Helping to grow businesses in the Human Resources industry

Tag: b2b sales (Page 1 of 2)

45 Ways To Make Your HR Consulting Business More Profitable

The coronavirus has put huge pressure on businesses in the Human Resources industry such as recruitment firms, employee engagement firms, and others.

Ben

Today I’m sharing an extensive list of 45 ideas to help make your HR consulting business more profitable.

Thanks to all the successful consultants from the HR industry who have shared their many excellent ideas, suggestions, and pieces of practical advice.

How To Run A Profitable Consultancy In The HR Industry [4 Categories]

To keep things organised, the profitable HR consultancy tips are divided into four broad categories:

  1. Financial Management
  2. Sales & Marketing
  3. Service Delivery
  4. Your People
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Growing A Coaching & Mindfulness Business – Rising Minds

Tim Segaller is an author and is Co-Founder & Director of Rising Minds – a coaching and mindfulness social enterprise that combines coaching with neuroscience-based mindfulness training.

Tim joined me on the A Better HR Business podcast to talk about:

  • Tim’s background and how and why he started Rising Minds.
  • What does Rising Minds do?
  • What is mindfulness and how does Tim convince corporate sceptics of its effectiveness?
  • How Rising Minds got its first few clients and what are the main marketing channels for getting new clients now?
  • What Tim sees coming down the road for HR & the world of work and how to get prepared for these changes.
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How To Sell HR Services (B2B Sales Advice)

Wondering how to sell HR services to employers? Listen in to B2B sales expert, Jamie Martin, for his advice on selling Human Resources services.

Jamie Martin is an award-winning sales professional who is passionate about sales training to help businesses grow by improving their gross sales.

Available Now: The B2B Sales Training for HR Consultants Course

B2B Sales - Jamie Martin

Jamie joined me on the A Better HR Business podcast to talk about:

  • How to map out or define a business’s sales process and sales strategy?
  • How to get more clients from LinkedIn now that it is so crowded since the coronavirus pandemic and what’s the right way to do messaging on LinkedIn?
  • What’s the best way to move someone from a LinkedIn conversation to a phone call?
  • What’s your recommended process for consultants to run a sales call on Zoom with a prospective new B2B client?
  • Many consultants in the HR world love brainstorming, educating, and sharing good ideas. The problem is, they can sometimes give away too much information or planning advice on a sales call to the extent that the prospective new client becomes convinced that they do it themself. What’s your advice on how not to give away the farm on a sales call?
  • How should people handle the old chestnut? – “Send us the details or a proposal and we’ll take a look at it.”
  • If a consulting firm is not converting enough sales calls into new clients, what should they do?
Available Now: The B2B Sales Training for HR Consultants Course
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Growing A Leadership & Learning Consultancy – With Greg Kinnaird

One of my favourite aspects of working in HR is the opportunity to observe. You’re often in a unique position to stand back and see what’s going on within an organisation and then help drive change to take things forward.

My guest on this podcast episode is one of the best observers and leadership change experts around.

Greg Kinnaird is an expert consultant, facilitator, and author whose business, Corporate Learning Solutions, partners with organisations throughout South-East Asia, South Africa, United Arab Emirates, and Europe to help develop their high potential leaders.

Greg joined me on the A Better HR Business podcast to talk about:

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Growing An HR Business In The US – Q&A With Missy Fulton

Missy Fulton is a creative global employer lawyer and strategic HR senior executive. As President & CEO of Chameleon Strategies LLC, a strategic HR and employment law advisory, Missy has dedicated her career to helping dynamic businesses grow by creating that fourth leg of the tape to solidify the business foundation.

Growing An HR Business In The US - Missy Fulton

Having “seen it all” between government, private and public corporations and startups, Missy has a unique and vast array of knowledge about what works and doesn’t work for emerging companies, to partner with any organization to set them up for success, get them out of systemic troubles, mitigate the risks going forward, and/or proactively plan for future growth.

Chameleon is founded on the core understanding that each organization evolves in its own distinct way. Understanding that distinction, Chameleon Strategies’ offerings provide the flexibility, growth opportunities, and thought partnering to pivot talent management and people strategy needs based on a company’s ever-changing business needs.

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Growing Silver Cloud HR

Silver Cloud HR works with organisations of all sizes to transform their HR and payroll processes.

As a whole-of-market HR technology consultancy, they deal with a wide range of HR, payroll, and associated systems, including CoreHR, Sage People, SelectHR, iTrent, SAP SuccessFactors, ADP, Peoplesoft, Workday and more.

