Overview

Building a successful health and safety consultancy requires more than just technical expertise. It demands strong business acumen, strategic networking, and an unwavering commitment to continuous learning. In this blog, we explore Simon Walter’s journey in establishing Rhino Safety Limited and the lessons he shares on building a thriving consultancy.

Simon and his wife Kate built their consultancy from the ground up, scaling it to six figures in its first year. This conversation provides a critical perspective on the realities of running a consultancy, covering business challenges, networking, branding, and the mindset needed to succeed.

How to Build a Healthy and Safety Consultancy Part 1 – With Simon Walter

One key takeaway from Simon’s experience is the complexity of health and safety consultancy. Many believe that safety issues stem from non-compliance. Nevertheless,  Simon argues that the real problem is complexity. There’s no universal solution to safety. Instead, it requires an adaptable approach.

Simon’s consultancy, Rhino Safety Limited, was established in 2015 and has grown to serve over 130 clients nationwide. However, the journey wasn’t without challenges, especially during crises like the COVID-19 pandemic, which forced them to adapt quickly. Some clients needed payment holidays, while others in hard-hit industries, like aviation and events, had to cut ties. Despite this, Rhino Safety found ways to continue delivering value, reinforcing the importance of resilience and adaptability in consultancy.

The Foundation of Rhino Safety

Simon didn’t want his business to be a solo operation under his name. Instead, he envisioned a brand that could grow beyond him. The name Rhino Safety was born out of the need for a strong, memorable identity that would reflect the company’s values: strength, security, and resilience.

Finding the right business name was challenging. Many names were already taken, and securing a domain was another hurdle. Eventually, Simon’s passion for rugby, specifically his favourite team, the Leeds Rhinos, inspired him. This led to the creation of Rhino Safety, a brand that not only stood out but also aligned with their long-term vision.

The Importance of Business Mentorship

From the very beginning, Simon and Kate recognised the importance of surrounding themselves with experienced mentors. Simon’s father, who owned a printing company for over 40 years, provided valuable business insights. Additionally, they joined a business mastermind group, which helped shape their entrepreneurial journey.

One key lesson Simon learned from their mentors was the importance of financial preparedness. A former boss advised him to always have three months’ worth of operating costs saved up. This principle later proved invaluable during the pandemic.

The Struggles of Launching a Business

Starting Rhino Safety was a challenge. Many new entrepreneurs balance a full-time job while growing their business on the side. Simon and Kate, however, had no backup plan. Their full focus was on making the business work.

One of the most effective strategies they employed early on was networking. Rather than waiting for clients to come to them, Simon reached out to competitors, offering potential collaboration opportunities. This unconventional approach resulted in several partnerships, leading to referral work that helped establish Rhino Safety in the market.

The Role of Networking and Giving Back

Simon and Kate believed in giving back to the community, which helped them gain visibility. They provided pro bono health and safety services to charities, which helped non-profits and also led to referrals and a strong business reputation. This charitable work eventually won them a business award for community contribution, further solidifying their brand.

They also engaged in networking groups, tested different approaches, and refined their strategies based on what worked best for them. The key takeaway? Not every networking group will yield results, and trial and error is necessary to find the right fit.

Selecting the Right Clients

A fundamental value at Rhino Safety is working only with the right clients. Simon and Kate are firm believers in maintaining a positive business culture. This is also why they famously have “We Don’t Work with Dicks” displayed on their office wall.

This philosophy is essential when dealing with a client who consistently missed payments and disregarded safety recommendations. One of their consultants pointed at the wall and reminded Simon of their values, prompting them to terminate the contract. This decision underscored the importance of standing by one’s business principles and ensuring that clients align with company values.

Transitioning from a One-Person Business to a Team

Initially, Simon and Kate had no plans to hire employees. Nevertheless, as demand grew, they faced a choice – either cap their client intake or expand their team. Despite initial hesitation, particularly due to Kate’s employment law background and the challenges of hiring, they decided to expand.

Their first hire marked a turning point, and engaging a business coach helped them navigate this transition. The coach provided an objective perspective, validated their financial readiness, and guided them through their hiring process. This decision set Rhino Safety on a path to sustainable growth.

Final Thoughts

Simon’s journey offers invaluable insights for anyone looking to start a consultancy. There’s never a perfect time to start a business. You have to take the leap and commit to making it work. Waiting for the ideal moment often leads to missed opportunities. Financial preparedness is also crucial. You need at least three months’ worth of operating expenses as a safety net when challenges arise.

Networking plays a role in business growth, but it’s not a one-size-fits-all approach. Some groups and strategies will work better than others, so it’s important to experiment and refine your methods. Another factor is selecting and working with those who respect your expertise and align with your values.  This will lead to stronger and more productive relationships. Finally, having a mentor or business coach can make a huge difference. They offer objective advice, help navigate challenges, and provide insights that can accelerate growth.

Part two of this series will explore the details of running a consultancy, managing staff, and using social media to grow a business. Stay tuned!