247. The Secret to an Overflowing Consulting Pipeline with Kim Andrews

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 pipelineTune 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 ResourcesCompanion 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.

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 ResourcesCompanion 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.

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 developmentTune into Episode 253 to learn how to stop waiting for leads and start creating intentional demand in your consulting business.Mentioned ResourcesCompanion 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.

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 practiceTune 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 ResourcesCompanion 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.

The Shifts That Will Create a Breakthrough Year in Your Consulting BusinessA 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 immediatelyTune 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 ResourcesCompanion 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.

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 resultsEpisode 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 ResourcesCompanion 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.

As an independent consultant, you’re your own investor of time, money, and attention. But are you investing at the level of your goals, or are you treating your business like a paycheck?In this episode, Melisa unpacks how to approach business investments for the coming year with a CEO mindset, not an employee mindset. She breaks down the five-step strategy to build a clear, aligned investment plan and highlights the most common (and costly) mistakes consultants make when it comes to investing in their business.You’ll hear Melisa share personal stories (including a rookie mistake with her new product launch) and walk you through how to evaluate the real ROI of an investment, beyond just dollars in or out.If you’re deciding where to invest in 2026 or wondering if you even should,  this episode will give you the tools to make those decisions like a business owner, not just a billable resource.What you will learn in this episode:[05:34] The difference between investments and expenses and how to reframe how you think about each[09:15] Why not investing is the #1 mistake that stalls your consulting business[12:26] The “employee mindset” traps that keep you stuck recreating a corporate paycheck[17:00] A 5-step strategy for building your investment plan for the year ahead[24:30] How to evaluate investments based on ROI, not fear and make decisions more quickly[27:52] Why making investment decisions isn't about affordability, it's about commitment and resourcefulnessTune in to Episode 249 for practical tools and mindset shifts that will help you make smart, strategic investments and unlock your next level as an independent consulting business owner.Mentioned ResourcesCompanion Resource: Quarterly Business PlannerFull Show Notes: https://shownotes.melisaliberman.com/episode-249Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanRelated Podcast Episode: ️Episode 155 - Choosing the Best Strategy for Your Stage of Business Growth, https://shownotes.melisaliberman.com/episode-155/#more-2153 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.

If your consulting prospects aren’t turning into paid work, it’s not because your pitch needs work.Pitching, or thinking you need to pitch, is the real problem.This episode breaks down the “Anti-Pitch” consulting sales approach, a simple conversation structure that helps you convert high-value consulting engagements without selling, convincing, or performing. No pitch decks. No sales presentations. Just a process that positions you as the advisor clients want to engage.If your discovery calls feel like job interviews or you catch yourself trying to prove your value, this episode shows you how to shift into a process that helps clients understand the real problem, the impact, and the best path forward. When you run a conversation this way, clients experience your value, and don’t need it to be explained.What you will learn in this episode: [04:50] Why refining your pitch often works against you [10:40] The common helpful move that unintentionally breaks trust [18:10] The four part Anti-Pitch framework [25:45] How to co create a solution with the client [30:00] How to guide decisions without pushing or chasing [35:00] How this approach shortens your sales cycle and improves your win rateListen to Episode 248 to start leading consulting conversations that convert while strengthening your confidence, clarity, and positioning.Mentioned ResourcesCompanion Resource: www.icpricing.com   Full Show Notes: https://shownotes.melisaliberman.com/episode-248Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanRelated Podcast Episode: ️Episode 149 - Pitching Your Consulting Services, https://shownotes.melisaliberman.com/episode-149-pitching-your-consulting-services/#more-1901 Mentioned in this Episode:Join the waitlist for 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.

If you think your consulting pipeline only grows with more time, more effort, or a perfectly refined niche, this episode will show you a different path.Kim Andrews, a leadership consultant and executive coach for nonprofit CEOs, joins Melisa to share exactly how she built a thriving, in-demand consulting business. She breaks down the simple systems she uses to generate steady, high-quality leads while running a busy life as a parent and business owner.You’ll hear how Kim went from accidental consultant to trusted expert in her niche, and how she created consistent demand through targeted outreach, relationship-building, speaking opportunities, and her new podcast. She also walks through the mindset shifts that made all of this feel doable, sustainable, and repeatable.This conversation gives you a front-row seat to what a healthy consulting pipeline actually looks like and how to build one without overcomplicating the process.What you will learn in this episode:[12:45] How to get traction in a niche without overanalyzing or getting stuck in indecision[15:14] The lead generation strategy that opened the door to dozens of conversations with ideal clients[18:45] Why specificity in your outreach increases referrals and decision-maker conversations[21:04] How Kim uses speaking engagements and webinars to build visibility with aligned partners[30:00] The real way to manage lead generation with limited time (especially as a parent and business owner)[35:10] How Kim’s podcast supports business development and what’s made it a sustainable tool[40:22] The mindset shift that turned lead gen into a repeatable habitTune in to Episode 247 for practical, real-world strategies that help you create predictable demand in your consulting business without guesswork or unnecessary complexity.Mentioned ResourcesCompanion Resource: https://assessments.melisaliberman.com/lead-gen    Full Show Notes: https://shownotes.melisaliberman.com/episode-247Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanRelated Podcast Episode: ️Episode 211 - How to Use a Podcast to Land Consulting Clients, https://shownotes.melisaliberman.com/episode-211/#more-2659  Mentioned in this Episode:Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/ Connect with Kim: Kim Andrews | LinkedIn Kim Andrews Coaching Listen to Kim’s Podcast: Lead Through It with Kim and Jada - Podcast 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.

Independent consulting is a relationship business, but most consultants only focus on a few obvious ones. That leaves untapped opportunity on the table.In this episode, you’ll learn the ten relationship types that directly influence your pipeline, your revenue, and your long-term growth.Some are familiar, like client and channel relationships. Others are the hidden drivers most consultants never think about, such as your relationship with your time, your goals, your expertise, and even your business model.This isn’t about being more social or more outgoing. It is about strengthening the specific relationships that create leverage, predictability, and growth.You’ll learn how to assess where each relationship stands today, identify which ones are holding your business back, and prioritize the few that will create the greatest impact in the next ninety days.If you want a more profitable, sustainable, and aligned consulting business, this episode will show you exactly where to focus next.What you will learn in this episode: [06:30] The four external relationships that drive demand, pricing power, and delivery leverage. [13:50] The three strategic clarity relationships you must build with your goals, your future self, and your ideal client persona. [29:45] How internal relationships like time, money, and your own expertise either accelerate or stall your growth. [42:00] A simple prioritization method to identify which relationships need your attention now, and how to start small.Tune in to Episode 246 for tools you can implement immediately to deepen the right relationships and unlock new growth as an independent consultant.Mentioned ResourcesIndependent Consultant’s Business Health Assessment: www.icassessment.com  Full Show Notes: https://shownotes.melisaliberman.com/episode-246/Melisa’s Books, Planners & Journals: https://linktr.ee/melisalibermanRelated Podcast Episode: ️Episode 123 – A Simple Strategy to Revive The Relationships You’ve Neglected In Your Network, https://shownotes.melisaliberman.com/episode-123/Mentioned in this Episode:Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/ The Best CRM for Consultants, 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.