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/
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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

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website https://wisepreneurs.com.au/
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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

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At 73, Jon Younger has spent his career understanding how talent evolves—from HR executive at Exxon to business builder to independent advisor on the future of work and AI.

In this conversation, Jon addresses the positioning challenge experienced professionals rarely voice: how do you justify premium rates when younger consultants cost less and AI handles routine knowledge work?

Jon explains why accumulated professional judgment creates diagnostic capabilities that remain valuable despite automation, how the traditional four-stage career model breaks down in the AI era, and what systematic business architecture independent practitioners need beyond corporate scaffolding.

You'll learn specific frameworks for using AI as cognitive amplification rather than content generator, why freelancing requires treating your practice as genuine business rather than hobby, and how to maintain intellectual engagement while managing finite energy in later career stages.

This episode provides immediately applicable frameworks for positioning crystallised intelligence as competitive advantage, not obsolete experience.

Resources Mentioned
Thinking, Fast and Slow by Daniel Kahneman
RBL Group (Robert Baker Lawrence Group)
Matt Mottola of Human Cloud on freelancing and future of work research
Outlier AI (owned by Scale AI)
Turing,
Brain Trust
Surge AI
Kaklachra
Mercor
ChatGPT Plus and Claude Pro
Gleicher's Formula for Change
Career Stages Model
The Hamming Question

Contact Jon Younger
LinkedIn https://www.linkedin.com/in/jon-younger-phd-57a41455/

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/
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Twitter https://twitter.com/wisepreneurs

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In our hyperconnected world, we respond to time scarcity by optimising, accelerating, and implementing more productivity systems. But what if the solution isn't doing more—it's doing less?

Mayumi Kataoka, a certified forest therapy guide based in Sydney, takes professionals on three-hour walks that cover barely 1.2 kilometers. Participants consistently report losing track of time and finding clarity they didn't know they were missing.

In this conversation, Mayumi shares her journey from IT professional and martial arts instructor to nature photographer to forest therapy guide, revealing how each phase built the observational capacity she now brings to her practice. She explains the science behind Shinrin-yoku (Japanese forest bathing), why our genes expect natural environments, and how systematic sensory engagement creates measurable cognitive benefits.

Connect with Mayumi Kataoka

Website (Individual Practice): forestminds.com

Website (Collective): foresttherapycollectivensw.com

LinkedIn: linkedin.com/in/forestminds

Resources

"Four Thousand Weeks: Time Management for Mortals" by Oliver Burkerman Challenges conventional productivity by exploring life's brevity (4,000 weeks if you live to 80) and advocating for acceptance of limits.

"The Extended Mind" by Annie Murphy Paul Examines how thinking extends beyond the brain through tools, environments, and bodies.

"The Distracted Mind" by Adam Gazzaley and Larry D. Rosen Explores how modern technology fragments attention and reduces cognitive performance.

Organizations

Japanese Forest Therapy Society Original institution developing Shinrin-yoku practices, maintaining certified sites throughout Japan, and supporting global research into forest bathing benefits.

International Nature and Forest Therapy Alliance Provides forest therapy guide certification and research. Based in Melbourne.

Key Concepts

Shinrin-yoku (Forest Bathing): Japanese therapeutic nature immersion practice backed by 40 years of research.

Biophilia Hypothesis: E.O. Wilson's theory that humans have innate tendencies to connect with nature, evolved over 2 million years.

4E Cognition: Understanding cognition

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/
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When Anna Burgess Yang was diagnosed with a brain tumor just weeks before surgery, her three years of systematic business building became the difference between collapse and continuity. In this conversation, Anna shares how strategic financial planning, smart automation systems, and operational frameworks allowed her FinTech writing business to run for two months without her active involvement. She reveals the specific tools, workflows, and thinking that transformed her solo practice from vulnerable to resilient—from Zapier automations that generated social media content to the financial buffers that eliminated money stress during recovery. This episode offers practical guidance on building sustainable solo businesses through emergency planning, automation architecture, and strategic tool selection. Essential listening for any professional concerned about the precariousness of independent work.

