E107 Lessons for Independent Consultants: Why Expertise Alone Won’t Grow Your Consulting Business

E114 Building a Platform That Connects Companies With Fractional Talent | Michele Cook

In this episode, Michelle Cook discusses the intersection of tech layoffs and AI implementation, highlighting the challenges faced by executives in the current market. She shares her vision of building a platform to help laid-off executives transition into fractional consulting roles, emphasizing the importance of human intelligence in the workplace. Michelle outlines her strategies for recruitment, positioning fractional services to companies, and navigating budget constraints. The conversation also touches on networking, sales cycles, and the current status of her platform development, concluding with her aspirations for the future of her business. Takeaways Massive layoffs are occurring in tech, with companies like Meta and Amazon leading the way. AI is being used to replace human jobs, causing stress and uncertainty for employees. Companies are realizing they need experienced executives back after layoffs. Michelle aims to help executives transition into fractional roles to maintain job security. Building a platform for fractional executives involves both recruitment and consulting services. Networking and building relationships are crucial for finding potential clients. Positioning fractional services as a cost-effective solution is key during budget constraints. Sales cycles can be long and challenging, requiring effective follow-up strategies. The platform is still in development but has potential for growth and success. Michelle is currently balancing fractional work with building her platform. Connect with Michele Cook: https://www.linkedin.com/in/michele-cook-3624ab9/ Call to Action: If this helped you think differently about your consulting business, leave a review. It'll take less than a minute and it'll help other independent consultants find the show. Work with AJ, Client Attraction System Assessment Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work — it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: • Whether you have an actual system for attracting clients • Which part of your process needs attention • The one change that would shift you from reacting to the market to leading it This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently.

E113 Stop Writing Content That Disappears | Erica Holthausen

Most self-employed consultants spend hours writing content—blog posts, articles, LinkedIn updates—only to watch it disappear into the digital void. They post once on LinkedIn and assume the work of getting published will somehow magically bring clients. It won't. The real problem isn't how much you write; it's that you're treating content as a one-and-done checkbox instead of a strategic business development asset. This episode reveals how to transform your articles into conversation starters, relationship-builders, and deal-closers that actually move your business forward. If you're in the feast-or-famine cycle and you've invested time in writing, you're leaving revenue on the table by not leveraging what you've created. Erica Holthausen is an Authority Development Strategist and former content marketer who works with self-employed consultants and established firms to build authority and close deals through strategic writing. She's been a freelance writer, editor, and consultant, and her first business taught her an invaluable lesson: you can't hide in content creation forever. Now she helps consultants use writing as a real business development tool—not busywork. She works one-on-one with select clients, runs a capped writing community of 75 people, and offers an evergreen program for consultants ready to write for high-visibility publications. Erica is opinionated, contrarian, and committed to helping consultants do less, better. Connect with Erica ● Website: catchlinecommunications.com ● LinkedIn: https://www.linkedin.com/in/ericaholthausen/ ● Free Monthly Q&A: The Authority Lab (mini-training + Q&A) Key Takeaways ● High-level consulting engagements are won through authority, not volume. ● Your perspective is your differentiator—it's how you approach the work, not your credentials or unique process. ● If you're not using your content as an asset, you're checking a box and wasting your time. Call to Action: If this helped you think differently about your consulting business, leave a review. It'll take less than a minute and it'll help other independent consultants find the show. Work with AJ, Client Attraction System Assessment Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work — it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: • Whether you have an actual system for attracting clients • Which part of your process needs attention • The one change that would shift you from reacting to the market to leading it This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently.

E112 How Ancient Sanskrit Principles Can Transform Customer Experience and Business Growth | Hema

In this episode, AJ Riedel talks to Hemalatha Chandrasekaran, founder of Upacharah, a consulting firm that helps micro and small businesses move from manual processes to digital tools. Hema brings an uncommon philosophy to consulting, one rooted in ancient Sanskrit tradition, that reframes how she serves clients and differentiates her practice in a crowded market. Why You Should Listen to This Episode: If you've ever struggled with inconsistent income, questioned whether your niche is too narrow, or wondered how to stand out when other consultants seem to offer the same thing you do — this episode is for you. Hema is honest about her lead generation challenges and clear about the limitations of relying only on referrals and networking. She shares why the philosophy of Karma Yoga is a a guiding that every consultant who has ever given without immediate return will recognize. And her philosophy of Upacharah — serving every client as if they are the most important person in your world — is both a business differentiator and a way of doing business that feels genuinely sustainable. What You'll Learn in This Episode • The 'Island' Problem in Self-Employment: Why self-employed consultants rarely ask for help, even when they need it — and what the cost of that silence is on your revenue and growth. • How to Use Your Philosophy as a Differentiator: How Hema built her entire brand and client experience around the Sanskrit concepts of Upacharah and Karma Yoga — and why that level of intentionality makes her unforgettable in a crowded market. • The Hard Truth About Referrals and Networking: Why these two tools, while valuable, are not a client attraction system — and the real impact of unpredictable lead flow on your monthly income. • Karma Yoga as a Client Strategy: How doing your best work with no strings attached — and genuinely detaching from the outcome — can produce business results that a traditional sales approach often can't. • How to Grow a Consulting Practice on Stable Ground: How Hema is using a full-time contract as a financial cushion to invest in her team, hire family members, and build the capacity her consulting practice has been waiting for. • Why a Book Might Be Your Most Sustainable Marketing Asset: How Hema discovered her book idea from observing her father's quiet systems — and why putting your expertise in a book outlasts everything you post on social media. Connect with Hema on LinkedIn: https://www.linkedin.com/in/hemalathachandrasekaran/ Hema's website: upacharah.com  Work with AJ — Client Attraction System Assessment Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work — it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: • Whether you have an actual system for attracting clients • Which part of your process needs attention • The one change that would shift you from reacting to the market to leading it This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next. Book Your Call

