root cause. What I discovered was that I was missing several key business guardrails.*
*Listen in to learn not only how to avoid making mistakes, but also how to reduce the amount of energy you waste on decision-making and analysis-paralysis in your consulting business.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/49*
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Feb 10, 2022
EP. 048 CRM for the Independent Consultant with Reuben Swartz
*As an independent consultant, you might be wondering “when is the best time to implement a CRM solution for my consulting business?” “What is the best way to track my consulting pipeline?” And, “how can I make tracking my consulting pipeline and follow-ups easier?”*
*My guest today, Reuben Swartz, shares that using a CRM is the best method to help independent consultants manage and grow their consulting practice. In fact, Reuben has created a CRM solution called Mimiran which is specific for solo, independent consultants. *
*Listen in to learn more about when's the best time for an independent consultant to set up a CRM solution, examples of mistakes that are made when managing a pipeline, and some trends that he's seeing in the independent consulting world using the data from Mimiran.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/48*
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Feb 3, 2022
EP. 047 How To Achieve Work-Life Balance (Part 2)
*Work-life balance is a top goal for most independent consultants as we leave corporate. Instead of achieving work-life balance, we end up recreating the same imbalance we had in corporate. The only difference is that now we're the boss instead of someone else. *
*One of the primary reasons is that we thought work-life would come automatically as part of the process versus something that we intentionally create for ourselves. *
*So how do you intentionally create your desired work-life balance as a consultant? *
*In this episode, I share with you the approach that has made all the difference for me in achieving that work-life balance once and for all.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/47*
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Jan 27, 2022
EP. 046 3 Tools To Protect Your Work-Life Balance
*One of the reasons independent consultants leave traditional corporate jobs is to achieve a work-life balance. But then, what ends up happening in practice, is you get bogged down by the day-to-day and your schedule is constantly hijacked. The result is that you’re left feeling exhausted, overwhelmed, and unfulfilled. *
*This is definitely not what you intended to create but it’s possible to correct this imbalance. Listen in as I share the 3 specific tools that you can implement to protect your work-life balance.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/46*
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Jan 20, 2022
EP. 045 The ONE Difference-Maker for Lead Generation
*What makes the difference between an independent consultant who has an endless flow of leads compared to the independent consultant who is struggling to create those leads, and to create that momentum in their consulting business?*
*It’s not exceptional selling skills, a great personality, or that they have a great network.*
*There is ONE difference between the independent consultant who has an overflowing stream of leads coming to them, versus the consultant who's struggling to figure out how to attract leads, how to create a pipeline, and how to get to the place where it no longer feels like a struggle. Listen in as I dive in and reveal what this difference-maker for lead generation is.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/45*
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Jan 13, 2022
EP. 044 The Consulting Business Dashboard
*As you work through your annual business plans, you’re probably looking for that competitive edge. You’re probably asking yourself “how can I decrease downtime in between projects, improve the profitability of my current projects and win new projects to drive additional revenue?”*
*In this episode, I will provide you with a tool you can use to improve and sustain your business results for this year and beyond. Listen in as I share the business metrics that you should be tracking for your consulting practice in order for you to drive out more efficiency, more profitability, and to continue growing in your consulting business so that you make more money, make more impact, all while working less.*
*Get full show notes and more information here:**https://www.melisaliberman.com/blog/44*
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Jan 6, 2022
EP. 043 Make Achieving Your Yearly Plan Inevitable
*Setting yearly goals isn’t always exciting. It can feel overwhelming and daunting. There’s one major adjustment that you can make to your planning process to create the feeling of inevitability for yourself and your business.*
*Want to know more? Tune in as I share exactly how you can make achieving this year’s consulting business plan inevitable.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/43*
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Dec 30, 2021
EP. 042 Design Your IC Business Vision
*If you're like me and you love planning, then this is a really exciting time as you close out the current year and start thinking about the new year and what you want to achieve. *
*After all, if we don't know where we want to head, we're never going to get there. We all know this, but a lot of times, we let planning fall by the wayside.*
*So on today's episode, I want to share a process with you that will help you to get very clear on your IC business vision so that you can achieve more than you ever have in the year to come including the trifecta, making more money, making more impact and working less.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/42*
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Dec 23, 2021
EP. 041 The Impactful Year-End Review Process for Independent Consultants