Resources Mentioned

Automation and Productivity Tools:

• Zapier - Automation platform connecting apps and workflows (most expensive tool Anna uses but saves significant time) https://zapier.com
• Make.com - Alternative automation platform mentioned by Nigel as more affordable for non-US users https://www.make.com
• Airtable - Database platform for tracking client work and content library https://airtable.com
• Trello - Project management and content planning tool https://trello.com
• Buffer - Social media scheduling platform https://buffer.com
• ChatGPT Pro - AI tool for content generation and categorization https://openai.com/chatgpt
• Canva - Graphics creation tool https://canva.com
• Loom - Video recording and sharing platform https://loom.com

Note-Taking and Knowledge Management:

• Reflect - Note-taking app Anna uses (Obsidian competitor with bidirectional linking) https://reflect.app
• Obsidian - Free note-taking app mentioned by Nigel https://obsidian.md

Business and Accounting:

• Google Workspace - Email and productivity sui

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/
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At 74, a routine phone call during COVID changed everything for Dr. Michael Best. After 50 years practicing medicine, he discovered the endocannabinoid system—a biological network in every human body that he'd never learned about in medical school. Now 80, he's writing a scientific book on the topic while mastering AI tools, Obsidian, and Zotero, proving that intellectual challenge sustains cognitive vitality rather than diminishing it.

In this conversation, Michael reveals why mainstream medicine ignores what patients experience, how accumulated expertise transforms technology from threat to strategic advantage, and why serendipity combined with professional curiosity creates meaningful work beyond traditional retirement. This is essential listening for anyone questioning whether it's too late to learn something complex, pivot careers, or take on ambitious intellectual projects in later life.

Resources Mentioned

• Dr. Michael Best's upcoming book: The Science Beneath Medicinal Cannabis
• Obsidian note-taking app: https://obsidian.md
• Zotero reference manager: https://www.zotero.org
• Claude AI: https://claude.ai (AI research assistant Michael uses)
• ChatGPT: https://chat.openai.com (Initial AI tool Michael explored)
• Dr. Michael Best on LinkedIn: [would add link if provided]

Names Mentioned on This Podcast

Hazel Edwards (author, publisher, and Michael's mentor—Michael describes himself as one of her "Hazelnuts"), Luc P. Beaudoin (Canadian cognitive scientist on LinkedIn who discusses "cognitively potent tools")

Key Concepts Discussed

Endocannabinoid system, homeostasis, medicinal cannabis vs recreational cannabis, CBD and THC, pharmaceutical-grade cannabis, TGA (Therapeutic Goods Administration - Australia), FDA (Food and Drug Administration - USA), telehealth, PTSD treatment, chronic pain management, anxiety and sleep disorders, ketamine therapy, epilepsy and seizure management, cancer treatment and chemotherapy-related nausea, ADHD, crystallized intelligence, extended mind theory, embodied cognition

Connect With Dr Michael Best on LinkedIn https://www.linkedin.com/in/michael-best-2b58

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

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Most career advice tells experienced professionals to modernize, rebrand, and compete with younger workers on their terms. Robert Vlach, who leads Europe's largest freelance community, says that's backwards.

In this three-hour deep dive—our longest episode ever—Robert explains why your "good name" built through decades of professional relationships is more valuable than any personal brand. This conversation fundamentally changed how I think about professional positioning for experienced professionals.

Key Topics Covered

• The "Good Name" vs Personal Branding: Why ancient reputation-building trumps modern marketing tactics
• The Independent Professional Identity: How to position yourself beyond freelancer labels
• Pattern Recognition Advantage: Why 20+ years of experience creates unbeatable market advantages
• Building Professional Reputation: From career capital to client magnet
• Pricing Your Expertise: Why experience commands premium rates
• The AI Advantage: How critical thinking separates you from younger competitors
• Essential Business Skills: What every independent professional must master

About Robert Vlach

Robert Vlach is the author of "The Freelance Way" and leader of Europe's largest freelance community, supporting over 250,000 Czech and Slovak professionals. He's built his expertise over 20+ years working with freelance communities and has become a leading voice on independent professional success in Europe.

Connect with Robert:

• Book: The Freelance Way (available via Harper Collins worldwide) https://freelanceway.eu/ or available on Amazon https://www.amazon.com/dp/9354893228/
• Community: Freelancing.eu - Europe's most comprehensive freelance resource directory
• Website: https://freelancing.eu/robertvlach/

We also have a YouTube version of this podcast found here: https://youtu.be/rvJfsV3nMBU?si=vA0uM2mG_7hHkLtb

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
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