Thriving Through

AJ Riedel

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Thriving Through Podcast

3D AGO

E56 From Corporate Betrayal to Six-Figure Systems | Daniel Bitz and Ty Clinton

Thriving Through

38 min
5D AGO

E55 From Corporate Betrayal to Six-Figure Systems | EdnaLyn Harding

How do you rebuild a consulting practice when you've lost everything and need to serve clients who can't afford high fees? In this episode, host AJ Riedel talks to Edna Harding, Bible-Based Business Growth & Mindset Strategist for Creative Founders. What distinguishes Edna is her remarkable journey from being repeatedly betrayed by corporate employers and losing over $500,000 in a church investment scam to building scalable systems that allow her to serve clients profitably without trading time for money. Why You Should Listen to This Episode: Self-employed consultants will discover how to transform crisis into opportunity by building systematic, scalable programs that serve clients at every price point. Edna's story demonstrates that the greatest setbacks can become the foundation for creating more resilient, profitable consulting practices that don't depend on trading time for money. What You'll Learn in This Episode: You'll discover how to pivot from traditional time-for-money consulting to scalable program delivery that serves clients who can't afford premium rates. You'll learn the mindset shifts required to overcome major financial setbacks and continue building your practice during crisis periods. You'll understand how to use systematic approaches and automation to reduce costs while maintaining service quality. You'll explore how authenticity and niching down can actually expand your market rather than limit it. You'll see how personal development directly impacts business growth and why addressing internal wounds is crucial for external success. You'll learn why hiring coaches and mentors accelerates growth even when resources are tight. You'll discover how to build your business infrastructure during slower periods to prepare for rapid scaling later. Listen to These Key Moments: 00:56 - From Corporate Betrayal to Entrepreneurship Edna shares how being "burned four times" in corporate roles, including having commission structures changed right before payouts, led her to write "The Ugly Side of Sales" and accidentally launch her consulting business. 05:29 - The $500K Church Investment Scam The devastating story of how trusted pastors recruited Edna into a fake commercial real estate investment that cost her over $500,000 and led to loans being taken out in her name without her knowledge. 08:52 - Building a Business Without Money for 5 Years How Edna operated in "feast or famine" mode from 2017-2022, building her consulting practice while paying $8,000 monthly on fraudulent loans, ultimately becoming debt-free twice. 14:05 - Biblical Business Strategy: Serving the Unserved Market Edna explains how the parable of leaving the 99 for the 1 inspired her to create programs for clients without money, using systems and automation to keep costs low while maintaining profitability. 16:00 - Personal Development as Financial Development The breakthrough realization that external prosperity requires internal healing, leading Edna to spend 6 months focused solely on forgiving past wounds before her business began thriving again. 20:26 - Systems Over Time: The Key to Scalability How Edna built systems and automation during her 4-year semi-break as a mom, allowing her to serve clients profitably without trading time for money. 29:15 - Niching Down Without Fear Why Edna believes fear of niching down comes from a "poverty mindset" and how being authentically herself in biblical business strategies attracted her ideal clients who found her rather than the other way around. 37:22 - The Power of Hiring Coaches Why Edna continues to invest in multiple coaches and mentors, viewing it as trading "money for time" and applying the biblical principle of seeking counsel from multiple advisors. Connect with EdnaLyn Harding on LinkedIn: https://www.linkedin.com/in/ednaharding/

