E41 How I Built 800+ Strategic Relationships in 18 Months (And Never Had to Cold Call) | Kim McGownd

How can you build a sustainable consulting practice when you don't have an existing client base or industry reputation to lean on?

In this episode, host AJ Riedel talks to Kim McGownd, an independent risk management and compliance consultant who calls herself a "strategic intermediary." What distinguishes Kim is her remarkable networking approach - she attended over 800 networking events and one-on-one meetings in her first year and a half of business, creating a systematic method for building relationships that generate consistent referrals.

Why You Should Listen to This Episode: Self-employed consultants will discover how to transform networking from a hit-or-miss lead generation tactic into a strategic business development system. Kim's approach shows how to build deep, reciprocal relationships that create a steady stream of qualified referrals, even in specialized fields where trust and credibility are paramount.

What You'll Learn in This Episode: You'll learn how to identify and attend the right networking events that attract your ideal clients and referral partners. You'll discover how to follow up effectively after networking conversations to build lasting professional relationships. You'll understand how to position yourself as a connector and resource rather than just another service provider competing for attention. You'll learn how to leverage other professionals' existing client relationships instead of trying to build your own from scratch. You'll discover how to create a systematic approach to tracking and nurturing your network without expensive CRM systems. You'll understand how to build credibility through your network rather than relying solely on your own expertise. You'll learn how to scale your networking efforts while maintaining the personal touch that makes relationships valuable.

Listen to These Key Moments:

[00:01:06] Defining the Strategic Intermediary Role - Kim explains how she positions herself as someone who connects businesses with the right experts to solve problems when they hit operational walls or compliance gaps.

[00:06:34] The 800+ Networking Strategy Revealed - Kim shares her systematic approach to attending networking events and one-on-one meetings, including how she tracks and manages hundreds of professional relationships.

[00:08:31] Finding the Right Rooms to Network In - Learn Kim's method for identifying which industry associations and events to attend based on where your ideal clients and referral partners gather.

[00:14:21] The Eyeball Test for Effective Messaging - Discover how to know if your networking conversations are working when people either say "I need you" or "I know someone who needs you."

[00:16:08] Building Confidence in Your Network - Kim explains how she feels confident that her business would survive even if she couldn't network for three months, thanks to the depth of her professional relationships.

[00:19:35] The Follow-Up System That Actually Works - Get Kim's practical approach to following up after networking events, including how to secure one-on-one meetings and vet potential partners.

[00:26:16] Leveraging Trusted Intermediaries - Learn why Kim focuses on building relationships with insurance brokers and attorneys who already have established client trust, rather than trying to reach prospects directly.

[00:37:48] Networking Advice for New Consultants - Kim's recommendations for consultants who haven't leaned into networking, including how to get comfortable being uncomfortable and finding different opportunities.

Connect with Kim McGownd on LinkedIn: https://www.linkedin.com/in/kmcgownd/