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June 26, 2025 49 mins

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

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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.

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