Beyond the first project.
WHAT PRODUCES REPEAT WORK
Delivering well Staying in contact Being remembered when the next need arises
THE FORGETTING PROBLEM
Clients do not maintain a list of suppliers.
They use whoever is in front of them.
WHAT TO DO
Contact them periodically, usefully Note when they might need you again Follow up after a period
WHAT TO SEND
Something relevant to them Not only a message asking for work
FOR PREDICTABLE NEEDS
If the work recurs annually, diarise it and contact them beforehand.
WHAT TO OFFER
Something additional they might need Maintenance or ongoing support
THE ONGOING ARRANGEMENT
Converts a one-off client into recurring revenue.
Worth proposing at completion.
WHAT TO TRACK
Which clients have not been in contact Which returned, and why
WHAT TO REVIEW QUARTERLY
Clients you have not heard from.
Then contact them.