E111 Why Being Good at Everything Makes It Harder to Get Clients | Katy Flatt

In this episode, host AJ Riedel talks to Katy Flatt, content operations consultant and founder of The Girl in Question, a content marketing consultancy. Katy brings 9+ years of content marketing agency experience and a rare ability to bridge the gap between creative teams, project execution, and strategic content goals — and she's refreshingly honest about what it's actually like to try to build a business around it. Why You Should Listen to This Episode If you're a self-employed consultant who knows exactly what you do but can't seem to package it in a way that gets clients paying attention, this conversation is for you. Katy is in the middle of the journey — not looking back from a mountain of success, but actively wrestling with the same positioning, niching, and messaging questions that keep so many consultants stuck under their revenue goals. AJ and Katy dig into the real psychology behind trying to be everything to everyone, why even experienced consultants avoid niching down, and what it actually looks like to start betting on yourself. About Katy Flatt Katy Flatt is a content operations consultant with more than 9 years of experience in the content marketing agency world. She specializes in helping content agencies and marketing teams close the gap between creative output and operational execution — the piece of the puzzle most teams don't even know they're missing until things start falling apart. Her work focuses on building the systems, processes, and stylization guidelines that keep content teams moving consistently and efficiently. She is the founder of The Girl in Question and is based in the U.S. Connect with Katy on LinkedIn: linkedin.com/in/katy-flatt-347964135 Work With AJ Most consultants don't have a client attraction system. Do you? You've got expertise. The question isn't whether you can do the work — it's whether you have a system that consistently brings clients to you. Book a free Client Attraction System Assessment with AJ. On the call, you'll get clarity on: • Whether you have an actual system for attracting clients • Which part of your process needs attention • The one change that would shift you from reacting to the market to leading it This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next. Book Your Call

E110 How Crystal Harrison Scaled Beyond Her Bookkeeping Business

Most self-employed consultants ignore their bookkeeping until April 1st hits, then panic. Crystal Harrison built SnapTax specifically to solve this problem and in the process, she's sharing what it takes to go from a referral-based bookkeeping business to launching a software product that consultants actually use. In This Episode AJ Riedel talks with Crystal Harrison, founder and CEO of SnapTax, a financial management and quarterly tax planning tool built for solo entrepreneurs, independent contractors, and consultants. After 20 years as a bookkeeper, Crystal saw the same problem repeatedly: her clients needed a tool that was simple, intuitive, and designed specifically for people with inconsistent income, not accounting software built for companies with payroll and inventory. Why You Should Listen to This Episode: If you're a self-employed consultant, you're juggling two competing challenges: building your business and managing your finances. This episode is packed with real strategies for both. You'll learn how to prioritize revenue-generating activities when you're building something new, how to separate "activities that feel productive" from activities that actually move the needle, and how to stay visible in an AI-driven marketplace while still nurturing leads into customers. Crystal also shares the exact mistakes she made launching SnapTax—and how understanding your real customer pain points is more valuable than any amount of engineering skill. This is a masterclass in building something people actually want. What You'll Learn in This Episode: ● Why Consistency Beats Perfection in Your Back Office: The difference between having a system and actually using it. Crystal explains why even the best tool fails if you're not committed to showing up regularly—and how 10 minutes a month can eliminate April tax panic. ● The Two-Pronged Marketing Strategy Every SaaS Founder (and Consultant) Needs: Customer acquisition on one side, AI visibility and authority building on the other. These require completely different strategies, and you can't ignore either one. ● How to Spot Real Customer Problems Versus Imaginary Ones: Crystal thought she needed to build extensive training videos. Her customers needed 30 minutes of personal attention. The lesson applies to your consulting practice. ● Why Google Ads Work (When Other Channels Don't): The specific setup mistakes that kill ad performance, and why AI optimization in Google Ads has changed the game for low-dollar products and services. ● Revenue-Generating Activities vs. Foundation-Building Work: Not everything that feels productive is revenue-generating. Crystal spends 30 minutes daily on Reddit answering questions with no mention of SnapTax—and it's foundational to her long-term success. ● What Independent Consultants' Finances Reveal About How They're Running Their Businesses: The patterns Crystal sees in her clients' financial chaos tell a bigger story about their overall business systems. Listen to These Key Moments. Connect with Crystal: https://www.linkedin.com/in/snaptax/ This assessment is right for you if you're making less than $100K, know you should be at $150K or more, and want to stop guessing about why you aren't getting new clients consistently. This isn't a sales call. You'll get a straight diagnosis of where your system stands and what needs to happen next.