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How Long Should You Wait Before Contacting a Consulting Prospect Again?

A client asked me the following question about outreach:

Let’s say I reach out to Sally and she doesn’t respond, how long should I wait before reaching out again? What if we have a conversation and it doesn’t lead anywhere; then how long should I wait before contacting her again?

My reply to the consultant was:

This depends a lot on the strength of your relationship to begin with. It also depends on how many contacts you have!

As a general rule of thumb if Sally is a strong relationship but doesn’t call back, I wait a week. If there’s still no contact then I schedule for a month out, then the next quarter. If Sally is a “B” relationship I jump right to the month delay.

If Sally and I have a conversation, I always schedule the next date to connect—that I don’t have to wonder when to call next. Usually 3-6 months is a good cadence.

Do you have a rule of thumb you follow for outreach? Please post your thoughts and experience below.


You can see more discussion of this question by joining the Solo Consultant’s Network on LinkedIn.


  1. Diana
    January 27, 2016 at 11:10 am Reply

    David, I noticed that your posts that don’t appear in my inbox also don’t have any comments from readers. Is it possible your mail service is hiccuping?

    • David A. Fields
      January 27, 2016 at 3:37 pm Reply

      Diana, you have discovered the secret, hidden value on my website. Seriously, I don’t notify my followers about the Q&A posts like this one, but there are plenty on the site to look through for those who want to peruse the content. At some point I’ll have a “categories” feature that will make it easier to access.

      Also, I post virtually all of these Q&As on LinkedIn’s Solo Consultants Network, where we frequently have discussions about the Q&As and other topics.

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