46 min
OCT 30

E54 From Taking Whatever You Can Get to Premium Pricing | Mark Scrimenti

Are you tired of working with clients who are too small to see real impact from your work, or struggling to command the rates you deserve for your expertise? In this episode, host AJ Riedel talks to Mark Scrimenti, Fractional COO and Executive Coach. Mark distinguishes himself by specializing exclusively in the $5-50M B2B professional services space, where he helps founder-led companies transition from founder-driven growth to leadership team-driven growth using systematic frameworks and processes. Why You Should Listen to This Episode: Self-employed consultants will discover how to evolve from taking any client who will pay to building a premium practice with ideal clients. Mark shares the strategic mindset shifts and practical systems that allowed him to move upmarket and command higher rates while delivering greater impact. What You'll Learn in This Episode: You'll learn how to identify and target your ideal client profile instead of accepting whoever comes along. You'll discover why working with companies that are too small creates problems for both you and the client, and how to recognize the right size and maturity level for maximum impact. You'll understand how to develop your own framework and systematized approach rather than just selling yourself as a generalist. You'll learn practical strategies for setting boundaries with clients and having difficult conversations about scope and compensation. You'll discover how to shift your mindset from desperate for any work to strategic about client selection. You'll learn how to build trust quickly with C-suite executives and navigate the unique challenges of fractional leadership roles. You'll understand how to approach business development as service rather than selling, making it more natural and effective. Listen to These Key Moments:[02:48] From Corporate to Consultant: Mark explains how losing out on a COO position during the pandemic led him to hang out his shingle as a fractional executive, and how his 12+ years scaling a company over $100M prepared him for this transition.[06:40] Defining the Ideal Client: Learn why Mark targets $5-50M B2B professional services companies and how working with clients that are too small creates problems for both consultant and client.[10:06] The Biggest Challenge: Finding Your Focus: Mark discusses how not having a clear ideal client profile early on led to poor fits and how he evolved to go upmarket with more confidence.[16:12] Learning to Say No: The critical moment when Mark first told a client that additional work was outside the project scope and how that conversation went better than expected.[21:02] Setting Boundaries Without Guilt: Mark shares his approach to having difficult conversations about scope and compensation while maintaining integrity and client relationships.[26:07] Building Trust as a Fractional Executive: How to qualify prospects for the right chemistry and trust needed for fractional C-suite roles, plus red flags to watch for.[31:49] Making Business Development Less Painful: Mark's mindset shift that transformed sales from something he dreaded to a service-oriented conversation about helping clients.[35:47] The Reality Check: An honest discussion about considering a return to corporate life and what keeps him motivated to continue building his practice despite the challenges. Connect with Mark Scrimenti on LinkedIn: https://www.linkedin.com/in/markscrimenti/

45 min
OCT 28

E53 From Feast or Famine to 8-10 Prospect Calls Per Week | David Penny

In this episode of Thriving Through, AJ sits down with David Penny, a job search coach who transformed his consulting practice from inconsistent client flow to averaging 8-10 prospect calls per week using systematic LinkedIn prospecting strategies. David shares his journey from corporate HR professional to self-employed consultant, including his decision to invest in business coaching despite early revenue pressure and the exact LinkedIn system that generates a 45% connection acceptance rate and 35% response rate. What You'll Learn How to build a systematic LinkedIn prospecting system that generates consistent leads for consulting servicesThe 5-message customized cadence that achieves 35% response rates (and why the 4th or 5th message often gets the reply)Why LinkedIn Recruiter combined with a CRM creates a powerful lead generation machine for consultantsThe "easy lift, high reward vs. heavy lift, low result" framework for prioritizing time as a solo consultantWhen to invest in business coaching as an early-stage consultant (and how to choose the right coach)How to transition from content marketing to direct outreach for faster resultsThe metrics that matter: tracking connection acceptance rates, response rates, and call conversionKey Topics & Timestamps David's Background & Transition to Consulting (00:00 - 08:00) 15 years in corporate talent acquisition and recruitingThe layoff that sparked his entrepreneurial journeyWhy he shifted focus from building teams to one-on-one coachingIdeal Client Evolution & Market Focus (08:00 - 15:00) How David narrowed from multiple target markets to corporate professionalsWorking with employed professionals in their job search (10-20 years experience)The challenge of running a job search while working 40-60 hour weeksLinkedIn Prospecting System Deep Dive (15:00 - 35:00) Using LinkedIn Recruiter to identify prospects showing job search signalsThe 5-message customized outreach sequence that drives results45% connection acceptance rate and 35% response rate metricsIntegration with Pipedrive CRM using LinkedIn's Surf featureWhy customization beats automation for relationship-buildingContent vs. Direct Marketing Strategy (35:00 - 40:00) Why David shifted away from heavy content creation (daily posts, newsletters)Content as credibility vs. content as lead generationThe "phishing vs. hunting" analogy for marketing approachesBusiness Coaching Investment Decision (40:00 - 50:00) Investing in First 10 Founders Hub despite early revenue pressureThe importance of process, systems, and community for new consultantsWhen to invest vs. when to bootstrap as a consultantTime Management & Prioritization (50:00 - 60:00) Revenue-generating activities vs. learning new skillsThe "easy lift, high reward vs. heavy lift, low result" decision frameworkWhen to outsource vs. when to learn (SEO, website optimization example)Results & Future Vision (60:00 - End) 8 clients accepted new offers since MarchAveraging 8 clients on ongoing basis with mix of short and long-term engagementsLifestyle entrepreneur approach vs. generational business buildingResources Mentioned LinkedIn Recruiter for prospectingPipedrive CRM for lead managementLinkedIn Surf feature for CRM integrationFirst 10 Founders Hub business coaching programJames Wedmore's revenue-generating activities conceptKey Quotes "You don't know what you don't know, and so I think even where we had originally connected was the idea of a business coach, and that was something that... not needing to necessarily reinvent the wheel on all of this." "It's usually those individuals... it's amazing to me how many times it's that fourth or fifth message that I'm getting that next response." "Is it easy lift, high reward, or is it going to be a heavy lift for a low result?" Guest Bio David Penny is a job search coach who helps corporate professionals in their mid-careers navigate successful job searches while employed. With 15 years of experience in talent acquisition and recruiting, David brings an insider's perspective to the job search process. He specializes in systematic LinkedIn strategies and post-application follow-up techniques that help clients stand out in today's competitive job market. Since launching his practice in January 2025, David has helped 8 clients accept new offers and maintains an average of 8-10 prospect consultations per week. Connect with David Penny on LinkedIn: https://www.linkedin.com/in/david-penny-14686021/