*When it comes to your consulting business, do you have a regular routine of evaluating your results? As entrepreneurs, to know where you’re going, it’s important to look at where you’ve been. That's why year-end business reviews are so important. The year-end review is the difference between you having a successful year or you hitting a plateau. Conducting a year-end review process makes you aware of what you want to amplify, eliminate or adjust. *
*Listen in as I share how to conduct a year-end review process that's both effective and fun for you and your business, as you move forward into the next year.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/41*
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Dec 16, 2021
EP. 040 The State of Independence with McLean Robbins
*Looking to grow your impact in the next 12 months? Then this conversation is for you!*
*Today we’re joined by McLean Robbins. McLean comes to us with a well-rounded experience and vantage point as she is the Vice President of Enterprise Marketing at MBO Partners and an independent consultant herself. McLean interacts with independent consultants on a daily basis and meets with enterprise leaders regularly so she has gained first-hand insights from people who are buying the services that you sell. *
*McLean shares insights that she's gathered through the State of Independence study, the longest-running comprehensive look at the independent workforce. McLean shares the study results, along with her perspective, so you know how to stand out and thrive as an independent in the current corporate landscape.*
*Grab a notebook to take some notes because she's got lots of great nuggets to share.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/40*
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Dec 9, 2021
EP. 039 - 3 Steps to Become a Strategic Thinker (an IC Business Owner Success Habit)
*Spending the time to think strategically and purposefully is a critical component to the success of your consulting business. When you’re not making strategic thinking part of our success habits, you're basically acting like an employee would and waiting on your client to tell you what to do. The result is other people are managing your priorities and ultimately the strategy of your business.*
*And so in this episode, we're going to dive into strategic thinking, which is one of the most, if not the most important success habits you could have as a business owner, to make sure that you are incorporating it effectively as you're running your business.*
*Listen on to learn how to make your strategic thinking practice consistent and effective.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/39*
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Dec 2, 2021
EP. 038 - The 5 Benefits of Working With A Coach
*I’m frequently asked questions about coaching such as “what is a coach”, “who needs a coach” and “what are the benefits of working with a coach?” As a coach myself who’s coached 100s of different people, and also as a client who has had my own coach for the last six years, I want to give you a well-rounded perspective of what it looks like to be coached from both of these points of view. You’ll get an understanding of the tangible and intangible benefits of working with a coach.*
*And, if you’re considering a coach, I’d love to connect with you to discover what working together could look like. I invite you to schedule an Independent Consulting Success Blueprint session with me. This is a 1-hour call where we will start with an initial assessment to figure out where you are in your business and then based on that assessment we will take a deeper dive to identify your obstacles, how to overcome them and then outline a roadmap for you to progress toward your overa…
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Nov 25, 2021
EP. 037 - 5 Ways You’re Under-Earning as an Independent Consultant
*As a coach, I’m honored to work with independent consultants to grow their businesses. As a coach, I see common themes and mistakes almost every IC makes in their business at some point. *
*One of these themes I see across almost all ICs is under-earning.*
*The issue with under-earning is that you can often look outside yourself for things to blame and for external justifications. However, as an independent consultant, you're creating your under-earning and you’re doing this in five very subtle ways that I want to share with you in this episode. Listen in to learn more.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/37*
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Nov 18, 2021
EP. 036 - Consulting Business Owner Fundamentals with Will Bachman
*The world of an independent consultant can be lonely at times. A remedy for this loneliness can be found in a collaborative community. Collaborating with other independent consultants can ease the sense of isolation and help your business to become successful in many ways. *
*My guest today, Will Bachman, was very aware of this fact and as a result, he founded Umbrex, a global community specifically for independent consultants that creates opportunities to build relationships with peers, share lessons learned, and collaborate. *
*In this conversation, Will shares some valuable insights on how to build and grow your independent constant business. He also provides a very detailed step-by-step guide on how to successfully engage with a community like Umbrex to ensure mutual success. *
*As a bonus, Will shares a discount code you can use to gain access to The Umbrex Guide to Setting Up Your Consulting Practice, a video course that covers everything you need to know to set up your own c…
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Nov 11, 2021
EP. 035 - Use the Great Resignation to Create Consulting Clients
*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. How can you use the Great Resignation to create consulting clients? *
*Listen in to learn how you can use the Great Resignation to create client acquisition for your business. I will share with you three specific ways that you can leverage this movement to increase your pipeline and close those lucrative high-paying deals that you want to be working with.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/35*
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Nov 4, 2021
EP. 034 Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer)
