233. The Big Leadership Mistake Independent Consultants Make

If you're like most independent consultants, one of the reasons you left corporate was to get out of managing. You wanted to avoid the team drama, the politics, the performance reviews.So it makes sense if you’ve put “leadership” in the rearview.But here’s the trap: when you assume leadership no longer applies, you create a blind spot that quietly undermines your consulting business.In this episode, Melisa explores what happens when consultants opt out of leadership, not intentionally but by default, and how that decision limits your growth, momentum, and confidence.She redefines what leadership looks like as a business owner. It’s about leading yourself and your business with direction, consistency, and purpose.You’ll walk away with:A new, more relevant definition of leadership that fits your role right nowA five-part self-leadership framework you can use immediatelySpecific ways to take the lead in your business, even if you’re a team of oneInside the episode:[04:58] How the “I don’t lead anymore” mindset keeps your business reactive[11:13] Five self-leadership traits that fuel consistent growth and sustainability[13:32] What it actually means to be the visionary in your business[16:47] How to stay motivated without relying on external validation[18:56] Why opportunity generation depends on your ability to lead yourself[21:22] What it looks like to build trust in your own leadership, not just your client workIf you’ve been operating like a one-person delivery machine, this episode will show you how to shift into the leader role, the one that actually drives results.→ Open the show notes for the five self-leadership traits and reflection questions to start applying this right away. https://shownotes.melisaliberman.com/episode-233/Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-233/Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products Companion Resource: Read Chapter 16 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/B0CSXJBGVBRelated Podcast Episode: Episode 188 - Thinking of Yourself as a Managing Partner: A Gamechanger for Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-188/#more-2518 Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

If you want to run a consulting business that feels lighter and more in your control, you need to start thinking like a million-dollar business owner, before your business is anywhere near that level.This is part two of my series on the Million Dollar Mindset. In part one (Episode 231), we covered the first two pillars of the million dollar consultant’s mindset. Today, we finish the two-part series with the remaining four ways of thinking that separate a $200K consultant from one who can confidently generate and sustain a $1M consulting business.These aren’t abstract concepts. You’ll hear how to approach demand creation, pricing, IP development, and resilience in a way that keeps you utilized with fulfilling work, your fees aligned to value, and your confidence intact, even when the business throws you curveballs.What you will learn in this episode:[12:15] Demand ownership – taking full responsibility for lead flow instead of waiting.[18:44] Value-centric pricing – anchoring fees to the client’s outcomes, not your hours.[24:58] Asset thinking – turning your expertise into repeatable frameworks, tools, and systems that build leverage.[29:45] Growth resilience – moving forward despite fear, rejection, or uncertainty.By the end, you’ll know exactly which of the six pillars (from Episodes 231 and 232) needs your attention next, and how to start shifting into a million-dollar mindset today.Tune in to Episode 232 to hear the final four (of six) pillars of the $1M Independent Consultant Mindset and learn how to leverage this mindset to accelerate your consulting revenue growth and hit your business goals.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-232/Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products Related Podcast Episode: Episode 231 – The Million Dollar Mindset for Independent Consultants (Part 1), https://shownotes.melisaliberman.com/episode-231/ Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

If you’ve been stuck at the same revenue level in your consulting business, whether that’s $200K or $500K, it’s probably not your sales skills or your pipeline holding you back. It’s your mindset.Too many independent consultants unknowingly run their business from the same thinking that created their current or even past results. That mindset is misaligned with their goals and quietly caps their revenue.In this first of a two-part series, Melisa breaks down the real difference between a $200K consultant mindset and a million-dollar consultant mindset, and exactly how you can start making the mindset shift today. You’ll learn practical strategies to grow consulting business revenue by operating like the business owner you want to become, no matter your current revenue.You’ll discover two of the six pillars that define a million-dollar mindset and how to apply them immediately so you can stop plateauing and start creating the business you know you’re capable of:[04:24] Why "realistic goals" limit your growth and what to focus on instead[11:35] What a million-dollar mindset actually is (hint: it’s not about hustle)[19:42] The first mindset pillar: Business Owner Identity[33:01] The second mindset pillar: Strategic Discipline[45:17] How to apply these shifts now, even if you're not aiming for $1MListen to Episode 231 to learn the tangible mindset shifts that will help you grow your consulting revenue from $200K to $1M and beyond.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-231/Join the waitlist for Melisa’s Business Brain Journal, https://www.melisaliberman.com/growth-atlas-products Related Podcast Episode:  Episode 132 – The Path To $1M For The Independent Consultant, https://shownotes.melisaliberman.com/episode-132/ Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

