Something a little different today. We’re still looking at how Human Resources businesses find new clients but, this time, we’re looking at a relatively new business, as opposed to some of the companies I’ve spoken to that have been in operation for over a decade.

We’ll hear from Mary Holmes about her exciting new Human Resources consultancy, Capstone HR Partners.

This is part of a four-step strategy to get more customers and clients in the Human Resources industry.

How To Get More HR Clients – Q&A With Mary Holmes

I’m always interested to learn from and help new HR businesses, particularly after my embarrassing start years ago, so here’s what I asked Mary in our brief chat:  Get more HR clients - Mary Holmes

  1. Do you focus on a niche within the market or do you serve all businesses?
  2. What are some effective ways you have acquired new clients?
  3. Any ineffective ways to find new clients?
  4. Any tips/thoughts on how to speed-up the buying process (ie. how to get new clients to sign-up faster)?
  5. Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?

Let’s get into it but, first, don’t forget to join my mailing list for more business marketing insights . . .

Introduction – Why Set Up Your Own HR Business

Before we get into the questions, I wanted to share a nice snippet from our conversation which demonstrates the power and positive feelings that can come from creating your own HR business.

I know that Mary is very experienced with a wealth of HR knowledge. She has an extensive track record of success directing multifaceted HR operations for small and large organizations in diverse industries across many states in the US and internationally.

Still, I couldn’t help asking Mary how she felt about going out on her own and setting up a new business. This was her reply:

My first client, Quantum Search Partners, has made this path energizing. They were so pleased with the work product I provided it gave me such a sense of joy in knowing that I was able to help them in an area that they needed support with. I have a great relationship with the management team and I look forward to continuing that relationship with them.

Excellent work, Mary!

Now, on with the questions . . .

Q1. Do you focus on a niche within the market or do you serve all businesses (if so, how do you try to stand-out from competitors)?

In the DC metro area there are several boutique and larger firms that provide services in all aspects of HR.

However, my primary focus is in a few core areas that tie directly to business strategy.

Our offerings are to work with the small to mid-size business to help the organization to achieve their business goals.

I have a strong background in working with small businesses tying the business strategy to the human component of the business which has afforded the companies exponential growth as well as strong employee engagement.

How To Get More HR Clients QandA

Q2. What are some effective ways you have acquired new clients?

As I mentioned, I’ve recently started my company and the best way that I’ve acquired new clients has been through word of mouth.

My capabilities and work product have afforded me referrals to other clients where I’ve obtained more work.

Outside of word of mouth, I am still working on general marketing of the organization.

Q3. Any ineffective ways to find new HR clients? 

I have only utilized word of mouth campaigns that have been effective; however, this is only limited.

I am currently putting together a mail marketing campaign to local businesses in and around the Prince William and Fairfax County area targeting small businesses.

Q4. Any tips/thoughts on how to speed-up the buying process (ie. how to get new clients to sign-up faster)?

I have a great mentor and friend who I used to work with approximately 5 years ago who has had tremendous success with his businesses.

The one piece of advice that I’ve taken and that has helped me is after meeting with a prospective client to schedule a follow-up meeting and provide the client with information on how my organization will save them time, money, and provide exceptional service.

In doing this, I have been able to add one additional client to date (as I mentioned, this is a slow start process).

Q5. Can you share some tips on interesting people, websites, tools, podcasts, or books to check out to help grow a business faster?

I always enjoy utilizing the free webinars that some vendors such as Bamboo HR provide simply because they bring thought leaders together to discuss current topics on HR. By weaving in the topic discussions into my business outreach, it has helped me stay fresh and ahead of the competition.

In addition, I always suggest reading books on emotional intelligence and from Steven Covey.

Ben’s Note: Check out Marcel Schwantes’ article on the 20 best emotional intelligence books to read before you’re 30 (no one has to know if you’ve passed that milestone).

For me personally, I also read books and listen to podcasts on mindfulness. By understanding yourself and being “in the present” it makes it easier for potential clients to recognize you are truly engaged in what their needs are.

Conclusion – How To Get More HR Clients

Some nice ideas, insights, and good ol’ fashioned hustle here from Mary. I wish her all the best for her new business.

If you’d like to get in touch with Mary, you can find her here: Mary Holmes on LinkedIn.

To visit the business, click here: Capstone HR Partners

For more tips and ideas, visit the blog to grow your HR business faster.