*Our guest today is Brian Hoffmeyer, SVP Market Strategies at Beeline. Brian shares with us that right now they have “325 clients and 50 billion in spend running through their system every year.” That's a massive number. There is so much opportunity out there for independent consultants who know how to take advantage of it. *
*Brian shares insights from his 17+ years working with the Fortune 1000 procurement and business teams who purchase contract labor and consulting. Listen in as Brian shares actionable tips and strategies that you can use to build and grow your IC business. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/34*
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Oct 28, 2021
EP. 033 The Consultant's Vulnerability Hangover
*Have you ever completed a business task like making a presentation or had a consulting call and afterward you were second-guessing yourself? Did you wish that you’d never revealed something, or that you could go back in time and undo the action that made you question yourself after the fact? *
*This is called the “Vulnerability Hangover”. It’s a term coined by Dr. Brené Brown. She defines it as “the gut-wrenching feeling of shame and fear right after we undertake an emotional risk.” *
*As consultants, this experience of the Vulnerability Hangover can be viewed as something to avoid. *
*I want to offer that this is a good thing. It’s a way for you to grow past your comfort zone. Any time you put yourself out there and you experience this ‘hangover”, it’s a sign that you’ve embraced growth. In fact, I recommend that you purposefully create situations that make you experience the Vulnerability Hangover. *
*The key is to plan ahead to (1) intentionally put yours…
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Oct 21, 2021
EP. 032 5 Consulting Service Offering Mistakes to Avoid
*There are five mistakes that I see independent consultants make with their service offerings that ultimately lead to low close rates and the feast or famine cycle. *
*In this episode, I want to bring these 5 mistakes to your attention so you can address them. After you do, you’ll set yourself up to start earning more, continuously filling your pipeline, and ultimately feel more fulfilled in the work that you do because you're landing ideal clients you can’t wait to work with.*
*This is the work that I help my client with. My clients are independent consultants like you who are running their own businesses and want to grow and create more income, more impact, and more independence for themselves. So if you are someone who wants help with that work, reach out and we can have a conversation. The easiest way to do that is at the website **www.consultmelisa.com**. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/32*
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Oct 14, 2021
EP. 031 Avoid This Deal-Killing Mistake When Selling Your Consulting Services
*Are you approaching your consulting 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 episode, I will help you to identify if you are making this common mistake so that you can course-correct.*
*Listen in as we take a deeper look at this deal-killing mistake and an alternative approach including 11 specific questions that you can use to figure out why a prospect should care about what you're selling, and not just assume that they should. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/31*
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Oct 7, 2021
EP. 030 Escape the Staff Augmentation Abyss
*Are you working as a consultant or as a contractor, a staff augmentation-type resource, in your consulting business? If you’re like many independent consultants, you’re trapped taking staff augmentation roles, and as a result, overworking, underpaid, and not making the level of impact that led you to consulting in the first place.*
*Listen in as I share with you how to get out of the staff augmentation abyss and elevate into the business owner zone so that you create the business you desire.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/30*
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Sep 30, 2021
EP. 029 The Simple Tool To Create Consistent Revenue In Your Consulting Business
*Are you ready to finish the year strong in your consulting business?
Listen in as I share with you a tool that you can use to create consistent revenue in your consulting business. This tool can be used at any point in the year, but especially in Q4, so that you finish the year strong and build momentum as you move into next year.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/29*
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Sep 23, 2021
EP. 028 5 Key Differences Between A Job Search and Selling Consulting [PART 2 OF 2]
*There are several critical differences between searching for a job and selling consulting services. In this episode, I walk you through two additional differences between a job search and your consulting business development process. After you recognize the differences, you’ll be able to position yourself more effectively, and in turn, land more lucrative and fulfilling consulting clients. *
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/28*
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Sep 16, 2021
EP. 027 5 Key Differences Between A Job Search and Selling Consulting [PART 1 OF 2]
*Independent consultants who treat their business development process like a job search create a feast or famine situation in their consulting business. There are several critical differences between searching for a job and selling consulting services that I’ll dive into in this episode, so you can increase the income and impact you’re making in your independent consulting business.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/27*
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Sep 9, 2021
EP. 026 6 Must-Have Systems You Can't Afford To Neglect In Your Consulting Business [PART 6 OF 6]
*This episode is part six of the six-episode series that gives you a glimpse into the DOUBLE Method I created to help independent consultants double their revenue without working more. Today, I want to focus on the last one, which is the E in double, to ESTABLISH your ongoing business processes and routines. These processes and routines serve as a blueprint for your IC business, to ensure you meet your business goals without sacrificing your personal life. *
