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 effectiveness
• IC Growth Podcast: icgrowthpodcast.com - The Grow Your Independent Consulting Business podcast with 250+ episodes on building sustainable consulting practices
• Melisa's Website: melisaliberman.com
• Consultant 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 cycles

AI Tools Discussed:

• ChatGPT (paid subscription recommended)
• Gemini - Alternative AI tool for research and technical problem-solving

Connect with Melisa:

• LinkedIn: Melisa Liberman

Practical ideas for independent professionals building practice on their own terms. Arrives Tuesday. Subscribe free at wisepreneurs.com.au

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Connect with Nigel Rawlins

website https://wisepreneurs.com.au/
Linkedin https://www.linkedin.com/in/nigelrawlins/
Twitter https://twitter.com/wisepreneurs

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Psychologist Meredith Fuller returns for her fourth Wisepreneurs conversation to address a challenge facing many experienced professionals: feeling invisible at work despite making substantial contributions. Drawing from over 45 years counseling individuals who "don't quite fit,"

Meredith explores why reflective, introverted thinkers struggle in organizations that reward rapid-fire responses over deep insight. She introduces the concept of "liminal space"—that uncomfortable transition period between who you were and who you're becoming—and reframes it as productive territory rather than professional limbo.

Listeners will learn practical language for articulating pattern recognition capabilities, understand how physical sensations function as legitimate business intelligence, and discover concrete strategies for making invisible work visible.

The conversation connects to Jean Boulton's complexity science framework, showing how organizations function as adaptive systems rather than machines, and why your need for processing time produces insights others cannot generate.

Books & Authors

• Jean Boulton - The Dao of Complexity (referenced in episode introduction regarding organizations as adaptive systems vs machines)
• Carl Jung - Referenced for work on shadow work, reflective self, and archetypal self
• Gabor Maté - Mentioned for work on addiction and the need for feeling loved and valued

Related Episodes

• Episode 78: Mayumi Kataoka on forest therapy and why your brain needs trees (complementary discussion of slowing down and attunement)

Concepts & Frameworks

• Liminal Space - The transitional period between identities or states of being; productive uncertainty rather than professional limbo
• Congruence - Maintaining authentic self across all contexts (work, rest, home, with friends, with colleagues); being comprehensively true to yourself
• Embodied Intelligence - Physical sensations and somatic awareness as legitimate business data
• The Fallow Period - Necessary reflection time where nothing much appears to be happening before breakthrough thinking emerges
• Heart-Mind Integration - Chinese concept that rejects Western mind-body dualism; thinking and feeling as unified process
• Reflexive Interweaving - Creating stability through patterns that repeat but adapt, maintaining core identity while responding to context

Practical ideas for independent professionals building practice on their own terms. Arrives Tuesday. Subscribe free at wisepreneurs.com.au

Support the show

Connect 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/new

Stay one step ahead with The Wisepreneurs Insider newsletter
As a subscriber, you'll get:

• Sneak peeks at upcoming must-listen podcast episodes and guests
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• And more exclusive insights are delivered right to your inbox!
• Don't miss out on these invaluable resources
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Mark Trinham has spent 30 years building a thriving full-time art practice without formal business training—creating large-scale public artworks, running a successful collaboration company, and maintaining creative independence.

In this conversation, Mark reveals how he moved from illustration and graphic design into public art and sculpture, developed a sustainable business model that keeps him booked 18 months ahead, and learned when to say no after decades of saying yes to everything.

You'll discover how Mark positions accumulated expertise in environmental connection and place-based storytelling as premium capability, why collaboration amplifies rather than dilutes artistic voice, and how he's now creating space for fine art practice after 30 years of commissioned work.

This isn't intended to be a motivational interview about following your passion—the intent is to provide you with the practical insight into what it takes to build recognised expertise, navigate pricing without business training, and sustaining creative work across several decades. And, to actually do that and succeed as an artist.

Resources Mentioned, all in Australia

Organizations & Networks:

• Regional Arts Victoria
• Surf Coast Arts - Torquay

Venues & Creative Spaces:

• Ashmore Arts, Torquay
• Cowrie Market, Torquay

Projects & Artworks:

• Torquay Mosaic Sundial (1995) - Mark's first public art project
• Diamantina Shire Land Art, near Betoota
• Wildlife Collector Cards Project (2009-2014) - 135 A3-sized realistic paintings of local wildlife for Landcare

Publications:

• Bush Tails, The Quest - written by Ali Cork, illustrated by Mark Trinham

Music:

• Moonah (band) recently released fifth CD "Ghost Country" (EP).
• Lucy and The Night Sky - Nine-piece band that Mark and his Moonah bandmates backed as supporting musicians.
• Nightjar Independent Arts Festival - Arts market with food vendors and live music

Contact & Portfolio:

• Instagram: @marktrinham - Mark's primary platform for current work updates and posts
• Facebook:

Practical ideas for independent professionals building practice on their own terms. Arrives Tuesday. Subscribe free at wisepreneurs.com.au

Support the show

Connect 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/new

Stay one step ahead with The Wisepreneurs Insider newsletter
As 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