Meet your new favorite HR Lady…

Hello and welcome to Higher Heights Creative Solutions! I'm Shon, a Senior Certified Human Resources Practitioner and Business Consultant with over 25 years of experience across HR, workforce development, social services, and business in both the public and private sectors. Throughout my career, I've had the privilege of mentoring many professionals. I'm often asked about my work, particularly how I began my consulting journey. Recently, a colleague in a professional forum asked a few questions about starting in consulting. As I reviewed them, I realized this was a great opportunity to not only help a fellow professional but also introduce myself to a new audience—YOU. So, welcome once again! Let's dive into those questions. 

1. How did you start out, and at what point in your career did you feel comfortable enough to branch out your skills/expertise into business services?

My Answer: I began exploring independent work around the mid-point of my career, when I had accumulated significant experience. Initially, I took on part-time projects in areas like business coaching, training, grant management, and proposal writing. This allowed me to gradually build my consulting expertise while still working in more traditional roles.

2. How did you land your first clients?

My Answer: I casually mentioned my new consulting endeavors to a few trusted individuals in passing. One of them passed the word along, which led to a call from a mutual acquaintance. After a couple of discussions and a meeting, I secured my first contract.

3. Since most HR roles are generalist, how did you define your skills to attract clients?

My Answer: To attract clients, it’s essential to first identify your core skill set, determine your desired niche, and decide what services you want to offer. Researching current business challenges and identifying how you can address these needs within your scope of expertise is crucial. During introductory calls or inquiries, I focus on asking questions that help me understand the client’s needs, challenges, goals, and expectations. This helps in determining whether I’m a good fit for their needs and can effectively provide value.

4. What tools do you use to offer your services?

My Answer: I utilize a range of customized tools and templates, checklist forms, technology, and automation, depending on the client’s needs. The specific tools used vary based on the project but are always tailored to best meet the client’s objectives.

5. How do you keep existing clients engaged and attract new ones?

My Answer: Maintaining client engagement starts with clearly communicating your value proposition from the outset and then consistently following through. It’s important to communicate at regular intervals, and you can establish a communication cadence with the client once you’re engaged. Providing an Executive Summary or ROI report that highlights impact, cost savings, or risk mitigation is also beneficial. Additionally, observing what’s working for others in the industry can provide ideas for keeping clients engaged.

To attract new clients, being “good” with current clients is key, as satisfied clients often lead to referrals. Networking in circles where your target clients are and confidently sharing what you do can also help. Collaborating with other consultants can be a valuable strategy as well, as there’s ample opportunity for everyone to succeed in this field. As the old saying goes: “There is enough for  all of us to eat!” 

I hope you found this dialogue helpful and informative. I look forward to having you join me again for more tips and insights into the world of human resources and business! 

This is your favorite HR lady, Shon, signing off until we meet again. Take care and be well!

Check out the Companion Video to this Blog Post below! (A Deeper Dive!)

Companion Video to Blog Post: "A Deeper Dive and Tips on Starting A Consultancy"

OUTLINE:

00:00:00 Welcome to Success!

00:01:25 From Cubicle to Corner Office

00:02:51 Your Network is Your Net Worth

00:03:40 Be a Specialist, Not a Generalist

00:05:20 The Power of Personal Branding

00:07:03 Tools and Strategies for Client Success