Farquharson/Tedesco on Business Development: Don't Give Up on 'Lost Causes'

When you're trying to revive long-dead relationships, you might as well take a chance and get a little creative. Try sending them a "we've changed" letter, complete with a list of your prior shortcomings and what you've done to correct them. Self-deprecation may be just the icebreaker you need. No matter what you say and how you say it, remember that honesty may be the biggest factor in whittling down your "lost causes" file.