Having applied health psychology to health and safety for over 20 years, here I share my reflections on providing consultancy to industry on promoting workforce safety and well-being. I will focus on lessons learnt in winning work, with an emphasis on securing contracts that provide the consultant with a return on investment. Without this, any forays into consultancy risk being short-lived, even with a happy client. I will explain how health psychologists’ training in scientific processes can, in my experience, lead us to undervalue our expertise. I will challenge such doubts. I consider the groundwork necessary for putting the consultant in a position where they can win work, including establishing networks, developing a ‘thought leadership’ reputation and establishing a ‘win-win’ rapport with influential contacts. For opportunities that do arise, I will discuss how enquiries should be addressed, including client motives. Since the consultant’s proposal dictates the contract, I include some ‘dos’ and ‘don’ts’ in contract creation, distinguishing client-facing from research proposals. I consider strategies for managing scope creep and seeding ideas for future contracts. Throughout, I will utilise experiences in working with companies from different industry sectors, and of different sizes ranging from small businesses to multinationals.