49 min
OCT 23

E52 From Fear to Thriving | With Justine Lemanowicz

Struggling with overcoming consulting fears and building consistent consultant income? This episode reveals how Justine Lemanowicz transformed from a fearful employee into a thriving fractional CFO with a referral-based consulting business in just two years. What You'll Learn In this candid conversation, Justine shares the exact strategies that helped her overcome the fear of self-employed consultant income uncertainty and build a profitable practice that relies entirely on consulting business referrals. If you're a self-employed consultant dealing with feast-or-famine cycles, this episode provides actionable insights for creating stability. Why This Episode Matters for Self-Employed Consultants This episode directly addresses the biggest challenges facing self-employed consultants: overcoming consulting fears, building consistent consultant income, and creating reliable consulting business referrals. Justine's practical approach to relationship building and her strategic method for conquering fear provide a roadmap for consultants struggling with inconsistent revenue. Key Takeaways Overcoming Fear and Starting Your Practice The "worst-case scenario" method for overcoming consulting fears (4:06)Why talking to 25+ people before starting eliminated uncertainty (3:15)How having 6 months of expenses saved creates confidence (4:29)Building a Referral-Based Business Why consulting business referrals eliminate competition (5:20)The relationship-building approach that generates consistent self-employed consultant income (6:41)Networking strategies that create long-term referral partners (7:11)Managing Client Relationships and Scope Handling scope creep while maintaining relationships (13:19)The "do the right thing" approach to client service (12:24)Building goodwill that leads to future consulting business referrals (14:48)Expanding Your Services Adding AI automation advisory to traditional CFO services (16:01)Why adaptability is crucial for self-employed consultant success (25:42)Preparing for different marketing approaches with new services (26:24) Episode Timestamps 00:22 - Justine's path to self-employment and overcoming consulting fears03:15 - The research process: talking to 25+ people before starting04:29 - Financial preparation: why 6 months of expenses matters05:20 - Building a referral-based consulting business07:11 - Networking strategies for self-employed consultants10:48 - Learning from the first fixed-price project mistake13:19 - Managing scope creep and client relationships15:13 - Rebranding and adding AI automation services22:24 - Two years in business: lessons learned27:55 - Advice for aspiring fractional CFOs30:30 - Rapid-fire questions and final insights Resources Mentioned The importance of market research before startingBuilding 6 months of expense reservesAI automation tools for finance and accountingNetworking as the primary marketing strategy Guest Bio Justine Lemanowicz is a fractional CFO who helps small to mid-market companies turn their businesses around. After 10 years of planning and two years of operation, she has built a thriving referral-based consulting business that focuses on distressed companies needing financial guidance. She's also expanding into AI automation advisory services, helping companies identify and implement technology solutions for their financial processes. Connect with Justine Lemanowicz on LinkedIn: linkedin.com/in/justinelem/

