Grow Your Independent Consulting Business

Melisa Liberman
  • 4.9 (73)
  • ENTREPRENEURSHIP
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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.

  1. 257. The Consultant Trap: “I Should Know Better”

    6D AGO

    257. The Consultant Trap: “I Should Know Better”

    You help clients solve the exact problems you're avoiding in your own business, and a single phrase is keeping you stuck. "I should know better."  You've probably said it about your pipeline, your pricing, your business development habits, or that operational issue you keep putting off.  It sounds like self-awareness.  Maybe even humility.  But Melisa Liberman makes the case that this thought is quietly costing you clients, revenue, and confidence. In this episode, Melisa breaks down why independent consultants are uniquely prone to this trap. You're literally paid to solve problems, so struggling with your own feels like a personal failing. She explains how "I should know better" masquerades as accountability while actually keeping you in a cycle of self-criticism, avoidance, and inaction. You'll learn why the consultants who build the strongest businesses aren't the ones who never struggle. They're the ones who stop beating themselves up and start leading themselves the way they'd lead a client engagement. Melisa shares a two-step framework to move from self-judgment to executive-level decision-making in your own business. What you'll learn in this episode: [03:10] Why "I should know better" feels productive but keeps you stuck[04:30] When this thought pattern actually serves you, and when it turns toxic[08:00] The real cost: how unchecked self-criticism delays revenue-generating action[13:12] A two-step framework to shift from self-judgment to decisive ownershipThis episode is for you if: You're solving problems for clients that mirror unresolved issues in your own businessYou catch yourself downplaying your struggles because "you should have this figured out by now"You know what to do, but can't seem to do it for yourselfYou want to lead your consulting business with the same clarity you bring to client workFull Show Notes: https://shownotes.melisaliberman.com/episode-257 Mentioned Resources Companion Resource: Take the Consultant Mindset Audit, www.icmindset.com    Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Episode 167 - Being Wrong About Not Needing To Work On Your Mindset, https://shownotes.melisaliberman.com/episode-167/#more-2414 Episode 188 - Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-188/#more-2518 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    21 min
  2. 256. How to Shorten Your Consulting Sales Cycle: 4 Strategies to Close Deals Faster

    FEB 5

    256. How to Shorten Your Consulting Sales Cycle: 4 Strategies to Close Deals Faster

    Tired of watching deals drag on for months while your pipeline stalls and your confidence tanks? Here's the truth most consultants miss: you're the one slowing down your own sales cycle. In this episode, Melisa reveals the four strategies that help consultants close deals faster without discounting, settling, or feeling "salesy." You'll discover why corporate buyers aren't actually the problem (even though it feels that way), and how the delays, stalls, and endless "I’ll get back to you” responses are often triggered by how you're showing up in the sales process. This episode dismantles the myth that corporate buyers are always slow and instead puts the focus back on you as the expert, guiding, recommending, and leading your prospects toward clarity and action. Episode Timestamps: [06:01] Why long sales cycles are usually consultant-created and what to do about it[08:23] The Expert Mindset and how certainty speeds up decisions[18:02] The Foot-in-the-Door Offer strategy to generate revenue faster[25:08] How co-creating proposals with your buyer reduces delays and revisions[31:17] The Account Plan and how to stop winging your sales efforts[38:46] 6 questions to self-diagnose where your sales process needs workWhat you'll learn: The hidden consultant behaviors that extend your consulting sales cycle by weeks or even monthsHow to accelerate B2B sales without being pushy or compromising your valuePractical strategies to reduce proposal rework and rescoping delaysHow to lead the buying process with confidence and clarityWhy adopting an expert mindset shortens decision timelinesHow to diagnose and fix weak points in your sales processTopics covered: sales cycle management, consulting business development, B2B sales strategies, client acquisition for consultants, shortening sales timelines, proposal management, consulting sales process, expert positioning Stop losing deals to delay. Listen to Episode 256 now and take back control of your sales timeline before another month slips by. Mentioned Resources Companion Resource: Read Chapter 10 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB    Full Show Notes: https://shownotes.melisaliberman.com/episode-256Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode: Episode 159 - Shorten the Consulting Sales Cycle by Offering a Diagnostic, https://shownotes.melisaliberman.com/episode-159/#more-2340 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    44 min
  3. 255. The Real-Life Growth Path: How a Consulting Business Grew from $258K to $514K

