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katalyah  
#1 Posted : 24 November 2016 12:25:11(UTC)
Rank: Forum user
katalyah

Hi, This year I have set up my own independant consultancy and training business. It was a big step done out of necessity as my husband had 3 strokes and facing new responsibilities as a carer I was unable to work away as required in my old job and needed to be able to work around his needs. Now I have more time to work on the business now he's improving but have the pressure of it being our only income (he can't work). I am really good at retaining a customer once I get them as they like what I do and how I do it. My barrier is generating leads, getting that initial toe in the door. I have tried some focused direct mailings (writing personal letters to about 100 businesses in a target sector) I regularly attend a local networking group. I use social networking to spread the word And have an up to date responsive website. I wanted to pick your brains and ask what methods have other consultants found work for developing and capitalising on leads. Many thanks, Clare

Edited by moderator 24 November 2016 15:08:26(UTC)  | Reason: removed website

gpevans  
#2 Posted : 30 November 2016 13:56:55(UTC)
Rank: Forum user
gpevans

some of the parts I considered when i set up myself were the following:

what industry do you work in? networking is good along with word of mouth. i get a fair amount of work through linked in. 

look a your 'competition'(other consutancies) ... what do they do that you can do better? 

i found it''s better to specialise in a field rather than just saying ' i can do everything' .

find your neiche. something you are confidant in and look at what your ideal clients would be, look at the H&S roles they currently use, or maybe you can see a gap. network with them particuarly.

do you know any other consultancies that you could sub contract to? 

I am currently in my second year of trading as a ltd company and have more than doubled in size from year 1 to 2. i know i am way off still to where i want to be but hope that helps.

if you can retain clients that is half the battle. 

WatsonD  
#3 Posted : 30 November 2016 14:51:43(UTC)
Rank: Super forum user
WatsonD

You mention that you are good at retaining customers, so you already have some. Are you able to get them to recommend you to their collaegues/ clients. Perhaps an incentive for them for providing you with new clients, like some discounted training, etc.

bob youel  
#4 Posted : 06 December 2016 09:18:05(UTC)
Rank: Super forum user
bob youel

K.  Sorry about your troubles and great that U seem to be the kind of person that this area needs

Sales and marketing are the hardest parts of any business and I suggest that U keep going as U are & contact as many businesses as possible [i used to contact >a 1000 PA until I was established] using all means available

U need to tell this site what areas of work you cover and where U live as this would help

katalyah  
#5 Posted : 18 December 2016 13:46:37(UTC)
Rank: Forum user
katalyah

Hi. Thanks for your replies, and sorry it's taken me a bit to reply back. I attend a weekly networking breakfast meeting which has been great. My biggest client was a care home, I was going in once a week to deliver an hour of training to get their 40 staff through all the CQC require safety training and refreshing a range of other subjects. Was doing that for 15 weeks and they have promised to recommend me forward. I've also picked up some work with a law firm who specialise in employment law and hr, the put their clients through to me for safety and I've become their go to for independant investigations. I've also been doing a fair bit of work with building firms and some with hospitality again a lot of training, and sorting out policies and risk assessments etc. I've unfortunately just had my first incident where I had to walk away from a client. As they expected me to chose between ignoring my legal and moral responsibilty to act on imenent danger to her staff or work for nothing (basically wanted me to sort it out but wasn't willing to accept the hours on a time sheet). I am based in Whitby North Yorkshire. One of the main issues I've found is the culture in this area is one of "we don't need to do that, no one will know and who's going to check". I am a firm believer in collaboration rather than competition as such. Always happy to help other companies by passing referrals so subbing to another company is a good option. I'm currently exploring acting as a part time safety lecturer for a training company. I'm also one criteria off of completing my SDP (putting that one together as I type) so am hoping to get CMIOSH in the first half of next year. Fingers crossed.
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