Ready for More Clients? Networking Tips for HR Consultants

Introduction

For over 15 years, I’ve had the privilege of growing my HR consulting business from the ground up. If there’s one thing I’ve learned in that time, it’s that networking is more than just a buzzword—it’s the lifeblood of your business. And no, it doesn’t have to feel forced or transactional. Done right, networking will build meaningful relationships that bring in new clients and help grow your reputation as an HR expert.

Whether you're just starting out or looking to expand your client base, these tried-and-true networking tactics will help you connect with the right people and grow your HR consulting business.

Focus on Building Long-Term Relationships

In my early years, I made a big mistake: I treated networking like speed dating. I was quick to pass out business cards, pitch my services, and move on to the next person. Spoiler alert—it didn’t work. Over time, I realized that the best clients didn’t come from quick chats or rushed introductions. They came from relationships that I took the time to nurture.

Offer Value First

Instead of leading with a sales pitch, lead with something valuable. It could be a quick HR audit, a resource on employee retention, or even just some helpful advice. I once attended an industry event where I overheard a business owner complaining about turnover. I offered to send her an employee retention checklist I'd put together, no strings attached. A month later, she called me up for a full HR consulting package.

Take Time to Follow Up

Networking isn’t a one-time thing. Following up is just as important as the initial conversation. I make it a point to send a personalized message within 48 hours of meeting someone new, whether it’s a quick email or a connection request on LinkedIn. It shows you're serious about building a relationship, not just adding another name to your contact list.

Leverage Professional Associations and HR Communities

If there’s one place HR professionals and consultants can find a treasure trove of networking opportunities, it’s through professional associations like SHRM (Society for Human Resource Management). In fact, joining my local SHRM chapter was one of the best decisions I ever made.

Get Involved in Local and National Organizations

Don’t just join—get involved. Attend events, sign up for workshops, and participate in webinars. Better yet, offer to speak or host a session. In my case, leading a breakout session on compliance issues at a SHRM event not only positioned me as an expert but also led to three long-term clients.

Write Thought Leadership Articles

If public speaking isn’t your thing, consider writing articles for association newsletters or blogs. Thought leadership is one of the best ways to showcase your expertise without being salesy. I’ve had business owners reach out after reading my articles on employee engagement and ask how I could help them with similar challenges.

Create a Referral Program

In my experience, referrals have been one of the most reliable sources of new clients. Word-of-mouth marketing is incredibly powerful, and it doesn’t cost you a thing—other than stellar service, of course.

Reward Current Clients for Referrals

After I launched my referral program, I noticed an immediate uptick in new business. Here’s how it works: current clients who refer new business receive a 10% discount on their next service or a complimentary one-hour consultation. It’s simple, but it works.

Don’t be afraid to ask for referrals, especially from clients who are satisfied with your work. Many people are happy to recommend you—they just need a little nudge.

Make It Easy to Refer You

Give your clients the tools to refer you. Whether it's an easy-to-share digital flyer or a referral link on your website, make it simple. I once created a referral landing page with all the details, and it turned out to be one of my best marketing investments.

Attend Industry-Specific Networking Events

When I first started consulting, I made the mistake of attending every networking event I could find. While I did meet some great people, I wasn’t always connecting with the right audience. Over time, I realized that focusing on industry-specific events was far more effective.

Target Niche Markets

If you specialize in HR for certain industries (e.g., healthcare, tech, or finance), attend events specific to those markets. For example, I once went to a tech startup conference because I wanted to connect with founders who might need HR help as they scaled. That decision landed me two ongoing clients in the tech sector.

Do Your Homework

Before attending, do some research. Find out who the key decision-makers are and what their biggest HR pain points might be. That way, you can tailor your conversations to show how you can help with their specific challenges. I’ve found that having a relevant case study or success story in your back pocket works wonders.

Use LinkedIn as a Powerful Networking Tool

LinkedIn has become my go-to platform for business networking. Early on, I didn’t use it to its full potential. But once I started posting regularly and engaging with others, I noticed a steady stream of inquiries from business owners who needed HR help.

Share Thought Leadership Content

Consistently posting valuable content is one of the best ways to get noticed. I’ve posted everything from quick tips on compliance to in-depth articles on employee engagement, and it’s helped establish my credibility. A few months ago, I posted about changes in labor laws, and it led to a connection with a business owner who later became a client.

Engage with Decision Makers

LinkedIn’s advanced search feature allows you to find and connect with business owners, HR leaders, and other decision-makers in industries where you want to offer your services. Don’t just send a generic connection request—take the time to write a personalized message. Once connected, engage with their content and be helpful without pushing for a sale immediately.

Partner with Complementary Service Providers

Some of my best clients have come from partnerships with other service providers. Think payroll providers, accountants, or even IT consultants—anyone whose clients might need HR help.

Create Mutually Beneficial Partnerships

One of my most successful partnerships was with a local payroll company. We created a joint offering that provided both payroll and HR services to small businesses. This not only helped both of our businesses grow, but it also gave clients more comprehensive solutions.

Offer Bundled Services

If you can, create bundled service packages with your partners. For example, if you're working with an accountant, offer a joint package that includes HR compliance and tax services for small business owners. It’s a win-win for everyone involved.

Engage with Online Communities and Forums

Don’t overlook the power of online communities and forums. In recent years, I’ve had great success participating in groups for small business owners and HR professionals. Sites like Quora, Reddit, and even Facebook have communities where business owners are actively looking for HR advice.

Answer Questions and Offer Help

When you engage in these communities, focus on being helpful first, not self-promotional. For instance, I’ve answered questions about compliance on Quora, and in many cases, people reached out privately to ask for more help. This kind of organic networking is low-pressure but high-reward.

Develop Your Personal Brand

Finally, your personal brand can be one of your strongest networking tools. Over the years, I’ve found that developing a consistent online presence has helped me stand out in a crowded market. I started by blogging, but I’ve since expanded to video content and even webinars.

Start a Blog or YouTube Channel

Sharing your expertise through content creation—whether it's written, video, or audio—can position you as a thought leader in the HR space. I started by writing a weekly blog about HR challenges small businesses face. Eventually, that blog turned into regular speaking opportunities and new clients who valued my insights.

Conclusion

Building a client base as an HR consultant isn’t something that happens overnight. It takes time, effort, and a willingness to build genuine, lasting relationships. By focusing on providing value, getting involved in professional communities, and using modern tools like LinkedIn and online forums, you can grow your network and attract the right clients. The key is consistency—keep showing up, keep offering value, and watch your consulting business thrive.