*Listen in as I share the six must-have systems you need to establish a scalable and predictable business that consistently meets or exceeds its business goals.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/26*
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Sep 2, 2021
EP. 025 3 Sales Strategies for Consultants Who Hate Selling [PART 5 OF 6]
*If you hate selling, you’re not alone. Most independent consultants would rather get a root canal than work on business development and selling their services. Yet selling is a necessary part of building an impactful and revenue-generating business.*
*If you're stuck in this quandary of hating sales but knowing you need to sell in order to succeed as an independent consultant, this episode is for you. I share three strategies you can use to sell like a pro, even if you hate sales.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/25*
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Aug 26, 2021
EP. 024 The One Success Strategy Most Independent Consultants Overlook [PART 4 OF 6]
*Today we're going to talk about the one success strategy that most independent consultants are not even aware of. As a consultant, you’re good at helping clients solve problems and you’re usually knee-deep in projects and facing deadlines. And, in the meantime, it’s easy to overlook this one thing. You might be surprised when you hear what it is. But, it’s absolutely necessary and important for the long-term success and longevity of your consulting business. Listen in to learn more.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/24*
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Aug 19, 2021
EP. 023 The 3 Consulting Lead Generation Mistakes That Create Underearning [PART 3 OF 6]
*For most independent consultants, lead generation feels hard, time-consuming, and slow.*
*But lead generation doesn’t have to be a struggle. You can make it easier by avoiding the three most common lead generation mistakes that I will share with you in today's episode. These mistakes are causing you to underearn, and I want to help you make sure that stops today.*
*In today’s episode, I’ll help you diagnose why you don’t have any (or as many) leads as you need to sustain and grow your IC practice by diving into these three common mistakes. You’ll learn to identify the three mistakes, understand the impact if you’re making them, and uncover what to avoid the mistakes going forward.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/23*
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Aug 12, 2021
EP. 022 Become a Sought-After Consultant Through A Compelling Offer [PART 2 OF 6]
*Are you taking consulting work that comes to you even if it's below your targeted rate because you don't want to leave money on the table? To avoid operating in this desperation mode, you need to create a compelling consulting offer. A compelling consulting offer is a powerful message, something that evokes interest that satisfies a need or a want of your ideal client. The purpose of a compelling offer is to attract demand for your business so you’re not dependent on other people to sell what you do. With this type of offer, you can get in the driver's seat of your business and become known for and eventually sought after for your expertise.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/22*
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Aug 5, 2021
EP. 021 The Must-Have Business Plan For Your Independent Consulting Success [PART 1 OF 6]
*Are you at the mercy of your business, feeling forced to choose between taking time off and leaving billable money on the table? Do you feel like you should maximize the billing that you've got on a project because you never know what next year is going to bring? Does it feel impossible to get out in front of your business and that you’re stuck in a reactionary cycle?*
* Listen in as I share the first pillar of my Double Method for Independent Consultants, a strategy you can use to get out in front of your business so that you're not at the mercy of it anymore and double your revenue without working more. This needs to be the guiding force for what you're doing as a business owner.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/21*
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Jul 29, 2021
EP. 020 The (Surprising) Skill Required to Succeed As An Independent Consultant
*Most consultants think the most important skill they need is selling or negotiating. No, your success as a business owner is directly tied to how well you manage your negative emotions. Is that surprising? It was for me. *
* In this episode, I’m sharing with you exactly why managing negative emotions is so crucial, and how you can manage through and continue working in spite of the negative emotions.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/20*
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Jul 22, 2021
EP. 019 Increase Your Consulting Revenue Using the IA Method
*It happens to all of us where at some point in your business, your immediate network doesn't have work for you, or they don't have work you want to be doing. And you also get to a point where you don't want to rely on recruiters or agencies or brokers anymore. *
*You’re then faced with the challenge of creating new consulting client opportunities for yourself. And, you’re ready to take on higher-value consulting work now that you've exhausted this low-hanging fruit. *
*So how do you meet new potential clients? I was once in this position just like you are, and this is where I fell into a powerful (and simple) strategy that I want to share with you today.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/19*
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Jul 15, 2021
EP. 018 How Playing The Corporate Game (as an IC) Can Backfire
*When you were an employee, you mastered the techniques and strategies to get your ideas approved, to convince stakeholders to follow your recommendations, and to keep the organization moving forward.*
