The Secret To Sustainable Growth = Marketing To Former Clients

If you want to grow a consultancy practice you have to be great at not just attracting new clients, but managing accounts of past clients as well. Here's how we do this at FeverBee

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Long-Term Growth Will Come From Past Clients

If you can’t engage past clients, you will struggle to build a sustainable consultancy practice

The best predictor of future behavior is past behavior.

Thus the people most likely to hire you in the future are those who have hired you in the past.

Yet it’s pretty common to work with a client, end things on good terms, wish each other well, and then never speak to that client again.

I speak from experience. This is precisely what I did for my first few years in consulting. I’d have successful projects with clients and wish them well with the rest of their lives.

Occasionally they would get back in touch with questions or ask about additional work, but it was always waiting on them. I had no plan (or intention) to deliberately stay in touch with them.

Why would I? The engagement was over.

That was dumb. If the client engagement went well, you absolutely should b…