Across the Pond: How to grow your Insight Agency Across the Pond: The Hidden Value of Lapsed Clients - Strategies for Re-engagement
Mar 5, 2026
They explore why past clients get overlooked and how to rethink the language around them. They outline practical ways to stay visible through content, events, and targeted outreach. They cover auditing former accounts, spotting fresh opportunities, and designing a deliberate re-engagement plan. They highlight authentic, value-led contact and tracking signals to time follow-ups.
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Change The Language Around Former Clients
- Avoid the term 'lapsed clients' because it normalises losing contact and gives permission to let relationships fade.
- Paul Griffiths prefers 'clients you're not working with currently' to keep engagement intentional and ongoing.
Put Reengagement In Your Plan And Assign Owners
- Make re-engagement a purposeful part of your 2026 sales and marketing plan and assign ownership for each relationship.
- Use a revenue-by-client report from your accounting system to identify who stopped paying over the past five years.
Reach Out With A Simple Catch Up Request
- Reconnect with direct, non-salesy outreach: request 15 minutes to catch up rather than pitching.
- If you haven't burned bridges, former clients typically accept a simple catch-up invitation and trust builds before selling.