* As an independent consultant, it’s important to recognize that the strategies and tactics you leveraged when you were an employee won’t work the same way and can even backfire on you.*
* Today I want to offer you a way to step out of the employee mindset so that you can let go of the spoken and unspoken corporate rules of the game that you lived by in the past. *
* It's time to take control of your IC business. You can start by becoming aware of how playing the corporate game is creating obstacles for your business and how to avoid them. Listen in to learn more. *
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/18*
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Jul 8, 2021
EP. 017 The Critical Business Question to Ask for the 2nd Half of the Year
*Today I will share with you the critical business question that you should ask to set yourself up for success in the second half of the year, so you finish the end of the year strong.*
*In the episode, I help you ask ONE CRUCIAL question to categorize your business results for the 1st half of the year. Then, I help you understand what action plan to put in place based on your answer. *
*I finish the episode with the two goal traps to avoid and 3 success strategies to make sure you hit (and even exceed) your business goals for this year.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/17*
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Jul 1, 2021
EP. 016 5 New Ways to Think About Money as a Business Owner
*As an Independent Consultant, it’s important to refresh the way you think about money so you don’t fall into the trap of underearning and overworking. It’s a shift from the old employee mindset to a business owner mindset in the way you think about money. *
*Gone are the days where you wait on approval to spend money or where you spend it with the expectation of getting reimbursed. You are the business owner and CEO. It's all up to you now.*
*Listen in to learn how to avoid the employee mindset money traps and make the shift to the business owner mindset to help you to grow your business further and faster.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/16*
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Jun 24, 2021
EP. 015 Think About Time Like a Business Owner
*Being an Independent Consultant is very different from being an employee. Quitting your job and starting your own consulting business is only half the battle. You need to prepare to be a business owner, and this includes preparing your mind by shifting from employee thinking to a business owner. If you hold on to the employee mindset, you limit your vision and soon sabotage your success.*
*Here are 3 ways to drop the employee mindset around time and start managing your time like a successful IC business owner.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/15*
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Jun 17, 2021
EP. 014 6 Tools to Scale Your IC Business
*When your Independent Consulting business is growing quickly, it's important to have tools and processes in place that enable scaling. *
*Lay a strong foundation wherever you are in your IC business so that you scale from solid ground and avoid re-work later.*
*Listen in as I share with you six tools that will scale, to ensure that your IC business can continue to grow smoothly and without roadblocks.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/14*
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Jun 10, 2021
EP. 013 6 Time-Saving Tools
*Productivity tools can create efficiencies in a number of areas across a business, including task management, strategy and planning, note-taking, and communication. These efficiencies ultimately save you time that you can then invest in other areas of your life or business. The right selection of tools is key to improving productivity and efficiencies in your IC business.*
*Listen in as I share the six time-saving tools that I use in my own business and exactly how I use them for maximum productivity and efficiency.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/13*
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Jun 3, 2021
EP. 012 Client Boundaries
*Do you feel obligated to check client emails, texts, and voicemails at all hours? Do you feel frustrated with your clients for placing unreasonable demands on your time? If you answered yes to any of these questions, you need to revisit your boundaries.*
*Establishing and enforcing client boundaries is critical for an independent consultant. Oftentimes we avoid doing this because we fear upsetting, or even losing, the client. This sets a precedent that can lead to bigger problems down the road. *
*Listen in as I share three steps that you can use to establish client boundaries and three strategies to avoid the possible pitfalls.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/12*
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May 27, 2021
EP. 011 4 Fixes to Your Dry Consulting Pipeline
*Last week in **EP. 010 4 Reasons Your Consulting Pipeline is Dry**, I shared with you four specific reasons why your pipeline is empty.*
*On this week’s episode, I share the four strategies to implement, to fix your dry consulting pipeline and turn your dry spell into a steady stream of leads. Press play to learn how.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/11*
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May 20, 2021
EP. 010 4 Reasons Your Consulting Pipeline is Dry
*Is your pipeline dry? Have you been focused on delivering to clients and not spending time on business development, and you’re worried you’ll have a gap in revenue (and income)? *
*Most independent consultants think their pipeline is dry because they don’t have time to do both business development and client delivery simultaneously. *
*Lack of time is not the reason your pipeline is empty.*
*In today’s episode, I’m sharing the four specific reasons why your pipeline is drying up and will help you never be in this situation again.
*
*As a bonus, I've created a free resource called the **26-Minute Lead Generation Method** that you can use as a part of your larger strategy to ensure that your pipeline is a steady stream of opportunity.
