For EHS consultants: how did you get from your first client to consistent work?
I’ve been in EHS for 14+ years and hold my CSP. Most of my career has been on the corporate side—EHS management systems, auditing, ISO 14001/45001, program development, systems implementation/automation, and contractor compliance.
I recently started doing some independent consulting on the side and landed my first client. It’s been a great engagement and confirmed that I genuinely enjoy the consulting side of the profession.
What I’m struggling with is figuring out how people make the jump from that first successful engagement to a consistent pipeline.
For those here who consult independently or have done it in the past, how did clients #2, #3, #4 actually happen?
Was it mostly referrals and word of mouth? Former professional relationships? Subcontracting for larger consulting firms? Networking with contractors? Industry associations? Something completely different?
I’m particularly curious about people who started while already having substantial EHS experience rather than starting a consultancy as their full-time job on day one.
I know there’s no magic formula, but I’d love to hear what actually worked—and what turned out to be a complete waste of time.