Lost leads can be found again, if you don’t give up on them.
And, former clients can return, if the need arises; but, for that to happen, they need to hear from you. Former clients can also deliver viable new referrals, on the strength of a personal testimonial – but, only if they are reminded of who you are, and what you did for them.
So, it’s imperative that every law firm establish a method of consistent communications for outreach to former clients. And, the good news is that there are a number of ways to manage that. Perhaps the simplest method is to publish a newsletter that former client are subscribed to. Another tactic is to develop a closing process for your cases, so that you can deliver the client’s file in a memorable way. You can also keep your former clients abreast of office happenings, including holiday parties. If you’re in a practice area, where you may need to update your clients’ work product from time to time, it would make sense to keep in them in the pipeline for client alerts and updates. But, that’s not an exhaustive list; and, really – there is no wrong way to do it, so long as you continue to send out communications.
Everything old is new again, including the additional business your former clients can bring.