So here you are – it’s Monday morning and your shiny new HR Consultancy Practice is officially open for Business!!
You have told everyone you can think of that you are available and ready to help them with all things HR related.
You have updated your LinkedIn profile.
You have published your new Business website (complete with company name and FANTASTIC new logo!)
You have your Company mobile primed and ready.
You are good to go!
So what exactly is it that you are supposed to be doing now?
Maybe you are in the great position of already having some initial work lined up – very often people are able to use their existing connections to get those early pieces of work in, or at least to start getting some leads and booking some meetings into the diary.
One of the most important things to do when you start your Consultancy Business is to put in place some key daily practices, a routine that you establish until it is second nature to you – practices that are primarily geared towards building up your visibility and getting those initial clients. This can include things like…
- Nurturing your network of potential clients – it can be tempting to just spam everyone you know that employs people with thinly veiled pleas for any work they may have available but this is very unlikely to be effective. Only about 3% of businesses who need something right now will be actively looking for a service provider. Usually they will have known for a while that they need to get this sorted so they will have already done their research and know who they are going to appoint. So instead go through your list business connections – send them a short email or social media message introducing your new business, don’t try to sell them anything, just tell them that you will keep in touch. You could also tell them you are doing something like compiling a report on how to overcome the key HR Challenges faced by SME’s and ask them if they could email you with their number 1 employee challenge so you can include it in your report – promise to send them a copy when it is done.
- Building up your list of connections – Social media is brilliant for this, particularly LinkedIn and Twitter which are fantastic B2B tools. Set aside a short amount of time each day (15 – 20 mins max) to gradually build up your connections. Choose a criteria that works for you – maybe businesses of a certain size within a certain geographical area, or businesses in a particular sector and commit to sending a certain number of connection requests every day – it doesn’t have to be a huge amount, just 10 – 15 a day consistently and you will soon start seeing results. Don’t be tempted to just connect with anyone though – think about the characteristics of your ideal client group and focus there.
- Do some Business networking – there are loads of different options available to you when it comes to Business networking and it can all seem quite overwhelming (and get quite expensive!) when you start. It is a very valuable source of information when you are in the early stages of establishing your business and remember that it is not just about the people in the room – each of those people will know lots of other people. So take some time to check out the options available to you. Visit a couple of different groups to see what suits you, take the time to try to help other people with building their businesses, look for opportunities to build collaborative relationships, look for other businesses which are providing a service to the same client group that you want to connect with – not the same service, but the same clients, maybe Accountants or Solicitors, or Recruitment Agents – they will all have clients on their books who have employees.
So that is probably enough to get you started. It’s easy to be busy without actually doing the things which are going to get you started bringing in those all important clients so make sure that you have a plan – and take action every day to move closer to achieving that plan.