Tools · Marketing for consulting firms
What a job change is worth
What the people who know your partners' work bring in when they move to new companies.
Of all those sources, the past client who moves is the one I see firms track least. Everyone who hired your partners or worked beside them on an engagement will change jobs at some point, and each move puts someone who has seen your work up close inside a company where nobody else has. Whether she brings you in depends on whether she thinks of your partners when her new boss asks who she's used, and that depends on whether she has kept seeing their work since the last engagement ended. Put your own numbers in below.
What a job change is worth
What the people who know your partners' work bring in when they move to new companies.
Each year about 30 people who know your partners' work start at a new company, usually one where nobody else has heard of your firm. If 10% of them bring you in, that's 3 engagements a year, worth about $450K in first engagements alone.
Example values; set your own. Counts one first engagement for each person who brings you in and leaves out any follow-on work.