Grow Your Independent Consulting Business

216. Identifying Leaks in Your Consulting Business Development Process

• Melisa Liberman

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What if the biggest reason you're not hitting your revenue goal has nothing to do with strategy — and everything to do with tiny, invisible breakdowns in your business development process?

In this episode, I walk you through the concept of “leaks” in your consulting business — those points where value, opportunity, or efficiency is lost without you even realizing it. 

These leaks aren’t just annoying; they dilute your revenue, add unnecessary stress, and make your business harder to run than it needs to be.

We’ll cover eight common types of leaks that affect independent consultants — from not generating enough conversations to getting stuck in the "friend zone" — and how to use the Consultant Leak Framework to identify and fix them.

I also share two real-world case studies from clients who patched their leaks and saw big changes — including one who added $650K to their pipeline.

Timestamps for Key Moments

  • [05:12] What a "leak" actually is and how even seasoned consultants have them
  • [08:45] Eight common business development leaks that stall your revenue growth
  • [16:33] The Consultant Leak Framework, a 6-step process to find and fix the biggest breakdowns in your BD system
  • [20:01] Case Study #1: How one consultant shifted his mindset and process to unlock $650K in pipeline
  • [24:45] Case Study #2: How a “friend zone” leak was solved by creating simple hook offers that convert conversations into next steps

Tune in to Episode 216 to diagnose your own biggest leak — and learn how to fix it so you can build a more predictable, fulfilling consulting business.

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