Thriving Through

AJ Riedel
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Thriving Through Podcast

  1. E59 Strategic Networking for Consistent Client Opportunities | Julie Kirsch

    2H AGO

    E59 Strategic Networking for Consistent Client Opportunities | Julie Kirsch

    Strategic networking transforms random relationship building into a systematic marketing engine that generates consistent client opportunities for self-employed consultants.In this episode, host AJ Riedel talks to Julie Kirsch, marketing strategist and founder of The Friendship Strategist. Julie combines her corporate marketing expertise with networking mastery to help professionals build strategic relationships that fuel business growth. Why You Should Listen to This Episode As a self-employed consultant, you know that feast-or-famine cycles are often caused by empty pipelines and inconsistent lead generation. Julie reveals how strategic networking can become your most reliable marketing channel, creating a steady flow of referrals and opportunities. She shares practical frameworks for turning networking events and relationship building into measurable business results, helping you break free from reactive prospecting and build a proactive system for consistent client acquisition.What You'll Learn in This Episode• Strategic vs. Random Networking - How to evaluate events and organizations based on business alignment rather than convenience, ensuring your networking energy generates maximum ROI• Building Your Network Systematically - Specific tactics for identifying decision makers and connectors in your target market, plus scripts for confident introductions and meaningful conversations• Converting Relationships into Revenue - Julie's proven follow-up system for nurturing networking contacts into referral partners and potential clients without being pushy or salesy• Networking ROI Tracking - Practical approaches for measuring networking effectiveness and managing time investment while maintaining authentic relationship building• Confidence Building for Introverts - Actionable strategies for introverted consultants to network effectively by leveraging natural listening skills and preparation techniques• Balancing Multiple Priorities - How to develop a side consulting practice while managing full-time work and family obligations without burning out Listen to These Key Moments [04:49] Strategic vs Random Networking - Learn why evaluating events based on business goals and target audience dramatically improves networking results compared to attending convenient local events[08:27] Finding the Right People at Events - Discover Julie's intuitive approach for identifying and approaching decision makers and high-value connectors at networking events[10:11] Creating an Omnichannel Networking Strategy - How to combine in-person events, social media, and content creation to maximize your networking reach and stay top-of-mind[12:54] Tracking Networking ROI - Practical methods for measuring networking effectiveness, including the "always-on networking" approach that generates unexpected opportunities[18:48] Networking for Introverts - Confidence-building strategies specifically designed for introverted consultants, including preparation techniques and conversation frameworks[23:27] Balancing Business Development with Life - How to manage side business growth alongside full-time work and family responsibilities while avoiding burnout[32:41] Building Confidence as a Consultant - Essential mindset shifts for overcoming imposter syndrome and recognizing the value you bring to potential clients Connect with Julie Kirsch on LinkedIn: https://www.linkedin.com/in/julie-cantola-kirsch/Website: thefriendshipstrategist.comInstagram: @thefriendshipstrategist

    39 min
  2. E58 From Digital Marketing CEO to Mental Fitness Coach | Todd Bertsch

