An axiom of sales is that the hottest prospects are almost always current and previous customers. This tenet holds true for consultants, too.

The most successful consultants know that repeat business is essential and fundamental to a thriving practice. Yet, it is surprising to me that more professionals do not make serving and staying in touch with current and previous clients the cornerstone of their marketing plan. Hence, I was prompted to develop this booklet.

This booklet includes 49 of the best strategies for staying in touch with clients and selling repeat business without being perceived as a salesperson. The strategies result from my own experience in building a consulting practice that thrived on repeat business and from the suggestions of many successful consultants from across the country who have attended our "How to Develop a Profitable Consulting Practice" seminar.

As we move into the 2000's, consultant success will more and more be contingent on demonstrating - and sustaining - a client-centered business approach. Expertise and professionalism will not be enough. Consultants who will prosper will be those who consistently place the interests of their clients above their own and subtly yet persistently remind clients that they do so. The strategies described in this booklet are to serve that end.

Special thanks to Patsy Perkins for her editorial and production assistance.