When embarking on your journey into the realm of HR Consulting, it's an exhilarating time filled with boundless opportunities. At this very moment, numerous businesses are actively seeking professionals like you, who possess the skills and experience to address their unique people challenges, optimise talent acquisition strategies, elevate employee engagement, champion diversity and inclusion, refine leadership development, implement HR technology solutions, and expertly navigate the ever-evolving HR landscape with innovative insights.

However, many HR Consultants inadvertently put themselves at a disadvantage by attempting to become a master of all trades. They often believe that offering a broad spectrum of services will attract a wider client base. Yet, the reality is quite the opposite. Specialisation often paves the way for distinction. Clients are inclined to seek out experts who can precisely address their specific HR needs. Therefore, before you dive headfirst into developing an extensive proposition designed to cater to all facets of HR, I invite you to reassess this phase of your business planning from a different angle - a perspective that revolves around the concept of 'niching.

You see, carving out your niche as an HR Consultant is not just a strategic move; it's a powerful decision that can profoundly impact your career. In this article I share why this approach can be highly advantageous and discuss how you should approach defining your own niche, so that you can position your business in a way that truly sets you apart, maximises your expertise, lights you up and fulfils you, and ensures your long-term success in the dynamic and thriving world of HR consulting.

What is a niche?

I’m sure you know the term, but just in case…

Rather than a definition copy and pasted from Google, think of it like this…

Imagine you’re experiencing health issues. Would you prefer to see a general practitioner who knows a little about lots of medical conditions, or a specialist in the particular ailment you're facing who knows a lot about and has dedicated themselves to developing expertise in that area of medicine? The answer is clear right?

That’s an example of a niche and the same principle applies in HR consulting.

Why bother to niche? What are the benefits?

Quite simply, there are so many benefits to niching your HR Consulting offering:

 

1. It elevates your credibility, positioning you as an expert in your specialised field. This specialisation reduces competition, enabling you to charge premium rates and cultivate a dedicated client base.
2. Your in-depth knowledge fosters a deeper understanding of your niche, empowering you to provide tailored, valuable solutions to your clients’ specific HR challenges.
3. It’s much easier to target your marketing and with a specific focus makes it far easier to connect with prospective clients Additionally your specialisation builds trust and fosters word-of-mouth referrals.

 

Ultimately, when you niche, there’s no mistaking who you are, what you offer and where your value lies.

And there’s an added bonus, as niching goes beyond just business advantages. Working within your niche cultivates personal passion and fulfilment, as well as greater control over your projects, leading to higher job satisfaction. Isn’t this a big reason for leaving your inhouse HR role behind and setting up your own business in the first place?

Convinced?

So, how do you go about narrowing down and uncovering your niche?

To uncover your niche in HR consulting, follow these steps.

 

1. Begin by reflecting on your passions and interests within HR. Delve into what aspect of HR excites you the most, whether it's talent acquisition, employee engagement, diversity and inclusion, leadership development, or HR technology. Your enthusiasm will be the driving force behind your niche.
2. Next, assess your expertise by taking stock of your skills and experiences gained throughout your corporate career; these will form the foundation of your niche.
3. Conduct market research to identify niches in demand, pinpoint areas where businesses are seeking expert guidance, and consider your ideal client to refine your focus.
4. Before fully committing, validate your niche by seeking feedback from your network, including colleagues, mentors, and potential clients.

 

Remember that you don’t need to conquer the entire niche landscape at once; start small, master your initial niche, and strategically expand as your consulting business evolves.

And that’s it!

Choosing a niche isn't confining; it's a gateway to professional freedom and success. It allows you to concentrate your efforts, develop profound expertise, and build a recognisable brand.

As an HR Consultant, clients value specialists who can offer tailored solutions to their specific HR challenges. So, when you contemplate your consulting career, don't merely think about what you can do; contemplate what you can specialise in and become an esteemed authority in your chosen niche.

It's not just about carving a niche; it's about crafting a remarkable consulting journey that both you and your clients will cherish.

These days it feels like wherever you look there is lots of free advice, trials and webinars.

This is certainly true in the consulting world; it’s something I both offer myself and often advise others to do, too. Why? As a consultant, it’s a way to showcase your skills, value and worth. For your clients it’s a means of testing your services if you are unknown or starting out.

So far so good...

Read more..

(99+) From Free to Paid: Steps to Seamlessly Upgrade Your Clients | LinkedIn

‘Know your value’, that’s the motto I’m leaning on as we have moved into the new year, and one that I’m always trying to make sure my clients understand too. 

As HR consultants, we bring a lot to the table: knowing exactly what will help you feel more confident in your pitching, as well as help you price more fairly once you’ve found that new client. 

Here are 10 ways in which a consultant can bring value to a client, versus an in-house HR team, starting with the more personal

Click here for the full article:

I recently spent a week in Zanzibar, an African island in the Indian Ocean, just off the coast of Tanzania. It was my first time visiting and, though I’d love to holiday there another time, this trip was worth so much more than that. 

To read more about Zanzibar click here ⬇️

(99+) Reflections from Zanzibar: The value of giving and taking opportunities | LinkedIn

As a consultant you can have all the right qualifications, knowledge, and know-how, but without certain behavioural competencies you’ll likely still find yourself struggling to understand and positively influence your clients.

I’ve developed a consulting framework based on over 20 years’ experience to guide you through the key competencies you need to be developing and honing in order to make a real impact.

