For agencies and consulting firms, the quickest way to generate revenue often lies in re-engaging past clients and lost opportunities. These prospects are already familiar with your firm. While previous timing or alignment may not have worked out, business priorities change, and your solutions continue to evolve. Reintroducing yourself can spark new opportunities and promote growth.

Here’s a seven-step strategy to help you re-engage these valuable accounts:

1. Identify Target Accounts

Review your CRM for dormant clients or lost pitches where you were a finalist. Segment and prioritize accounts based on deal size, industry relevance, and alignment with your expertise.

2. Research and Personalize

Dive deep into account and contact insights, identifying who within your firm has relationships with the target. Understand recent changes, such as leadership shifts or new initiatives.

3. Reassess and Refresh Offerings

Evaluate which services or solutions best meet the client’s current needs. Consider an approach to reignite interest, such as offering a free workshop or sharing updated case studies.

4. Build the Outreach Plan

Develop a content strategy that highlights your solutions through thought leadership. Utilize a multi-channel approach, including email, LinkedIn, direct mail, and phone outreach.

5. Execute the Campaign

Send personalized communications referencing past interactions. Use sales technology tools to track engagement and follow up systematically.

6. Optimize and Adjust

Monitor engagement metrics such as open rates, response rates, and meeting bookings, and refine your approach based on this data.

7. Convert and Build Long-Term Value

Schedule meetings to discuss current objectives and maintain regular communication to nurture relationships.

By leveraging existing relationships and staying proactive, you can uncover opportunities that may otherwise go untapped. Consistently implementing this strategy will help rekindle dormant connections and position your agency or consultancy as a trusted, long-term partner.

Ready to land 6- and 7-figure opportunities for your agency or consultancy predictably? Book a call with us today to explore if our Relationship-Making process can unlock growth for your firm.