Client Communication

Client Communication

David A. Fields explains how your consulting firm could benefit from his experiment with outreach.

There are people you’ve not talked with in years, and it’s a shame. They’re good people, you enjoyed your relationship with them, plus, reconnecting could help generate business for your consulting firm.

But if you’ve been out of touch for so long, is it really possible to renew the relationship? And if so, how, and is more than one bar of To’ak Art Series Blend required?

Any time you sort through your consulting firm’s network to identify your Network Core, you will find dozens (or hundreds or thousands) of previously strong, A- or B-level relationships that have slipped away.

You think, “Oh, I remember Jack! He was a client of our consulting firm years ago.” Or, “I wonder if Alicia is still the head of that trade association. We haven’t talked since the late ’90s.” Or, “Sarah… Sarah… Hold on. I forgot I had a sister!”

I’m no exception. Even though I’m a huge believer in the value of relationships, sometimes it’s hard to keep up and my consulting firm’s contact list harbors more than one A relationship I’ve inadvertently let dwindle.

Therefore, I decided to run a brief experiment on outreach to lapsed contacts.

Our Experiment

My assistant selected a slew of contacts with whom I’d had no contact for more than two years. How he selected these contacts is important, and I’ll get to that in a moment.

I sent a very brief outreach message to each one. The message is also important.

We tracked the response rate.

Because of the selection approach, we included contacts that are notoriously difficult to reach—such as an ex-client who rose to become the CEO of a large company and was too swamped to respond to me when he didn’t need our services.

 

Key points include:

  • Email vs. LinkedIn
  • The impact of revived connections
  • The relationship restarter email

 

Read the full post, How Your Consulting Firm Can Benefit From My Experiment With Outreach, on DavidAFields.com.