How to Build a Consulting Business That Doesn’t Depend on Referrals with Brian Hansen | Ep. 287

When Brian Hansen left corporate to start his consulting business, he assumed his network would help him land clients. It didn’t happen that way. His expertise was clear. He had more than 15 years of experience. He knew the type of problems he could solve. But his existing network didn’t include enough of the B2B SaaS CEOs, founders, and investors who were most likely to need his help. So Brian had to build a new way of creating consulting opportunities. In Episode 287, Melisa Liberman sits down with Brian to unpack how he’s been building his consulting business since leaving corporate, including what it looks like to serve primarily US-based clients while living abroad in Malaysia. Brian shares how he landed his first client through a relationship he intentionally developed outside his existing network, why relying heavily on referrals started to feel too reactive, and what he changed when he decided he wanted a more proactive and repeatable approach to business development. But this episode isn’t about replacing referrals. It’s about building a consulting business where referrals are one source of opportunities instead of the entire strategy. How do you expand your network when your current contacts aren’t your ideal buyers? How do you proactively create demand? How do you know which business development activities deserve your time? Brian shares how he thinks about all of these questions, including the mindset he relies on to navigate the uncertainty that comes with building an independent consulting business. If you’re still relying on referrals and timing to determine where your next engagement comes from, this episode is for you. Timestamps for Key Moments: [00:28] Introduction to Brian Hansen and building a business beyond referrals [04:13] Running a US-based consulting business from Malaysia [09:40] What happens when your existing network isn’t enough [27:44] What Brian learned after losing a proposal [32:38] Managing the mental side of an unpredictable consulting pipeline [39:31] Brian’s advice for consultants who want more predictable lead generation [42:01] Mindset, manifestation, and continuing to take action Resources Mentioned: Companion Resource: The Consultant's Lead Gen Sprint. Enroll at www.ConsultantSprint.com Brian Hansen Consulting: www.brianhansenconsulting.com Connect with Brian on LinkedIn: www.linkedin.com/in/bhansenconsulting Full Show Notes: https://shownotes.melisaliberman.com/episode-287 Want More? Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman Get Melisa's Book: https://www.melisaliberman.com/book Visit Melisa's Website: https://www.melisaliberman.com/ Follow on LinkedIn: https://www.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.