    JAN 29

    255. The Real-Life Growth Path: How a Consulting Business Grew from $258K to $514K

    You don’t need luck to double your consulting business. It’s possible for you, and even to double your revenue without working more. In this episode, I share the behind-the-scenes of how one consultant went from plateauing at $258K to generating $514K, without working more hours. This isn’t a theory or case study. It’s a real-life client example. You’ll hear the five business shifts that made this growth possible and how each one can apply to your business right now, regardless of whether you're at $150K or already at a million. The key theme? Growth didn’t come from overworking. It came from commitment, capacity, discipline, and a willingness to challenge how he saw himself as a business owner. If you’ve been hovering at the same revenue for months or years, this episode gives you a path to break through your plateau. What you will learn in this episode: [06:40] The mindset shift that unlocks consistent revenue growth (and why many consultants unknowingly stall out right before the breakthrough) [08:55] How to value your capacity and stop undervaluing your time, even if you don’t bill hourly [12:15] The internal identity shift from executor to advisor and how it changes everything about your business model [17:50] Why quarterly targets helped normalize higher revenue (and how to stop operating from a corporate salary mindset) [21:30] How to refine your demand engine without piling on more tactics so you’re not relying on hope or luck to fill your pipeline Tune into Episode 255 to see what doubling the revenue of your independent consulting business can actually look like and how these same principles can apply at any revenue level. Mentioned Resources Companion Resource: Download the Double Your Consulting Business Workbook, https://www.melisaliberman.com/double   Full Show Notes: https://shownotes.melisaliberman.com/episode-255Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Join the Lead Gen Sprint Waitlist - www.ConsultantSprint.comEpisode 060 – The 3 Sales Mindset Shifts for Independent Consultants, https://shownotes.melisaliberman.com/?s=60 ️Episode 061 – What’s Standing In the Way of You Making More Money With Less Worry In Your Consulting Business, https://shownotes.melisaliberman.com/episode-61/#more-1297  Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/#more-2584 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    29 min
  4. 254. How Much Is Enough Business Development for Consultants

    JAN 22

    254. How Much Is Enough Business Development for Consultants

    How much business development is enough for your consulting business? This question is one of the most common and most costly open loops in an independent consultant's mind.  Not having a clear answer leads to an open loop of second-guessing, self-criticism, and regret.  When you don’t know the answer to how much is enough business development to support your revenue goals, it drains your mental energy, erodes your confidence, and ultimately stalls your results. In this episode, Melisa breaks down the five-part framework for determining how much business development is enough based on your business goals, not your feelings. You’ll hear how to stop relying on vague effort metrics such as time spent “networking,” and instead anchor your business development activities to tangible, measurable inputs that move your revenue forward.  You’ll learn how to implement a minimum operating standard that keeps your pipeline warm even when delivery ramps up. And you’ll discover how to make your business development time more impactful, so you reduce can reduce how much your business requires without sacrificing results. If you’ve ever questioned if you should be doing more, or if you can’t answer “how much business development is enough to fuel my business goals, this episode is a must-listen. What you will learn in this episode: [04:26] The hidden cost of not defining “enough,” and how it quietly sabotages your energy, confidence, and capacity. [08:45] Why effort-based thinking doesn’t work and the mindset shift that anchors you in results-based business development. [11:12] How to tie your business development plan directly to your revenue plan so you're not relying on hope or hustle. [16:48] What a minimum operating standard looks like and how to apply it in your own business. [20:30] Why evaluating and adjusting your plan matters more than “doing more” and how to do it without judgment. [24:18] How to reduce your business development effort by improving the quality of your activities, not increasing your hours. Tune into Episode 254 to learn how to define what is “enough” so you can make your business development process more predictable. Mentioned Resources Companion Resource: Download the Consulting Business Dashboard One-Pager, https://www.melisaliberman.com/consulting-business-dashboard  Full Show Notes: https://shownotes.melisaliberman.com/episode-254Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Join the 2026 Lead Gen Sprint Waitlist, http://www.consultantsprint.com/ Episode 216 - Identifying Leaks in Your Consulting Business Development Process, https://shownotes.melisaliberman.com/episode-216/#more-2681 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    30 min
  5. 253. How Consulting Demand Really Gets Created (It’s Not How You Think)

