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 Resources

• Full 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/B0CSXJBGVB
• Related 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/book
• Visit 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 Resources

• Full 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/B0CSXJBGVB
• 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
• Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit 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.

It’s common for consultants to think of AI as a tool to boost efficiency, enhance insights, automate tasks, and improve client deliverables.

It can help you scale your processes and routines.

But have you also considered that AI can help you scale your thinking?

In this episode, Melisa talks with Amanda Long, marketing strategist and custom GPT builder, about how consultants can create private GPTs to capture their intellectual property, streamline delivery, and scale their businesses without adding headcount. We share examples from my own business, including how we built a podcast post-production GPT that now does what used to take a full-time contractor.

We also dismantle some common AI myths (you don’t need to be tech-savvy or have piles of content to get started) and walk through ways to use custom GPTs to make smarter decisions, faster like a "co-CEO" that keeps your offers, goals, and voice front and center.

Timestamps for Key Moments:

[05:12] What a Brand Voice GPT is and how it can help solo consultants produce consistent, on-brand content even without a team

[10:20] Why you don’t need a big content archive to build an effective GPT that mimics your voice and style

[14:58] The five key deliverables the Podcast Post-Production GPT produces to streamline weekly episode workflow

[19:44] How to use a “Second Brain GPT” to vet ideas, stay aligned to your goals, and make faster decisions as a business owner

[26:45] Ways to build GPTs around your repeatable processes, like proposals or client FAQs, to productize your expertise

[35:00] Risks to watch for, including privacy pitfalls and hallucinations and how to avoid them

Tune in to Episode 223 for practical strategies and mindset shifts to help you work smarter, protect your intellectual property, and build a more scalable consulting business without losing your personal touch.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-223/
• 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/B0CSXJBGVB
• Related Podcast Episode: Episode 181 - Transforming Into A Boutique Consultancy with Tradewinds Leadership, https://shownotes.melisaliberman.com/episode-181/
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
• Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products
• Click here to contact Amanda Long to discuss building a customGPT for your business (referral link). https://docs.google.com/forms/d/e/1FAIpQLSeta8P9NPAQXZVU74zTeN9X7l9y9pt88kQcvb-KxRayoqy4BQ/viewform

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com
• Follow on LinkedIn:

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 consultants think physical products are only for authors or e-commerce brands, not for them. In this episode, Melisa challenges that assumption head-on and takes you behind the scenes of a new physical product line she’s launching.

This isn’t a product pitch, it’s a case study. She’s sharing the full backstory of why she started this, what’s working, what surprised her, and how she’s thinking about integrating physical products into her consulting business long-term.

If you’ve ever thought:

• “I don’t have a unique enough framework.”
• “I’m too much of a generalist.”
• “Wouldn’t this compete with my services?”
  
  

…this episode is for you. Melisa walks through why physical products can work for consultants, what mistakes to avoid, and how to start thinking creatively about how your IP can scale without taking you out of the equation.

Timestamps for Key Moments:

​​[03:22] How Melisa’s accidental journal project turned into a new business unit and three physical products

[11:19] How creating a product sharpened her methodologies and clarified her frameworks

[22:50] Ways to use physical products as reputation and demand builders in your consulting business

[29:30] Examples of physical products created by other consultants and what they charge for them

[36:40] Key considerations before launching a physical product including budget, time, and energy

Tune in to Episode 222 for behind-the-scenes insight, inspiration, and real strategy to help you expand your consulting business in a creative, scalable way.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-222/
• 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/B0CSXJBGVB
• 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
• Products Mentioned In This Episode:
  • Pip Decks
  • The Five Dysfunctions of a Team: Comprehensive Kit
  • Innovation Games: Creating Breakthrough Products Through Collaborative Play: Hohmann, Luke
  • Visual Planning Template - Grove Tools, Inc.
  • MethodKit

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit 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 if your consulting business wasn’t meticulously planned, but evolved from one bold decision after another?

In this episode, Melisa talks with longtime client Alison Jeffrey, a strategic fundraising consultant, about how Alison went from leaving a full-time job with no safety net to building a seasonal, profitable business rooted in authenticity, intention, and relationships.

Alison shares candidly how she stopped chasing “good enough” clients, redefined what success looks like (even when walking away from high-paying work), and leaned into her natural strengths as a strategist, connector, and advisor not just a fundraiser.

Whether you're building from scratch or refining your consulting business model, this episode offers hard-earned insight on how to build a business that aligns with your values, your energy, and your long-term goals.

Timestamps for Key Moments:

[05:00] The mindset shift that started it all — leaving without a plan and trusting it would work.

[10:00] Why Alison walked away from a high-paying engagement — and what happened next.

[15:00] The hidden power of strategic positioning — moving from “fundraiser” to “advisor.”

[25:00] How to consistently build a pipeline using relational strategies, not hustle tactics.

[35:00] Creating a seasonal business model that supports high-revenue periods and planned slow-downs.

[40:00] How to structure fractional advisory roles without becoming a staff augmentation.

Tune in to Episode 221 to hear Alison’s practical, powerful path to building a sustainable consulting business and how you can apply her approach to your own.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-221/
• 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/B0CSXJBGVB
• Related Podcast Episode: Episode 212 – Succeeding as a Fractional Consultant with Alessandro Pregnolato, https://shownotes.melisaliberman.com/episode-212/
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
• Connect with Alison: Alison Jeffrey

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com
• Follow on LinkedIn: linkedin.com/in/melisa-liberman

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.

Timestamps for Key Moments:

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-220/
• 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/B0CSXJBGVB
• Related Podcast Episode: Episode 193 - Being In Control of Your Consulting Business Results, https://shownotes.melisaliberman.com/episode-193/
• Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com
• Follow on LinkedIn: linkedin.com/in/melisa-liberman

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.

• Four-part Quick Win Formula for consultants,
• What consultants typically get wrong about speed-to-sale, and
• How to remove the mental and emotional brakes that slow down your momentum.

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.

Does this situation sound familiar to you?

You send a consulting proposal. Or you email your one-pager, expecting a next step.

Then — silence.

You don’t hear back.

If you’re questioning your follow-up strategy, not sure what to do to follow-up, this episode is for you.

In this week’s episode, Melisa dismantles the outdated (and ineffective) habits independent consultants fall into when it comes to follow-up. You'll hear how to approach follow-up in a way that adds value and reinforces your expertise — instead of second-guessing, worrying about being annoying, or appearing desperate.

She shares how not to follow up (including a few examples you’ll recognize), then walks you through a strategic follow-up framework that keeps your momentum and creates consulting client demand.

Timestamps for Key Moments:

• [05:02] Why most follow-up feels awkward — and what actually causes you to spiral when clients go dark.
• [09:45] What “strategic follow-up” looks like in your consulting business (hint: it’s not about “circling back”)
• [14:50] How to follow up with value — 4 examples you can swipe and use today.
• [20:35] 5 ways to set yourself up for consistent, confident follow-through (without the mindset drama).

Tune in to Episode 218 for practical examples, mindset shifts, and frameworks that help you move deals forward — without the second-guessing.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-218/
• Read Chapter 9 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
• Episode 170 – Being Ghosted as an Independent Consultant, https://shownotes.melisaliberman.com/episode-170/
• Work with Melisa: Apply for a Coaching Exploratory call at https://consultmelisa.com

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com
• Follow on LinkedIn: linkedin.com/in/melisa-liberman

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.