37 min
OCT 21

E51 Why Your Consulting Website Isn't Converting | With Krista Walsh

Is your consulting website failing to convert warm leads into paying clients? You're not alone. Most self-employed consultants struggle with websites that function like digital brochures instead of client-closing machines. In this episode, website copywriter and strategist Krista Walsh reveals why your website isn't working—and exactly how to fix it. What You'll LearnThe 3 biggest website mistakes consultants make that hurt credibilityWhy your website messaging needs to focus on HOW you think, not WHAT you deliverThe simple test to see if your website differentiates you from competitorsHow to identify if you have a messaging problem vs. a positioning problemWhy sophisticated clients don't fear AI replacing quality copywritersThe warning signs that your website needs professional help Key Topics CoveredKrista's Path to Solo Consulting (00:00 - 02:30)From teaching English in Spain to freelancing on UpworkThe decision to build a real business vs. staying freelanceHow she developed her niche in website strategy and messagingWebsite Strategy for Consultants (14:00 - 17:30)Why websites should be closers, not lead generators for consultantsThe fatal mistake of treating your website like a business brochureHow to speak to clients who are ready to hire today (not those still learning about consulting)Converting Website Messaging (16:00 - 20:30)Why generic "I help businesses grow" messaging kills conversionsThe differentiation framework that makes competitors irrelevantHow to showcase your unique thinking and approach (not just deliverables)The Agency Experiment and Lessons Learned (05:30 - 07:30)Krista's attempt to build an end-to-end agencyWhy project management led to burnoutThe decision to return to her zone of geniusConsultant Marketing Challenges (19:00 - 21:30)Why consultants struggle more with marketing than other businessesThe messaging mistake that makes you sound like everyone elseHow to avoid the AI trap that creates impressive-sounding but meaningless copyClient Interview Research Process (22:00 - 23:30)Krista's proven method for interviewing past clients to uncover winning messagesWhy most consultants are intimidated to interview their own clientsHow voice-of-customer research creates messaging that convertsAI and Professional Services (23:45 - 25:45)Why sophisticated clients don't fear AI replacing quality copywritersThe difference between strategic thinking and just writing wordsHow AI affects different types of clients differentlyPractical Website Fixes (27:45 - 32:00)The 3 biggest website mistakes consultants make that hurt credibilityWarning signs your website messaging needs helpHow to differentiate yourself from look-alike competitors Key Quotes"Your website is a closer. It's the last place somebody goes before they're deciding to work with you.""Instead of doing messaging 101, focus the majority of your messaging on what makes you different. Usually with consultants, it's something around the way that you think or approach problem solving.""The clients that care about the what they're getting is probably not the client that most consultants want. You want to work with somebody who trusts you." Guest BioKrista Walsh is a website copywriter and strategist who helps client-based businesses create websites that attract and convert the right clients. Through her company, Krista Walsh Copywriting, LLC, she provides website strategy, messaging, foundational SEO, and voice-of-customer research. Her clients have booked 4-figure services straight from their websites without sales calls and achieved top 5 Google rankings for competitive search terms. She specializes in helping consultants move beyond generic messaging to showcase their unique thinking and approach. Connect with Krista Walsh on LinkedIn: https://www.linkedin.com/in/krista-walsh-copywriter/

43 min
OCT 16

E50 Breaking the Feast or Famine Cycle | With Ben Blankenship

Are you tired of the feast or famine cycle that plagues so many self-employed consultants? In this episode, AJ sits down with Ben Blankenship, a scaling-up business coach who has built a thriving 9-year consulting practice by mastering two critical elements: curiosity as a business development engine and strategic referral systems that create consistent revenue streams.Ben shares his journey from employee to successful consultant, revealing how he transitioned gradually while building proof of concept and steady income. More importantly, he breaks down the exact strategies that helped him overcome lumpy revenue and create predictable business growth. What You'll LearnCuriosity as Your Competitive Advantage: (2:31)How curiosity becomes an engine for opening doors and solving problems (2:35)Ben's client filter: why he won't work with clients who lack curiosity (2:54)Using curiosity to identify coachable prospects and build stronger relationships (3:09)Breaking the Feast or Famine Cycle: (3:52)Why you can never stop being in business development mode (4:33)How to turn every conversation into a potential opportunity (4:45)The mindset shift that transforms inconsistent income into steady revenue (4:16)The Power of Strategic Referrals: (5:06)Ben's proven referral request system that works 8 times out of 10 (5:25)How to ask for referrals without feeling salesy or pushy (5:15)Why clients won't refer you unless you ask (and exactly how to ask) (5:59)Scaling Your Practice: (9:17)When and how to hire your first executive assistant (Ben's 4-attempt journey) (9:26)Essential tools for managing a growing consulting business (22:07)Building strategic partnerships that create consistent deal flow (28:30) Key Insights for Self-Employed consultantsBen emphasizes that successful consulting isn't just about expertise—it's about continuous learning, relationship building, and systematic business development. His approach to networking focuses on deep, strategic relationships rather than large networking events, creating partnerships with wealth advisors, attorneys, and M&A experts who consistently refer qualified clients.For consultants struggling with inconsistent income, Ben's story demonstrates that the solution isn't just better marketing—it's building systems for continuous business development and creating genuine value through tools like his scaling-up team assessment, which he offers for free to demonstrate expertise and identify client needs. Resources MentionedBook: "Scaling Up: Mastering the Rockefeller Habits 2.0"Tools: Wave accounting software, ClickUp CRMAssessment: Scaling Up Team Assessment (available through Ben's website) About Ben BlankenshipBen Blankenship is a certified scaling-up business coach and exit planning advisor with 9 years of experience helping business owners optimize their operations and increase company value. His approach combines strategic planning with practical execution, focusing on the four key areas of scaling: people, strategy, execution, and cash flow. Connect with Ben BlankenshipWebsite: www.acuo-bc.com Company: Accuo Business Coaching and Advising LinkedIn: Connect with Ben Blankenship on LinkedIn: https://linkedin.com/in/benblankenship/

