Melisa Liberman accidentally started consulting 13 years ago when her CEO asked her to stay on after she resigned to move to Hawaii. That unplanned beginning revealed something most consultants learn too late: that success comes from systematic business development, not perfect pitches. Now a coach for consultants, Melisa helps experienced professionals build practices that generate $500,000+ without employees or feast-famine cycles.In this episode, you'll discover why consultants who think like CEOs rather than subject matter experts scale faster, how the Business Development Formula creates predictable pipeline through quantifiable metrics, and why diagnostic conversations eliminate adversarial selling. Melisa explains six pathways for generating leads without cold outreach spam, reveals how AI amplifies consulting capability while human judgment justifies premium rates, and shares why fractional support networks replace traditional hiring. If you're building an independent practice or considering the transition from corporate, this conversation provides strategic frameworks rather than motivational platitudes.Melisa Liberman's Resources:Pipeline Scorecard Assessment: pipelinescorecard.com - Diagnostic tool that evaluates lead generation effectivenessIC Growth Podcast: icgrowthpodcast.com - The Grow Your Independent Consulting Business podcast with 250+ episodes on building sustainable consulting practicesMelisa's Website: melisaliberman.comConsultant Sprint: consultantsprint.com - January lead generation sprint using proven process to fill pipeline with group of consultants (waitlist available)Melisa's Book: Available through her website, includes chapter on working "on the business" (WOB) vs "in the business" (WIB) to prevent feast-famine cyclesAI Tools Discussed:ChatGPT (paid subscription recommended) Gemini - Alternative AI tool for research and technical problem-solvingConnect with Melisa:LinkedIn: Melisa Liberman Practical ideas for independent professionals building practice on their own terms. Arrives Tuesday. Subscribe free at wisepreneurs.com.au Support the showConnect with Nigel Rawlins website https://wisepreneurs.com.au/Linkedin https://www.linkedin.com/in/nigelrawlins/Twitter https://twitter.com/wisepreneurs Please support the podcast https://www.buzzsprout.com/2311675/supporters/newStay one step ahead with The Wisepreneurs Insider newsletterAs a subscriber, you'll get: Sneak peeks at upcoming must-listen podcast episodes and guests Bonus wisdom straight from recent guest experts Marketing tips to attract your ideal clients Productivity hacks to streamline your independent business And more exclusive insights are delivered right to your inbox! Don't miss out on these invaluable resources Subscribe now and gain the edge you need to survive and thrive as a wisepreneur https://wisepreneurs.com.au/newsletter