What are enterprise buyers really looking for in 2025 when they bring in external talent? 

This week, Melisa is joined by industry veteran Brian Hoffmeyer (known as “Hoff”), who returns to the podcast to share invaluable, behind-the-scenes insights from his vantage point at Beeline, the world’s largest independent vendor management system.

Whether you're working directly with enterprise clients or supporting mid-size firms, this conversation gives you the macro trends you need to know in order to position yourself as the obvious choice. You'll hear why independent consultants are gaining momentum (despite a flat contingent labor market), and how to shift your strategy to stand out, especially if your buyers are navigating complex approval processes, rate cards, or risk-averse procurement teams.

You’ll also hear hard truths about hourly pricing, why outcome-based work is on the rise, and how to use “micro-consortiums” to expand your value and win bigger work, all without trying to mimic a traditional firm.

Timestamps for Key Moments: 

[06:50] What enterprise clients are prioritizing in 2025 when it comes to independent consultants and external talent.

[10:25] Why statement-of-work and outcome-based engagements are gaining favor and how to structure your services accordingly.

[17:14] How consultants can de-risk the buying process by becoming an internal guide, not just an external vendor.

[24:50] What’s getting approved and what’s not, inside client organizations, from project types to pricing models.

[29:45] The rise of the “independent consortium” and how to leverage it without formal partnerships.

Tune in to Episode 225 for a high-level strategic view and tactical insights to help you stay relevant, de-risked, and in demand.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-225/
• 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 034 – Strategies from an Expert in the Corporate Consulting Buyer (An Interview with Brian Hoffmeyer), https://shownotes.melisaliberman.com/episode-34/  
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   
• Connect with Hoff: Brian Hoffmeyer - Beeline | LinkedIn 

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 

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.