Many HR consultancies have deep expertise, but when your offer is too broad, too vague, or too similar to competitors, it’s harder to win work. By taking the time to clarify your services, you’ll build confidence, differentiate yourself, and make it easy for clients to choose you.
Changing how you think about value
A real-world example: Cornerstone Resources
What this means for consultancy leaders
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HR consultancy is growing fast. It's now worth more than 280 billion globally, up nearly 60% since 2019. That growth brings plenty of opportunity, but also new challenges.
For consultancy owners, it’s not about finding work. It’s about standing out, charging what your team are worth, and building something that doesn’t depend on you delivering everything yourself.
Clients are more savvy, tech-aware, and results-focused than ever. The old ways of relying on reputation or a long list of services aren’t enough. If you want to accelerate growth, the question becomes:
How do you create an offer that sets your business apart and helps your business grow without burning out your team?
For many consultancies, part of the answer lies in embedding systems, from HR software to digital delivery tools, that create scale without adding overhead.
On one side, people buy you — your reputation, your referrals, your relationships.
On the other hand, they buy the value of your business's offer. It's outcome-driven and easy to understand.
Most firms stay on the first side. But to grow, you need to "cross the rope" and make your value clear, even to someone who’s never heard of you.
Every client is standing behind one of four doors:
The goal is to build an offer that opens the fourth door. When you do that well, sales become less of a push and more of a natural next step.
There’s no one-size-fits-all model. But there is a mindset that makes the difference: clear offers, confident delivery, and systems that support growth.
The future belongs to consultancies that know what they stand for, package their strengths, and make it easier for clients to say yes.
If you’re ready to package your strengths and grow with confidence, we’d love to show you how Breathe and our Partner Programme can support that journey.
Angela Tsai is an offer coach. Her mission is to help Business Owners ramp up their money making abilities while doing what they love - one offer at a time.
Angela is a positioning and capability marketing expert. A pioneer in this area - her speciality is turning raw capabilities into well positioned offerings the market wants to buy.
She has extensive expertise in the positioning of global offerings for one of the top consultancy firms, as well as packaged high value propositions for some of the world's biggest brands and her clients today.
Having left the corporate world in search of more fulfillment and freedom, she now helps passion-driven solopreneurs turn their products or service into money magnet offers that are so good they sell themselves... while living the lifestyle they really want.
Hi I’m Rob, I’ve gained over 20 years of HR experience working for companies of different sizes in sectors ranging from Professional Services, Pharmaceuticals, Financial Services and Manufacturing. I’ve seen HR done in many different ways and am looking forward to helping your organisation achieve its full people potential. I am a part time HR Director with Brentwood Group, a leading Engineering Design Consultancy as well as providing HR Consultancy advice to many different organisations.
Although the majority of my career has been as an HR Generalist, I’ve also specialised in Employee Relations, Reward and Benefits and Process Improvement.