These are the Consulting Skills & behaviours you need to master, over and above your technical expertise.

 1)    Analysis and Planning

Analysis and planning work hand-in-hand: without carefully considering relevant information and data, your plans will simply be a stab in the dark. Do your initial research well, and planning becomes more relevant, unambiguous, and constructive.

 2)   Build relationships and collaborations

Not only will mastering relationships enable you to better understand specific projects, the ability to do so will also lead to future projects and on-going collaborations. A win-win for both your clients and your business.

 3)   Develop Strategic Partnerships

On-going collaborations are helpful for both you and your client, as they allow greater insight into businesses - resulting in more strategic partnerships. After all, if you work with a client for five years, you’re far more likely to understand not only what makes them tick, but key strategies to help them achieve results.

 4)   Decision making and Problem Solving

If you deliberate over decisions, clients will - at best - feel that you’re wasting their time (read: money), and at worst, not understand the value of your expertise to their business goals. Timely, informed decisions that account for facts, goals, constraints, and risks showcase your knowledge, ability, and confidence, as well as validate your value to clients.

 5)   Innovation

Finding creative solutions to problems means embracing innovation. Take a long-standing issue and find a solution for it. Discover a simpler way of working and implement it. Identify an area for improvement, and make it happen. Don’t take things at face value and simply go with the status quo. Innovation is key to making a real, valuable, tangible impact for your clients.

 6)   Drive for Excellence

No-one wants to give or receive a half-hearted effort so having a drive for excellence is a highly valued behaviour in consulting. This means the ability to identify areas for improvement, but equal desire and passion to make the changes happen via on-going enthusiasm and willingness to encourage the change of systems, workflows, procedures, and more. 

 7)   Effective Communication

 I can’t over-emphasise how important clear communication is as a consultant. You can have the best ideas in the world but, without the ability to effectively communicate them with your clients, they will fall flat. Taking your clients on the journey with you - making sure they understand your thoughts, ideas, and methodology - will help keep them invested.

 8)   Impact and Influence

In addition to communication skills, we must master the ability to persuade others into following a proposed course of action. You’ve been hired for a reason, and it’s not to follow blindly, but to share your subject knowledge and expertise in order to bring a positive impact. Speak up, using both emotional and rational reasoning.

 9)   Initiative and Ownership

Coming up with new ideas and solutions takes initiative, seeing changes through takes ownership. There’s no point in one without the other. To act as a responsible and reliable consultant you must take accountability for tasks and actions.

10)  Emotional Resilience

Projects don’t always run smoothly; I know I’ve had hiccups on my road to success. If you can acknowledge that setbacks do happen (and that they happen to everyone), take them in your stride, and learn something from them - you’ll be able to remain focussed and determined to complete assignments.

11)  Flexibility and Adaptability

Similar to the above, as consultants we need to be flexible. Adapting behaviours, processes and plans as projects - and clients - develop and grow. I would actually argue that changes should happen as we progress through projects, and that if nothing is changing, we should be identifying areas where it can.

 12)  Curiosity

As Steve Jobs often said: Stay Curious. And it worked out well for him. Curiosity is the key to learning and developing; as consultants we need a micro and a macro approach to this. Micro: learn about your clients, what works for them and what doesn’t. Macro: take the time to learn about your wider industry via white papers, attending conferences, and, well, reading newsletters like this one!

 13)  Self-Confidence

The key behaviours mentioned above are all well and good, but really amount to nothing if you don’t have the self-confidence to speak up, make a stand, and see your ideas through: from conception to implementation. To achieve a feeling of self-confidence and self-assurance it’s vital that you understand your own abilities and qualities. Thinking of everything you’ve achieved in your career so far is a good starting point.

14)  Self-Management

Likewise, without being able to manage your time, priorities, and resources, it will be difficult to get projects off the ground. Invest in project management skills to better understand effective ways of working.

15)  Professionalism

Last but not least: professionalism. With all the technical expertise and will in the world, if you don’t conduct yourself with professionalism, you’ll find doors closing around you, not opening. Being professional is simply the way you represent yourself in business and will likely mean something different for all clients. It could be anything from dressing well, turning up to meetings on-time, keeping calm in stressful situations, and being reliable.

I hope this list has shed some light on important areas for you to assess and develop, in order to help achieve your HR consultancy goals.

We have developed a 360-degree feedback questionnaire around these behaviours so that you too can get feedback as an independent consultant and for you to continue to develop in the role.

This also comes with the option of 1 x 1 coaching.

As always, if you’d like more information about how you can improve in any - or all of them, I have various ways in which I can help.

 -     To start your 360 Feedback:

-      Buy my book: Leap into HR Consulting

-    Attend a free Consulting Skills webinar

-       Join our HR Bootcamps

-       Contact me today for a Discovery Call

Until next time, onwards and upwards!

Sarah

Sarah Hamilton-Gill FCIPD

In the past two years, my team and I have supported over 100 new start up consultants. We know what it takes to succeed and have helped many people - just like you - to achieve their goals.

Confidence. It sounds simple but isn’t always easy to master. Often, we have some elements of it, but not others. The good news is, there are ways to build up your confidence.

There’s no shying away from the fact that to be an HR Consultant you need to be enthusiastic, friendly, positive, independent, and yes - confident!

You may have mastered many of these attributes but need a little help with finding your confidence.