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.
Popular Podcasts
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.