In this Scenario:
- My client’s new general counsel doesn’t like us...
- Asking for more work without appearing greedy or pushy
- We are on a panel, but there is no work coming our way...
- We are pigeon holed by the client...
- The client is being sold...
- A deadly slow courtship... is it going anywhere?
- Broken bones can mend stronger – your approach can turn a negative client situation into a better relationship, if handled with real care.
Client relationship scenarios described by senior practitioners in professional service firms
Renewing contact with old contacts
Q “I had a very good contact in one of our major supermarket clients but she left to move elsewhere about 2 years ago. I know I should have kept in touch but I was swamped with work at the time. I have just heard she has been promoted in her new organization (non client). How do I renew contact with her without it looking like crass marketing and bearing in mind my abject failure to keep in touch?”
A
You have to try and get the relationship back to where it was 2 years ago – by reminding the client
that you care about her business and that you have something of value to offer before you make any
overt enquiries into work opportunities. It may be helpful initially to assess objectively the
strength of your previous relationship – your initial approach will depend on that. You have the
perfect opportunity to renew contact by congratulating her on her appointment – don’t delay on
that – something personal eg a handwritten note, card, flowers, possibly an invite to meet a mutual
contact to “catch up” i.e. no overt marketing but a genuine attempt to catch up and
celebrate her promotion.
If you do meet or are able to talk to her on the phone (both infinitely preferable to email), be
armed with another opportunity to keep in touch – eg an invite to an industry function, a meeting
with a third party, non salesy but worthwhile for her. If she raises work opportunities right at
the outset, - great - if not, continue to offer opportunities or information that will be of use
to her in her new role. Try early on to establish with clarity what that new role is and that will
help you to think of ways to help and support her.
When do you ask for work opportunities? When you feel you have earned the right to do so or
perhaps a little bit before then.