Consulting - courting new clients

[Anonymous]

I work in communications at a very small firm and recently it's been recommended that I help bring in new clients.

I have an extensive network of contacts from my past positions at other firms - mostly former colleagues that have scattered around town.

How shameless should I be in reaching out to people?

Is it bad to reach out to people I haven't been in contact with for a couple of years to reconnect for a drink or lunch?

What's the best way to ask them if they need any help from an outside consultant?

Thanks for any advice and help...this is really new for me.

[Anonymous]

You should share that you are in this position now, and that the firm excels in XYZ which they might find helpful because they work on XYZ, and would they like to have coffee to learn more. Sound like a human and not like a form letter, and be authentic about wanting to provide help.

[Anonymous]

People do this to me all the time (I employ a lot of consultants) and it doesn't bother me at all. If I identify a great new consultant/organization that can help my employer in an area where we need assistance, that makes me look good. So I am always happy to get lunch/coffee with a former colleague to hear their pitch.

[Anonymous]

You should always be in contact with your network and not just for a sales pitch. Also, Chamber of Commerce meetings are a good way to meet new people.