    JAN 15

    253. How Consulting Demand Really Gets Created (It’s Not How You Think)

    Most independent consultants still believe that demand is something that just happens - a tap on the shoulder from a former colleague, a random recruiter message, or an invitation from a past client.  That’s opportunistic demand, and while it can create revenue, it won’t create real predictability or growth. In this episode, Melisa breaks down how demand is actually created and why most consultants are unintentionally sabotaging it. She introduces the concept of the Owner-Led Demand Engine, a systematic, strategic process for engineering consulting demand on purpose, even when you're fully booked. If you feel like consulting work either shows up or it doesn’t, this episode will rewire the way you think about business development. Join in as Melisa shares the top five misconceptions about how demand is generated and gives you the practical, structured alternative, including how to build a pipeline based on excess demand, not just “enough.” This is the shift that unlocked Melisa’s growth, and it’s one most consultants are missing. What you will learn in this episode: [06:45] The difference between opportunistic and owner-led demand, and how waiting for leads is keeping you in reactive mode [10:14] 5 common misconceptions about demand generation that sabotage your growth, including why staying “busy” is not the same as generating demand [14:42] The 4 components of an Owner-Led Demand Engine, and how to start implementing them even if you’re fully utilized [23:58] A real-life example of a consultant who shifted from reactive to proactive demand and hit $50K months by doing less (but more focused) business development Tune into Episode 253 to learn how to stop waiting for leads and start creating intentional demand in your consulting business. Mentioned Resources Companion Resource: Download the Fill Your Pipeline with Ideal Consulting Clients in 26 Minutes per Day, https://www.melisaliberman.com/ram Full Show Notes: https://shownotes.melisaliberman.com/episode-253Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/ Episode 190 - How to Create Excess Demand for Your Consulting Business, https://shownotes.melisaliberman.com/episode-190/#more-2526  Episode 252 – What Consultants With Predictable Pipelines Do Differently, https://shownotes.melisaliberman.com/episode-252/#more-3306 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    31 min
  6. 252. What Consultants With Predictable Pipelines Do Differently

    JAN 8

    252. What Consultants With Predictable Pipelines Do Differently

    If your pipeline feels like a roller coaster — overflowing one quarter and dry the next — this episode is for you. Most independent consultants chalk pipeline unpredictability up to market conditions, luck, or not being good at sales.  But that’s not the real problem. The difference between consultants with predictable pipelines and those without? They think and operate differently. In this episode, Melisa breaks down the Four Pillars of Pipeline Predictability so you can identify the hidden gaps in your business and start closing them.  She also shares the most common mistakes that create feast-or-famine cycles, and how to replace them with simple, repeatable systems. If you're tired of second-guessing, over-engineering, or spinning in perfectionism, this episode will show you how to take control, even if sales doesn’t feel like your strong suit. What you will learn in this episode: [03:24] What a predictable pipeline actually is and how to know if you’re building one or just hoping for the best [06:42] The 4 pillars of a predictable pipeline and how to assess where you’re strong vs. exposed [10:50] How your strategy shapes your results and how to stop throwing spaghetti at the wall [15:17] The mindset difference between consultants who stay in action and those who spiral in setbacks [24:15] Three tangible steps to put this into practice Tune in to Episode 252 for a straightforward framework you can use to stabilize and scale your consulting pipeline, without adding more chaos to your calendar. Mentioned Resources Companion Resource: Read Chapter 9 in Melisa’s book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality: https://www.amazon.com/dp/B0CSXJBGVB  Full Show Notes: https://shownotes.melisaliberman.com/episode-252Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/Episode 244 - The Real Reason Your Consulting Pipeline Isn’t Predictable, https://shownotes.melisaliberman.com/episode-244/#more-2813 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    27 min
  7. 251. The Shifts That Will Create a Breakthrough Year in Your Consulting Business

