Focus on your target to grow your business

When an HR consultant walks in the door, we are only interested in one thing. Solve my HR Problem. This is why we (business owner, HR Manager, Operations manager) call them, or engage in their request. But the reality is often different.

When we come into the door, we try to impress with our knowledge. We believe what we know is the best way to solve their problems. But it isn't.

When I just started as an HR Consultant I lost a very great opportunity. I was called in by a growing company. They were known to focus on employee engagement and social responsibility. That happens to be my niche. But what they first needed was getting their HR compliance stuff checked and updated. Personally I don't think that is a big deal. You focus on the main elements and get it straighten out. In an organization of about 50 employees that shouldn't take you more then 20 hours.

Preventing that employees walk away is much more complicated and a huge treat for them (at least that was my opinion) And in my opinion that is really where their dollars should go. I was allowed to create a proposal. But that was it. The job went to an HR Consultant that was more capable of showing that she is very strong in the compliance aspect of HR.

Needless to say I was disappointed. The problem was not that I didn't understand what they needed. My problem was that I did not acknowledge that enough. What would have been a better approach is that I did what they asked me to do. Come with a plan to show us how we can get our compliance part taken care of.

When you as an HR Consultant want to impress keep those 4 items at heart when you want to close the deal (fast)

  1. Ask about their challenge
  2. Provide a solution for that challenge
  3. Provide a few example to show them your knowledge
  4. Don't do anything else
  5. Don't go too fast, don't provide information people cannot consume.

Try these 5 tips next time when you walk into the office of your dream client/company. Let me know how that went.

Mirjam IJtsma is the founder of Cultural Chemistry. She provides her clients with innovative HR Solutions. She is also sharing her knowledge with up and coming HR Consultants to provide them with the tools and skills to become an high in demand HR Consultants.

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