Want to know the difference between leaving your consulting or coaching success up to chance or creating with strategic intention? Today on the Consulting Matters podcast, we’re getting into the differences between getting clients and building a business and standout brand with my guest and client, Leslie Faircloth. For a lot of us, we get into consulting or coaching after leaving our jobs because we have a generous network who as soon as they hear of our availability, they are introducing us to people who could use our expertise (or maybe hire us themselves) And then at some point we realize, while this is great for now, we know that this isn’t enough to create the sustainable success we need to go all in our consulting or coaching business. That’s exactly what happened with my client Leslie, who instantly after leaving her job as a director of small business programs with the navy was getting people wanting to work with her. She got professional photos taken, and put up a website. It seems like it should be enough, right? For her, it wasn’t. What was missing? The strategic intention and brand foundation underneath her expertise. If you’re an aspiring, new or even seasoned consultant or coach looking for the strategic path, a thriving business, clients and impact, this is the episode for you. In this episode, you’ll hear: Why “people already want to work with me” isn’t enough to build a sustainable business What happens after the initial wave of referrals and interest starts to level off The shift from being in demand… to building a business that consistently creates it As you listen, notice the shift Leslie made in how she thinks, speaks, and shows up. Then go take a look at her website: https://lesliefairclothconsulting.com/ It’s a clear example of what happens when your brand and positioning finally match the level of work you’re here to do. Where to dive in: 00:00 The Difference Between Getting Clients and Building a Business 02:05 Leslie’s Transition from Government Career to Consulting 07:30 Discovering a Passion for Supporting Small Business Underdogs 12:40 The Decision to Leave Stability and Start a Business 16:30 Early Success Through Referrals and Network 20:30 When “People Want to Work With You” Isn’t Enough 23:45 The Missing Piece: Strategy and Brand Foundation 28:00 Clarifying Your Ideal Client, Message, and Value 33:10 From Service Provider to Strategic Partner 36:20 Building a Brand That Reflects Your True Value 40:30 Confidence, Visibility, and Showing Up Differently 44:30 Lessons for Consultants Ready to Build with Intention Next Steps: See what this shift actually looks like: https://lesliefairclothconsulting.com/ Take a few minutes to explore Leslie’s website and see how her brand, messaging, and positioning now reflect the level of work she’s truly here to do. This is what it looks like when everything clicks. Ready to create this kind of clarity in your own business?Book a discovery call with me and let’s explore how to build the strategy, messaging, and positioning that supports consistent clients, stronger offers, and a business that actually feels sustainable. Not ready to work together yet, but know your message needs work? Start here with my free guide: From Confused to Confident 👉 https://www.betsyjordyn.com/confused-to-confident About my guest: Leslie Faircloth is a Defense Small Business Growth Strategist and Advisor who helps ambitious, diverse small business owners create and execute the strategies they need to win defense contracts and become a competitive, mission-critical force in the market. Drawing on nearly three decades inside the defense acquisition workforce as a contracting professional and small business director, Leslie has helped hundreds of businesses navigate the complex intersection of compliance and opportunity to achieve contract wins and sustained growth. Her work is deeply personal—having built her own career as a young civilian woman in a military-heavy industry where she was often underestimated, she is passionate about helping others break through those same barriers. Through customized strategy, real-time expert guidance, and practical training, Leslie equips her clients to stop spinning their wheels and start winning. About the host: Betsy Jordyn is a business mentor, brand messaging strategist, and former Disney consultant who helps purpose-driven consultants and coaches build profitable businesses rooted in their unique strengths. With over 20 years in the industry and a knack for turning big ideas into clear positioning, she's your go-to for strategy that aligns with your calling. Work with me: https://www.betsyjordyn.com/services