    JAN 1

    251. The Shifts That Will Create a Breakthrough Year in Your Consulting Business

    The Shifts That Will Create a Breakthrough Year in Your Consulting Business A breakthrough year doesn’t come from working harder, getting luckier, or finding the perfect strategy. It comes from changing how you think and operate as a business owner. In this episode, Melisa walks you through why most consultants never experience a true breakthrough year. Not because they’re incapable, but because they keep running their business from the same mental operating system that created their current results. If you’ve hit a plateau or you keep setting bigger goals without seeing meaningful change, this episode will challenge how you think about value, demand, time, revenue, and money itself. Join in as Melisa breaks down the five specific mindset shifts that create real momentum.  This isn’t motivational fluff. These are practical shifts that change how you make decisions, how you price, how you sell, and how you protect your capacity. A breakthrough year is available to you. But it requires you to stop thinking like a do-er and start thinking like the business owner you already are. What you will learn in this episode: [03:45] Why breakthroughs rarely happen and what actually creates them[07:10] The role emotional capacity plays in achieving bigger goals[12:30] Shift #1. Moving from effort-based value to outcome ownership[15:10] Shift #2. Creating demand instead of waiting for it[18:45] Shift #3. Reframing revenue from income replacement to a revenue engine[22:30] Shift #4. Protecting capacity instead of filling the calendar[26:15] Shift #5. Using money as a strategic tool, not a personal expense[30:10] The three steps to put this episode into action immediately Tune in to Episode 251 to understand the mindset shifts required to create a breakthrough year that supports both higher revenue and a better life. Mentioned Resources Companion Resources: Download the Independent Consultant's 12-Month Plan Template www.icyearlyplan.com & Melisa’s Business Brain Journal https://www.growthatlas.solutions/ Full Show Notes: https://shownotes.melisaliberman.com/episode-251Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode:Join the 2026 Lead Gen Sprint, http://www.consultantsprint.com/ Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/#more-2584  Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    34 min
  8. 250. How to Plan 2026 Like a Business Owner (Not as a Consultant)

    12/25/2025

    250. How to Plan 2026 Like a Business Owner (Not as a Consultant)

    There’s a planning trap consultants fall into every year, and it has nothing to do with effort, motivation, or follow-through. You put hours into planning. You set goals, map out your year, and feel clear when you close your notebook.  Yet despite your best efforts, months later your business looks the same. Revenue hasn’t grown the way you expected, you struggle to create pipeline control, and the plan feels like it never really mattered. In Episode 250, Melisa explains why this happens. She breaks down the planning trap that turns well-intentioned plans into little more than busywork.  She walks through the four most common planning mistakes consultants make—not as personal failures, but as predictable outcomes of thinking like the doer instead of the business owner responsible for driving work into the business. This episode isn’t about working harder or creating better task lists. It’s about understanding why your planning hasn’t changed results and how to build a plan that actually drives your business forward, to hit (and even exceed) your goals this year. If you’ve ever: Put serious time into planning but seen little change in your businessSet goals that didn’t move the needle on revenue, pipeline, or workloadFinished the year wondering why things felt busy but not meaningfully differentThis episode will reset how you approach planning and what a plan should actually do. In this episode, you’ll learn: [03:12] The four planning mistakes that make plans ineffective[08:44] Why underperformance and feast-or-famine cycles are usually planning problems, not execution problems[18:55] A five-step framework for planning like a business owner, including building revenue and lead strategies that actually work[28:42] How to implement, evaluate, and adjust your plan so it continues to drive results Episode 250 is a milestone and a reset. If you want planning time to create recognizable changes in your business, this episode shows you how to make it happen. Mentioned Resources Companion Resource: Download the Independent Consultant's 12-Month Plan Template, www.icyearlyplan.com Full Show Notes: https://shownotes.melisaliberman.com/episode-250Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanRelated Podcast Episode: Episode 176 - Set a Compound Goal for Sustainable Consulting Business Growth, https://shownotes.melisaliberman.com/episode-176/#more-2463  Mentioned in this Episode: Join the 2026 Lead Gen Sprint http://www.consultantsprint.com/  Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

    37 min
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4.9
out of 5
73 Ratings

About

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.

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