*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/10*
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May 13, 2021
EP. 009 Nailing Down Your Ideal Client
*Are you attracting the type of consulting clients you want to serve? *
*If not, there’s a good chance you haven’t clearly defined your ideal client. And, when you don’t know who you’re trying to attract, they won’t know you’re the go-to consultant to help solve their problems. *
*Whether you’re a new IC business owner or have been around for years, this episode will help you define your ideal client and get crystal clear on who they are and how you can serve them best.*
*Get full show notes and more information here:** https://www.melisaliberman.com/blog/9 *
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May 6, 2021
EP. 008 Gameplan for the 1st Call With a Prospect
So you’ve booked the first call with your ideal client, now what? You want to ensure that the call is as effective as possible, and to do so you need a crystal clear and specific gameplan.
Fortunately, creating a strong gameplan doesn’t have to be time-consuming or complicated. It’s as simple as identifying and avoiding the common mistakes made on the first call with your ideal prospective client and implementing my 5-part formula for making the first call with your ideal prospective client productive and easy.
Listen in as I share a formula you can use to be successful in the first call with your ideal prospective client, to engage at a higher level.
Get full show notes and more information here:* **https://www.melisaliberman.com/blog/8*
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Apr 29, 2021
EP. 007 Motivate Your Ideal Prospective Client to Book The 1st Call With You
*Once you know where to find your ideal prospective client, the next logical step is for them to agree to schedule the first call with you.
Listen in as I share a formula that you can use to motivate your ideal prospective client to book the first call with you, and how to make the first call with an ideal prospective client valuable.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/7*
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Apr 22, 2021
EP. 006 Where to Find Your Ideal Clients
*One of the most intimidating aspects of becoming an independent consultant is the fear of not getting any clients. Well, I am here to tell you that finding and signing clients is very possible and it doesn’t have to be a painful and frustrating process. *
*Listen in as I share a really doable, effective, and simple way to find your ideal consulting clients in just 30 minutes a day.
Get full show notes and more information here: **https://www.melisaliberman.com/blog/6*
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Apr 15, 2021
EP. 005 The 9 Ingredients to Scale Your IC Business
*Deciding to grow your business is a natural next step, and isn’t limited to hiring staff, multiplying the number of clients you have, and taking on more complexity. Instead, you can increase your revenue, profits, and amount of free time without shifting your business model.*
*Listen in as I share the 9 ingredients that you need to accomplish time flexibility, money, and the impact that you want to be making.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/5*
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Apr 8, 2021
EP. 004 Return to Corporate
*After leaving corporate to work as a consultant, are you now wondering if you made the right decision and if the grass is really greener on the other side? Listen in as I share a simple framework you can use to determine if it’s time to return to corporate or continue working as an independent consultant.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/4*
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Apr 1, 2021
EP. 003 Client Dependency
*Join me on this episode to dive into client dependency, the scenario where you’re relying on only one client, or one prospective client, for your revenue. I’m sharing why client dependency is a problem (beyond the obvious risk), how to find the root cause of why you’re depending on one client, and how to diversify your business (even if you think you don’t have time.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/3*
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Mar 24, 2021
EP. 000 Welcome to the Grow Your Independent Consultant Business Podcast
*This podcast is for you if you’re an Independent Consultant and*
* *You’re worried you won’t be able to maintain a steady flow of clients (and income)*
* *You’re struggling to balance working on your business, while also delivering client work*
* *You haven’t shifted from thinking as an employee to thinking as a business owner and CEO*
*Welcome to the Grow Your Independent Consulting Business Podcast. *
*I’m Melisa Liberman, a fellow IC, and a business coach. *
*On this podcast, I teach you to become a consistently booked Independent Consultant without becoming a pushy salesperson or working 24x/7. Ready to create a pipeline of desirable clients and fulfilling projects that creates a steady stream of income? Let's get started!*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/0*
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Mar 24, 2021
EP. 002 Making Time for Business Development
*Finding time for new business development can be difficult for many Independent Consultants. There always seems to be another priority or a pressing client deliverable. *
*If you're not making time to renew your pipeline, you are most likely stalling your growth and longevity. *
*In this episode, I’ll share with you three concrete and practical strategies for finding time for business development, even if you are oversubscribed.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/2*
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Mar 24, 2021
EP. 001 3 Barriers to Landing Your Next Consulting Client
*Most ICs think the quality and helpfulness of their network and the economy are the biggest barriers to landing new clients. While these can be challenges, there are three primary barriers that you may not have considered. *
*Today I want to discuss the three barriers that are hindering you from landing your next consulting client and how to overcome them.*
*Get full show notes and more information here: **https://www.melisaliberman.com/blog/1*
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