The CEO and Founder of Silver Cloud HR, Helen Armstrong, joined me on the A Better HR Business podcast to talk about:

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How To Cope With Difficult Times And Get A Business Growth Mindset As An HR Consultant

Ever had low moments in consulting, lost a big sales pitch, or struggled to price your services at a level that you deserve?

Ask any elite business person or sports star, having the right mindset is crucial to success. I asked business coach and money mindset expert Nina Cooke for her advice to consultants in the Human Resources industry on how to get a business growth mindset.

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Growing A Skills Assessment HR Tech Company With Amit Mishra of Interview Mocha

Amit Mishra is a good luck charm for tech companies (find out why in this episode).

Amit Mishra - A Better HR Business

Amit is the CEO and Co-Founder of the highly successful online skills assessment company, Interview Mocha.

Interview Mocha is a leading provider of online assessment software for pre-employment skill testing.

The company serves over 1000 clients across the world.

The platform offers over 1500 skill assessments across all the major fields.

I spoke with Amit about how he and the founding team started Interview Mocha, about the future of HR, growing an HR Tech company, and much more.

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HR Business Growth Advice From B2B Sales Legend – Aaron Ross

I recently chatted with the hugely influential business leader, Aaron Ross, before his headline speech at the SaaStock tech conference.

Aaron Ross on how to grow an HR business

Aaron is a global keynote speaker and the #1 best-selling author of the classic B2B sales and growth book:

Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com”‘

Aaron has since gone on to write another best-seller called ‘From Impossible To Inevitable‘ which he wrote with the also legendary SaaS growth expert, Jason Lemkin.

From Impossible To Inevitable

From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion-dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years).

Regardless of the size of your business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records.

I’ve read the book and loved it. It will help you:

  • Pinpoint why you aren’t growing faster
  • Understand what it takes to get to hypergrowth
  • Nail a niche (the #1 missing growth ingredient)
  • What every revenue leader needs to know about building a scalable sales team

Discussion Notes

During our conversation in Dublin, we talked discussed:

✔️ 02:25 – The idea behind the best-selling book, Predictable Revenue.

✔️ 04:58 – When happened after Salesforce.

✔️ 06:17 – Advice for people wanting to take the plunge and start their own HR business.

✔️ 07:47 – How to nail your business niche.

✔️ 10:32 – Will you miss out on customers and clients if you focus in on a particular niche?

✔️ 13:40 – How to get the right balance between inbound and outbound marketing?

✔️ 15:29 – Jason Lemkin (Aaron’s also super successful co-author of the new B2B growth book).

✔️ 16:42 – Should you [the listener] write a book?

✔️ 25:11 – How to learn more about Aaron and his company.


Outside of writing best-selling books and giving headline speeches at conferences around the world, Aaron is Co-CEO of PredictableRevenue.com, which helps companies grow faster with outbound selling systems.

Aaron’s also a happily married family man with a tribe of children, who, if they’re anything like my kids, leave a joyful trail of toys and playful destruction wherever they go.

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Growing A Successful Recruitment Consultancy – Trapeze HR

In this article, I’m kindly joined by Harriet Lavender, Co-Founder of Trapeze HR, to talk about growing a successful consultancy in the Human Resources industry.

Harriet-Lavender - Get More HR Clients

Read on for our discussion on:

  • What Trapeze HR does and how it helps clients.
  • How Trapeze HR got its first few clients and the business’ main marketing channels for getting new clients now.
  • HR changes and challenges Harriet sees coming down the line and her advice to HR professionals and employers on how to face these challenges.
  • Harriet’s advice on how to grow an HR business.
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Growing A Business Process Outsourcing Company – With Ken Coyne of OpsTalent

Based in Wroclaw & Krakow in Poland, OpsTalent is a very successful outsourcing or ‘nearshoring’ company that delivers software development & multi-lingual customer support services for some of the world’s most innovative companies.

Key Coyne - OpsTalent

I spoke with Ken Coyne, Head of Technology at OpsTalent about how the business began (love was involved), how it has grown, and how the company partners with other HR companies and HR consultants.

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How To Expand Your HR Business Overseas – With Cynthia Dearin

Thinking of expanding your HR business internationally?

Cynthia Dearin

Cynthia Dearin is an international business strategist, author and keynote speaker.

She’s also the Founder of Dearin & Associates and the International Business Accelerator.

In 2015, Cynthia published her first book, Camels, Sheikhs and Billionaires: Your Guide to Business Culture in the Middle East & North Africa, which became an Amazon best-seller.

Her second book, Business Beyond Borders: How to Take Your Company Global is due for release in 2019.

We discussed:

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