Strategies for Re-engaging Past Consulting Clients

Sending “Congrats on the new role!” to a past champion is the sales equivalent of liking your ex's vacation post and thinking you’re dating again. Most sales teams have zero systems for past champions. They rely on reps to remember names, scroll LinkedIn, and maybe send a “Congrats on the new role!” DM. Meanwhile, elite teams treat past champions like a high-value pipeline source...because they are. Here’s how to turn past champions into a repeatable, high-converting channel: 1. Assign ownership & score champions Not every past champion is worth your team’s time. - AEs: Focus on decision-makers at target accounts - SDRs: Mid-market & expansion accounts - Marketing: Long-tail nurture for non-core accounts Scoring system: - High priority: Decision-makers (Director+) in ICP accounts - Mid priority: Senior influencers who could champion you again - Low priority: End users...nurture, but don’t prioritize for outbound 2. Enforce fast outreach (SLAs matter) Most reps wait weeks before re-engaging past champions. By then, competitors are already in. - Day 1: Personalized email referencing past partnership - Day 2: LinkedIn connection request - Day 3: Voicemail - remind them why they worked with you before - Day 5: Direct mail (if high-value) No lazy outreach. Instead of “Congrats on the new role!”, say: "When we worked together at [past company], you told me [insight]. Is this still a priority at [new company]?" We build all of this in UserGems 💎's Gem-E so it’s automated. It can actually pull in additional context like any previous closed lost notes at their new company, like: "By the way, Jane Smith from your new Marketing team checked us out last year; you might want to ask her for some thoughts?" 3. Multithread immediately Your past champion alone won’t close the deal. They need internal buy-in. - Ask: “Who else needs to be involved?” - Find new influencers via LinkedIn Sales Nav - Secure an internal referral before competitors show up Gem-E can also surface, prioritize, and even craft emails to these buying group members on your behalf. 4. Make it a pipeline KPI Past champions should drive 15-20% of your pipeline...but only if it’s treated like an actual motion. - Track it in CRM -> How many past champion-sourced opps? - Enforce SLAs -> Follow-ups within 48 hours - Leaderboard & spiff -> Gamify re-engagement If marketing is tracking MQLs and SDRs are tracking dials, why aren’t you tracking past champions? This isn’t a play. It’s a system.

When I first started consulting, I thought I needed a big audience, a perfect website, or the right cold pitch to land my first contract. I see a lot of new or aspiring consultants/coaches thinking the same thing. But the truth is your first client is probably someone you’ve already worked with. A former colleague.
A past mentee.
A school leader you supported. A colleague from your leadership development program. The problem is most you probable haven’t reached out to them in a minute. Sometimes we assume our network knows exactly what we are doing and will automatically think of us when an opportunity comes up. That’s not how it works. The reality is, people are busy. They may respect you, but they’re not sitting around thinking about how to hire you. You have to remind them. Instead of chasing new leads from scratch, take a moment to: 
✅ List 5-10 people you’ve worked with in the past who understand your expertise.
✅ Reach out and check in, not to sell, but to reconnect and see what they’re working on.
✅ Share what you’ve been up to and how you’re helping others. That’s how so many consultants/coaches land $5K+ contracts without pitching to strangers. They tap into the relationships you already have. If you’ve been overcomplicating the process, start here. Your next opportunity might be one conversation away. What’s been your experience with reaching out to past colleagues? Would love to hear in the comments. ⬇️

What would happen if you called every person you've done business with over the past five years? Seriously—pick up the phone and say something like: 👉 “Hi [customer/client], it’s Tyler. I know we worked together a few months ago, and I just wanted to check in to see how everything is going. Thank you, and I hope you have the best day!” Simple, right? But powerful. 💡 Now, imagine going one step further. Let’s say you remember a client loves ice cream or is a die-hard Chicago Cubs fan. What if you sent them a gift card to their favorite ice cream shop or a Cubs hat with a note that says: “Thank you for your business 18 months ago. I hope you enjoy this!” It might sound small, but small gestures can lead to big results. Here’s how you can generate more business starting today: 1️⃣ Make the call: Reach out to every past client with a friendly check-in. No sales pitch—just genuine curiosity about how they’re doing. 2️⃣ Add a personal touch: Think about what made your client smile while working together. A small gift or handwritten note can go a long way. 3️⃣ Revisit gratitude as strategy: Showing kindness when it’s least expected builds loyalty. Loyal clients refer others and come back. Ready to test it out? Start with five past clients today, and let me know what happens. What’s one way you’ve surprised a client and sparked a meaningful connection? Share your experience below! 👇 #BusinessGrowth #RelationshipBuilding #SalesStrategy

Your next big deal is probably with a past client.   Most consultants think growth means landing brand-new clients.   So they close a deal, deliver great work, and then move on. But here’s the truth: closing a client isn’t the finish line. It’s the starting point.   If you don’t go back and deepen that relationship, you end up chasing one-off projects instead of building a stable business.   Growth doesn’t always come from more clients. It comes from richer, deeper, longer engagements with the ones who already know your value.   Here are 3 ways to unlock that: 1️⃣ Re-engage past clients. Even if your positioning has evolved, their priorities may have too. 2️⃣ Expand inside existing accounts. Don’t stop at one department. Be the partner who spreads across the organization. 3️⃣ Shift from one-off projects to multi-year partnerships. Stop playing for quick wins. Play for contracts that compound.   The gold mine isn’t out there somewhere. It’s already in your past & existing client list.   #Consulting #BusinessDevelopment #GrowthStrategy