Are You Hitting a Revenue Plateau in Your Independent Consulting Business?You might be stuck in a revenue plateau right now.Maybe it’s obvious. Your consulting revenue has been flat year over year.Or maybe it’s hidden. Your numbers might be technically going up, but you could still be hitting a plateau you didn’t even realize existed. Either way, this episode is for you.I’m breaking down the five hidden causes of revenue plateaus for independent consultants and the exact mindset and business shifts required to break through them.This isn’t about working more hours or trying to figure it out on your own.It’s about pinpointing where you're unconsciously capping your growth. In your beliefs. In your pricing. In your positioning or decision-making. Then shifting beyond the plateau.You’ll hear a real story of an independent consultant who hovered at $250K for years until she uncovered the invisible objections that were keeping her stuck.What you will learn in this episode:[09:45] How to recognize a hidden revenue plateau even if your revenue looks stable on paper.[12:30] 5 root causes of consulting plateaus that most consultants miss (especially the ones who seem successful).[21:15] How to expand your ‘possibility thinking’ so your brain stops limiting your income.[30:40] A real consultant case study that shows exactly what changed when she shifted her thinking and added $110K in revenue.[35:15] How to stop trading flexibility for money, and start designing a business that delivers both.Tune in to Episode 230 for a strategic breakdown of how to create meaningful revenue growth, without waiting for the market to change or adding more to your plate.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-230/Take The Consultant's Business Health Assessment, https://assessments.melisaliberman.com/consulting-health-assessment  Related Podcast Episode:  Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/ Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

That lead generation issue you’re trying to fix with a new strategy? That pricing problem you’re solving with more market research?They’re probably not business problems.They’re likely mindset problems disguised as business problems.In this episode, Melisa gets into the real root cause behind most consulting business problems. It’s not your offer. It’s not your process. It’s not the market. It’s how you think.She shares a candid story about her own stubborn resistance to mindset work, the costly consequences, and how shifting this one perspective can create exponential results.You’ll hear two real-world examples (pipeline and pricing) that illustrate how consultants misdiagnose their business issues and how to course correct using a practical 5-step framework.What you will learn in this episode:[05:12] Why your pipeline issue probably isn’t about your strategy and what’s really slowing it down[10:55] How mindset shows up as sabotage, even when you're “doing all the right things”[19:22] Why pricing pressure isn’t solved with a better value prop and what to do instead[28:30] The 5-step business owner framework for diagnosing and solving problems at the root levelTune in to Episode 229 for real-world examples and a practical mindset framework that will shift how you diagnose and solve problems in your consulting business.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-229/Take The Consultant's Business Health Assessment, https://assessments.melisaliberman.com/consulting-health-assessment  Related Podcast Episode: Episode 226 - Design a Powerful Second Half for Your Consulting Business, https://shownotes.melisaliberman.com/episode-226/ ️Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

Twelve years into her consulting career, Rachel Hughes has built a business that attracts inbound leads, top-tier engagements, and industry recognition, without sacrificing her sanity or freedom.In this episode, Melisa talks with Rachel about the mindset and strategy shifts that transformed her from overthinking and reactive to intentional and in-demand. Rachel opens the doors to her consulting practice, sharing how she thinks about niche, lead generation, pricing, mindset, and evolving as a business owner, especially as an independent consultant running a global business without full-time staff.You’ll hear how Rachel made herself the go-to expert in a high-stakes niche and why building in sustainability (for her clients and herself) has been key to long-term success.What you will learn in this episode:[03:35] How Rachel became a sought-after consultant in the public transport and infrastructure sector[08:22] The mindset shifts that helped her stop overthinking and start operating like a true business owner[15:14] Rachel’s inbound lead generation process, including her approach to LinkedIn and OnePage CRM[21:30] How Rachel landed retainer work by learning to articulate value and listen to client needs[28:00] The surprising role of mindset coaching in building consistency, confidence, and freedom[35:12] Rachel’s success with pricing strategy and her approach to selling outcomes, not hours[42:18] Turning down work and why saying no has created space for her most aligned engagementsTune in to Episode 228 to learn what it takes to build a sought-after consulting business on your terms and why the real shift starts between your ears.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-228/Rachel’s recommended CRM (Quick Start Guide): https://www.melisaliberman.com/crm-quick-startRelated Podcast Episode: Episode 224 – The 6-Figure Pipeline Playbook with Ellie Holbert, https://shownotes.melisaliberman.com/episode-224/ ️Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products Meet Rachel: https://www.linkedin.com/in/rachel-hughes-surbon/ 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.

If you’re avoiding thought leadership because you “don’t know what to say”, this episode is your turning point.In Episode 227, Melisa dismantles the most common blocker independent consultants face when it comes to publishing thought leadership: not knowing what to share, or fearing they’ll just add noise. She introduces a powerful mindset shift and practical system to consistently generate valuable, original content straight from your day-to-day consulting work.This isn’t about carving out time you don’t have. It’s about extracting insight from conversations and deliverables you’re already doing, so you create dual value: for your clients and your business.You’ll walk away with a method to build a sustainable thought leadership engine, one that strengthens your positioning, generates leads, and builds your reputation as a go-to expert.Timestamps for Key Moments:[05:12] What’s really behind “thought leadership block” and how to move through it.[10:28] Why consultants avoid content creation and how to stop overthinking what to say.[17:40] The ‘Circular Value Model’, a framework for turning your everyday client work into thought leadership.[30:18] How to capture and productize your hidden IP using a two-column strategy.[35:26] 5 steps to operationalize your thought leadership engine without needing extra hours in your week.Tune in to Episode 227 to simplify your thought leadership process and make it a strategic asset in your consulting business.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-227/Take The Consultant's Business Health Assessment https://assessments.melisaliberman.com/consulting-health-assessment Related Podcast Episode: Episode 148 – Overcoming A Thought Leadership Block, https://shownotes.melisaliberman.com/episode-148/ Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

