In this episode, host AJ Riedel talks to Jonathan Spector, Founder of Converge Strategic Partners. Jonathan brings decades of experience in consulting and business development across federal, state, local, and private-sector clients including time leading practices inside a large global firm before going independent.
Why You Should Listen to This Episode
If you've ever told yourself that your network will eventually deliver clients, this episode is the wake-up call. Jonathan is candid about something most self-employed consultants quietly believe but rarely say out loud, that being good at the work is supposed to be enough, and that a strong network should equal a full pipeline. He shares why those assumptions break down once you're independent, what he's learning about the difference between accepting work and building a practice, and how he's finding ways to get in front of senior leaders without doing the LinkedIn marketing dance. If you're under $100K and wondering why your relationships aren't translating into consistent revenue, you'll see yourself in this conversation — and you'll walk away with a clearer picture of what actually has to change.
What You'll Learn in This Episode:
• Why a Network Is Not a Pipeline: Jonathan explains the moment he realized a deep network of relationships does not automatically generate qualified conversations, and why this single distinction sits at the root of most consultants' inconsistent income.
• The Trap of "If I'm Good, the Work Will Come": Why being strong at delivery is not the same skill as building a consulting business — and how blurring the two keeps consultants stuck for years.
• Are You Building a Practice or Just Accepting Work? The question every self-employed consultant needs to answer honestly, and what changes when you stop being opportunistic and start being intentional.
• Business Development From a Company vs. On Your Own: Why landing work as an executive at a firm is a completely different game than landing work as an independent, and the infrastructure most consultants underestimate.
• Speaking, Webinars, and Workshops as a Pipeline Strategy: Jonathan shares how he uses conferences, executive breakfast clubs, and webinars to get in front of qualified leaders without cold outreach or daily LinkedIn posting.
• Focus vs. Fear of Missing Out: "You can do anything, but you can't do everything." Why narrowing your focus feels like closing doors, and why it's actually how you open the right ones.
Connect with Jonathan: https://www.linkedin.com/in/jospector/
Work with AJ:
Is your revenue reflecting your expertise? Probably not, and here's how to find out why.
Book a free Revenue Diagnosis Call with AJ. On the call, you'll find out:
• Whether you have a lead generation problem, a nurturing problem, or a conversion problem, and which one is costing you the most revenue right now
• Why your current approach keeps your income from reflecting your expertise no matter how hard you work
• What has to change to reach multi-six figures with predictable monthly income and high-paying clients
This call is right for you if you're making less than $100K and know you should be at $150K or more, and you want a straight answer, not more trial and error.
This isn't a coaching session. It's a diagnosis.
Book Your Call
Listen if you want to:
✔ Start your own consulting business
✔ Transition from corporate to self-employment
✔ Improve your networking and outreach strategy
✔ Build confidence in your personal brand
#ConsultingBusiness #Entrepreneurship #Freelancing #CareerGrowth #LinkedInTips #SelfEmployment #Podcast #ThrivingThrough