You’ve done the hard part! You found a potential client, you earned their trust and their business, and you have or are delivering a spectacular project. You’ve asked for feedback, and the client has said emphatically: “Yes, I am very likely to recommend you to a friend or colleague!”

With many clients, a significant amount of time elapses between the end of one project and the start of another. This is typically the time when the relationship with that client lies fallow. Yet, this is also the ideal time to ensure good references, get referrals, and demonstrate value from the engagement. This presentation talks about why that gap exists, what can be done during the gap (by both marketing and business development) to help you win business from similar clients, and how to ensure that the relationship with that client remains solid until the next project opportunity.