44 min
OCT 14

E49 From Marketing Executive to Self-Employed Consultant | With Jason Mundy

In this compelling episode of Thriving Through, Jason Mundy shares his transformation from a 30-year corporate marketing executive to a successful self-employed consultant running OnPoint Business Advisors. Jason opens up about the mental challenges of taking the leap, the reality of building a consulting practice versus expectations, and the specific strategies he used to overcome his biggest obstacles. What You'll LearnBreaking Through the Mental Barriers of Going SoloWhy taking the leap to consulting is like jumping out of an airplaneHow to overcome the fear and mental resistance that keeps consultants stuck in corporate rolesThe importance of timing and recognizing your "now or never" momentClient Acquisition Strategies That Actually WorkWhy networking beats cold outreach for consultants every timeThe networking approach that generated Jason's best clients and referralsHow to build relationships and trust before trying to sell your servicesThe critical difference between marketing a product and marketing yourself as a consultantOvercoming Sales Challenges as a Service ProviderHow to develop sales skills when you come from a marketing backgroundWhy relationship building is more important than price or product quality for consultantsLearning to handle rejection and develop thick skin in salesThe mindset shift required to become comfortable with self-promotionEvolving Your Value PropositionHow Jason expanded from fractional CMO services to include business and executive coachingThe strategic decision to offer both consulting and coaching servicesWhy coaching work provides different rewards than consulting projectsFinding the right balance between different service offeringsBuilding a Sustainable Consulting PracticeRealistic expectations about timeline and revenue growth for new consultantsThe importance of patience and consistent effort in building your practiceCreating systems and processes that allow you to eventually step back from business developmentLong-term vision for building a sellable consulting business Key Takeaways for Struggling ConsultantsNetworking is king: Jason's most successful lead generation comes from in-person and virtual networking, not cold outreach or email campaignsPatience is essential: Building a profitable consulting practice takes longer than most people expect - be prepared for the marathon, not a sprintRelationship selling wins: For consultants, people buy from those they trust and like more than they buy based on price or credentialsSelf-promotion gets easier: The discomfort of marketing yourself diminishes with practice and the right mindsetMultiple revenue streams: Combining consulting with coaching can provide both financial stability and personal fulfillment Resources MentionedBook Recommendation: "Extreme Ownership" by Jocko Willink - Jason's top leadership book recommendationPodcast Recommendation: Jocko Willink's leadership podcast for principles applicable to business and lifeBusiness Framework: Focal Point Business Coaching certification and training programBook Suggestion: "24 Assets" by Daniel Priestley (mentioned by AJ) Guest InformationJason Mundy is the founder of OnPoint Business Advisors, where he provides fractional CMO services, business consulting, and executive coaching. With nearly 30 years of corporate marketing experience including roles at Fortune 100 companies and startup SaaS companies, Jason helps business owners and executives achieve better results through strategic marketing and leadership development. Key Services:Fractional Chief Marketing OfficerBusiness Coaching (Focal Point certified)Executive Leadership CoachingMarketing Strategy and ImplementationPerfect for Consultants Who Are:Struggling with inconsistent monthly income and feast-or-famine cyclesMaking less than $100,000 annually and want to grow their revenueFeeling uncomfortable with networking and self-promotionComing from corporate backgrounds and learning to sell services instead of productsLooking for real-world strategies that work for building a consulting practice Episode Timestamps[00:00] Introduction and Jason's background[03:22] Are you where you expected to be?[04:32] Biggest challenges in building the practice[09:34] Disengaging from yourself as the product[12:45] Evolving your messaging and value proposition[18:49] Coming from marketing to closing deals yourself[22:51] Best performing lead generation channels[27:18] Is your practice delivering the lifestyle you dreamed of?[29:07] Where do you see your practice in 3-5 years?[31:52] Rapid-fire closing questions[33:39] Final advice and connection informationConnect with Jason Mundy on LinkedIn: linkedin.com/in/jason-c-mundy/

40 min

Thriving Through Podcast

Creator

AJ Riedel
Years Active

2K
Episodes

55
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Clean
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© 2025 AJ Riedel