Twelve years into her consulting career, Rachel Hughes has built a business that attracts inbound leads, top-tier engagements, and industry recognition, without sacrificing her sanity or freedom.

In this episode, Melisa talks with Rachel about the mindset and strategy shifts that transformed her from overthinking and reactive to intentional and in-demand. Rachel opens the doors to her consulting practice, sharing how she thinks about niche, lead generation, pricing, mindset, and evolving as a business owner, especially as an independent consultant running a global business without full-time staff.

You’ll hear how Rachel made herself the go-to expert in a high-stakes niche and why building in sustainability (for her clients and herself) has been key to long-term success.

What you will learn in this episode:

[03:35] How Rachel became a sought-after consultant in the public transport and infrastructure sector

[08:22] The mindset shifts that helped her stop overthinking and start operating like a true business owner

[15:14] Rachel’s inbound lead generation process, including her approach to LinkedIn and OnePage CRM

[21:30] How Rachel landed retainer work by learning to articulate value and listen to client needs

[28:00] The surprising role of mindset coaching in building consistency, confidence, and freedom

[35:12] Rachel’s success with pricing strategy and her approach to selling outcomes, not hours

[42:18] Turning down work and why saying no has created space for her most aligned engagements

Tune in to Episode 228 to learn what it takes to build a sought-after consulting business on your terms and why the real shift starts between your ears.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-228/
• Rachel’s recommended CRM (Quick Start Guide): https://www.melisaliberman.com/crm-quick-start
• Related Podcast Episode: Episode 224 – The 6-Figure Pipeline Playbook with Ellie Holbert, https://shownotes.melisaliberman.com/episode-224/ ️
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com   

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 
• Meet Rachel: https://www.linkedin.com/in/rachel-hughes-surbon/ 

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.