    5D AGO

    E58 From Digital Marketing CEO to Mental Fitness Coach | Todd Bertsch

    Discover how a mental fitness program can transform your consulting practice from reactive chaos to calm, strategic leadership that attracts better clients and higher fees. In this episode, host AJ Riedel talks to Todd Bertsch, Owner of Birch Consulting Group and Evolve Marketing. Todd transformed his leadership style and business approach after discovering positive intelligence during COVID, building what he calls an "internal pause button" that changed how he responds to business challenges, client rejections, and unexpected setbacks. Why You Should Listen to This Episode If you're tired of letting client rejections derail your entire week or struggling with the emotional rollercoaster of feast-or-famine cycles, this episode reveals how mental fitness can become your secret weapon for building a more resilient consulting practice. Todd shares specific techniques you can use immediately when facing revenue dips, lost proposals, or unexpected business challenges - plus practical advice on building a professional online presence that attracts premium clients. What You'll Learn in This Episode • The Internal Pause Button Technique - How to create space between challenging situations and your responses to avoid knee-jerk reactions that damage relationships and derail your focus• The SAGE Perspective Framework - A systematic approach to finding gifts and opportunities in every business setback, from client rejections to revenue dips• Professional Speaking Business Model - Why speaking can be a powerful lead generation tool for consultants, plus realistic expectations about the professional speaking industry hustle• Mental Fitness for Revenue Challenges - Specific techniques to shift from panic mode to productive action when facing income volatility or major client losses• Website Investment Strategy - Why most consultants underinvest in their online presence and the minimum standards needed to appear credible to premium clients• Continuous Learning Mindset - How to avoid the "ping-pong effect" between growth and fixed mindsets that can sabotage long-term success Listen to These Key Moments [04:17] COVID Reflection and Pivot - How unexpected office challenges led to deep reflection about life direction and business fulfillment[12:45] Positive Intelligence Discovery - The LinkedIn outreach that introduced Todd to a mental fitness program that transformed his leadership approach[15:16] Internal Pause Button Development - How mental fitness training created space for strategic responses instead of reactive behavior patterns[18:17] SAGE Perspective in Action - Real examples of finding gifts in client rejections and business setbacks using positive intelligence principles[21:42] Family Crisis Mental Fitness Test - How an elbow injury during family time became an opportunity for deeper connection through mindset shifts[24:04] Tactical Mental Fitness Techniques - Specific pause-and-reset strategies consultants can use when facing revenue challenges or business stress[27:36] Website Investment Philosophy - Why professional photography and design are essential investments for consultant credibility and client attraction[31:21] Resource Recommendations - Books and podcasts that transformed Todd's speaking business approach and strategic focus[32:47] Lifelong Learning Philosophy - The importance of continuous growth and avoiding complacency after initial business success Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddmbertsch/ Websites:evolvemarketingteam.com/ (Company)toddbertsch.com/ (Personal)

    42 min

  3. NOV 11

    E57 From Accidental Consultant to Full-Time Success | Laura Rudolph

    How do you build a sustainable consulting business when your entire philosophy is to work yourself out of a job?In this episode, host AJ Riedel talks to Laura Rudolph, founder of Square One Consulting. What distinguishes Laura is her counterintuitive approach to client relationships: instead of creating long-term dependency like most consultants, she deliberately builds up her clients' capabilities and steps out, yet still maintains a thriving referral-based practice.Why You Should Listen to This Episode: Laura's journey from accidental part-time consultant to full-time business owner offers invaluable lessons for early-stage consultants. Her honest discussion of scope creep struggles, marketing challenges, and the systems she built to overcome them provides a realistic roadmap for building a sustainable practice without burning out. What You'll Learn in This Episode: You'll discover how to prevent scope creep by setting clear boundaries from day one and having difficult conversations with clients about project limits. Laura shares her systematic approach to building referrals directly into client contracts, turning what most consultants leave to chance into a repeatable business development process.  You'll learn why marketing yourself as a consultant is fundamentally different from marketing an institution, and practical strategies for showcasing your value when you can't share proprietary client work.  The episode covers essential tools and systems that can transform your project management and client relationship tracking. Laura explains how to find and vet collaboration partners for larger projects, turning isolation into opportunity.  You'll understand how to price your services appropriately and avoid the common trap of undervaluing your time when transitioning from salary to hourly work. Finally, you'll learn why focusing on one marketing channel and doing it exceptionally well beats spreading yourself thin across multiple platforms. Listen to These Key Moments:[03:49] The Scope Creep Struggle - Laura reveals how her higher education background of "wearing 5-6 hats" nearly derailed her consulting business and the mindset shift that saved her income.[18:45] The Marketing Paradox - Why marketing yourself as a consultant feels impossible when your best work is confidential, and Laura's creative solutions for showcasing value without revealing proprietary information.[25:00] The Referral System That Works - How Laura built referrals directly into her contracts, including specific language about surveys, testimonials, and introductions that clients must provide.[28:20] Collaboration Over Competition - Laura's approach to partnering with other consultants on large RFPs, including how she found partners through professional associations and manages cross-timezone projects.[35:44] The Tool Stack That Changed Everything - Why Asana and Zoho CRM became game-changers for Laura's productivity and client management, plus practical tips for implementation.[40:47] The One-Channel Marketing Strategy - Laura's argument for focusing exclusively on LinkedIn content marketing and why "doing few things very well" beats spreading yourself thin across platforms. Connect with Laura Rudolph on LinkedIn: https://www.linkedin.com/in/laurakrudolph/

    46 min

  4. NOV 6

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

    Thriving Through

    38 min

  5. NOV 4

    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

  6. 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

  7. 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

  8. 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
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About

Thriving Through Podcast

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  • Creator
    AJ Riedel
  • Years Active
    2K
  • Episodes
    58
  • Rating
    Clean
  • Copyright
    © 2025 AJ Riedel