If you’re an HR consultant who is looking to grow your business, then you need to focus on three things: defining your services, targeting a market, and selling your services and brand. Too many consultants make the mistake of thinking that they can simply put out a “shingle” and clients will come flocking. However, this isn’t usually the case. Business development takes time and effort, but it’s a vital part of any thriving business. In this blog post, we’ll discuss the three aspects of HR consultant business development: defining your offerings, targeting your market, and sales.
Define your offerings
When it comes to HR consulting, one of the most important things you can do is define your services. Here are some questions you should be able to easily answer:
- What is your specialty?
- How are you different from other HR consultants?
- Do you specialize in employee relations, benefits administration, strategy, training, or something else entirely?
- Why should a business hire you over your competitor?
Know your target market
Once you’ve pinpointed your niche, it’s time to start thinking about who your target market is. While you may think you can work with anyone, there are surely some businesses that are better fits for you. Here are some questions to ponder:
- Are you looking to work with small businesses, large corporations, or something in between?
- Is there an industry you have experience in that makes them an obvious fit for you?
- What geographic restrictions do you have for delivering your services?
Having answers to these questions, you’ll be in a much better position to start selling your HR consulting services.
Market and sell your HR consulting services
After defining your services and your target market, you’re ready to promote and sell yourself. You may choose to hire marketing and sales experts to help you with this part of developing your HR consulting business, but you can likely do much of this yourself if you are deliberate about it. Here are some ideas for business development:
- Participate in online networking opportunities
- Attend industry events
- Write articles or blog posts about your area of expertise
- Actively seek to refer others who may then partner with you or reciprocate
- Join Powered by Purple Ink to be part of a national network of other HR and workforce consultants.
Have a strong network of other professionals
Being an HR consultant can be a very rewarding entrepreneurial profession; however, it can also be challenging to sustain and grow your business if you are not able to properly develop future business. If you are courageous enough to become an independent HR consultant, you are probably wise enough to know that you’ll need to invest in a strong network of other professionals who can help you learn, sustain and grow your business.