What if losing your biggest revenue source could teach you the most valuable lesson about building a sustainable consulting business? Discover the 10-project pipeline strategy that keeps self-employed consultants from ever facing an empty calendar again.
In this episode, host AJ Riedel talks to Bob Greene, Principal Consultant of RCG Workgroup specializing in business development and leadership strategy. Bob brings a unique neuroscience-based approach to sales training and leadership development, and he's currently rebuilding his practice after being hit hard by the government shutdown.
Why You Should Listen to This Episode
If you're struggling with feast-or-famine cycles, an empty pipeline, or recovering from a major business setback, this conversation will change how you think about consulting business development. Bob shares the exact systems he uses to maintain consistent revenue, including his 10-project pipeline methodology that ensures he always has work in various stages of development. Whether you're building your practice from scratch or rebuilding after disruption, Bob's strategic approach to pipeline management, pricing, and team building offers immediately actionable insights for creating a more predictable and profitable consulting business.
What You'll Learn in This Episode
• [The 10-Project Pipeline Strategy] How to maintain a consistent flow of consulting work by always keeping 10 projects in various stages from prospect to signed contract, ensuring you never face an empty calendar or desperate acceptance of low-paying work.
• [Why Traditional Training Fails] The three critical reasons training doesn't create lasting change in organizations and how understanding the Ebbinghaus Forgetting Curve can transform your consulting approach and ROI for clients.
• [Building Revenue Through Workgroups] How to expand your consulting capacity and revenue potential by building a network of specialized experts you can bring in on contract, allowing you to serve 5 clients simultaneously without burnout.
• [The Upwork Strategy for Building Credibility] A counterintuitive approach to using freelance platforms to test your market value, build a portfolio of 5-star reviews, and systematically increase your rates from $25 to premium pricing.
• [Negotiation Tactics That Build Partnership] How to reframe sales conversations using Chris Voss's "Never Split the Difference" principles, including why getting prospects to say "no" is more powerful than pushing for "yes."
• [Recovery After Business Disruption] Practical strategies for rebuilding your consulting practice after major setbacks, including the financial buffer you need and the mindset shifts required to turn disruption into strategic momentum.
Resources Mentioned in This Episode
• Book: "Never Split the Difference" by Chris Voss - FBI hostage negotiation tactics applied to business negotiations and sales conversations
• Upwork - Freelance platform for testing market value and building consulting reputation
• MIT Sloan School - Certificate programs in leadership development
• Wharton School, University of Pennsylvania - Certificate programs in organizational leadership
About Bob Greene
Bob Greene is the Principal Consultant at RCG Workgroup, specializing in business development and leadership strategy. With a background that evolved from sales management to sales training to comprehensive organizational development, Bob brings a neuroscience-based approach to helping organizations improve performance through customized, outcome-focused consulting. His expertise spans three key areas: sales enablement, leadership development, and conflict resolution. Bob's unique "immersive leadership" model involves taking on executive roles within client organizations to implement sustainable, process-driven change rather than personality-dependent systems. He holds certificates in leadership development from MIT Sloan School and Wharton School at the
University of Pennsylvania.
Connect with Bob Greene on LinkedIn: https://www.linkedin.com/in/bobgreene10/
Learn more about RCG Workgroup: https://rcgworkgroup.com/