You’ve made it halfway through the year — now what?Too many independent consultants either stay the course out of habit or abandon their goals altogether. In this episode, Melisa walks you through a five-step framework to recalibrate and intentionally design a second half that actually aligns with what you want, not just what you committed to back in January.This isn’t just another planning session. It’s a reset opportunity: to reassess what’s working, reimagine what’s possible, and realign your goals and mindset so you don’t end the year in burnout or disappointment.Melisa shares real client examples, powerful reflection questions, and practical tools to help you create a second-half plan that’s strategic, motivating, and sustainable.Timestamps for Key Moments: [05:00] How to assess your business with precision using 5 core systems and why most consultants guess instead of measure[10:00] Why reimagining your path (not just your goal) is the key to motivation and sustainability[15:00] How to set second-half goals that stretch you and align with your bigger vision[20:00] The importance of operationalizing your plan so business-owner time doesn’t get pushed aside[25:00] How to align your mindset with your vision and think like the business owner who already hit the goalTune in to Episode 226 for a grounded, actionable framework to help you finish the year with clarity, confidence, and control.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-226/Read Chapters 4&5 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/B0CSXJBGVBRelated Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/  ️Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

What are enterprise buyers really looking for in 2025 when they bring in external talent? This week, Melisa is joined by industry veteran Brian Hoffmeyer (known as “Hoff”), who returns to the podcast to share invaluable, behind-the-scenes insights from his vantage point at Beeline, the world’s largest independent vendor management system.Whether you're working directly with enterprise clients or supporting mid-size firms, this conversation gives you the macro trends you need to know in order to position yourself as the obvious choice. You'll hear why independent consultants are gaining momentum (despite a flat contingent labor market), and how to shift your strategy to stand out, especially if your buyers are navigating complex approval processes, rate cards, or risk-averse procurement teams.You’ll also hear hard truths about hourly pricing, why outcome-based work is on the rise, and how to use “micro-consortiums” to expand your value and win bigger work, all without trying to mimic a traditional firm.Timestamps for Key Moments: [06:50] What enterprise clients are prioritizing in 2025 when it comes to independent consultants and external talent.[10:25] Why statement-of-work and outcome-based engagements are gaining favor and how to structure your services accordingly.[17:14] How consultants can de-risk the buying process by becoming an internal guide, not just an external vendor.[24:50] What’s getting approved and what’s not, inside client organizations, from project types to pricing models.[29:45] The rise of the “independent consortium” and how to leverage it without formal partnerships.Tune in to Episode 225 for a high-level strategic view and tactical insights to help you stay relevant, de-risked, and in demand.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-225/Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVBRelated Podcast Episode: ️Episode 034 – Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer), https://shownotes.melisaliberman.com/episode-34/  Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Connect with Hoff: Brian Hoffmeyer - Beeline | LinkedIn Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.

Think building a seven-figure consulting pipeline in just 16 weeks is impossible? Think again. In this episode, Melisa Liberman sits down with Ellie Holbert, a first-year independent consultant, who shares the real story of how she went from zero pipeline and a canceled contract to 56 opportunities and a multi-seven-figure funnel without prior sales experience.Ellie lays out the practical steps and mindset shifts that fueled her meteoric start, including how she reframed rejection, established peer-to-peer relationships with C-suite executives, and reached decision-makers at brand-name companies through a consistent, imperfect action strategy.Melisa and Ellie break down why being willing to be uncomfortable is a key advantage in building a thriving consulting business, and how emotional regulation, not flashy branding or a perfect elevator pitch became Ellie’s superpower.Timestamps for Key Moments: [12:45] How Ellie created a repeatable pipeline strategy that turned cold outreach into C-suite conversations without pitching.[21:04] The specific tactics she used to book 115 calls and identify 56 qualified opportunities in just 4 months.[25:14] Why targeting the economic buyer, not just the end user, is critical to converting interest into closed business.[35:20] How to rewire your mindset to operate like a business owner, not a job seeker even if you're new to consulting.Tune in to Episode 224 to get a playbook you can immediately apply to build or reboot your pipeline grounded in real actions, not theory.Related ResourcesFull Show Notes: https://shownotes.melisaliberman.com/episode-224/Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVBRelated Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/ Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/Want More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: www.melisaliberman.com Follow on LinkedIn: linkedin.com/in/melisa-liberman Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 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.