Retaining clients is easier than getting new ones, but that can be hard to do. They had an issue that I solved in the initial engagement, so where do I go now?
Finding new clients is the most expensive way to market your services. But they do bring new perspectives, stretch your consulting skills and grow your network.
While your client may not need the same services you provided in the past, your insight into their situation, needs and possibilities can be a source of additional services.
This requires staying in touch with past clients. Maintaining good communication after your initial engagement helps you establish a relationship of long-term advisor rather than being a "service provider".
Newsletters and emails are a more passive method of staying in touch. If they are more local, ask a clients to lunch or for 15 minutes of their time to catch up. Make sure you bring something of value to the meeting, such as industry research, a list of further insights related to your last engagement or the name of a person who may be a good resource for them. Be creative in staying in touch.