Think building a seven-figure consulting pipeline in just 16 weeks is impossible? 

Think again. 

In this episode, Melisa Liberman sits down with Ellie Holbert, a first-year independent consultant, who shares the real story of how she went from zero pipeline and a canceled contract to 56 opportunities and a multi-seven-figure funnel without prior sales experience.

Ellie lays out the practical steps and mindset shifts that fueled her meteoric start, including how she reframed rejection, established peer-to-peer relationships with C-suite executives, and reached decision-makers at brand-name companies through a consistent, imperfect action strategy.

Melisa and Ellie break down why being willing to be uncomfortable is a key advantage in building a thriving consulting business, and how emotional regulation, not flashy branding or a perfect elevator pitch became Ellie’s superpower.

Timestamps for Key Moments: 

[12:45] How Ellie created a repeatable pipeline strategy that turned cold outreach into C-suite conversations without pitching.

[21:04] The specific tactics she used to book 115 calls and identify 56 qualified opportunities in just 4 months.

[25:14] Why targeting the economic buyer, not just the end user, is critical to converting interest into closed business.

[35:20] How to rewire your mindset to operate like a business owner, not a job seeker even if you're new to consulting.

Tune in to Episode 224 to get a playbook you can immediately apply to build or reboot your pipeline grounded in real actions, not theory.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-224/
• Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
• Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/ 
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   
• Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com 
• Follow on LinkedIn: linkedin.com/in/melisa-liberman 
• Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products 

I'm hosting a live training on March 17th on building a consulting pipeline that fuels your revenue goals. We're covering the specific tools that make it work: Owner mindset, SDR mindset, revenue plan, and the contact-to-client journey.

Consultants leave this training realizing their pipeline strategy is off and knowing exactly what to do about it. 

Register at ICworkshop.info.

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.