Bringing Old Contacts to Your New Company

Why Your Contacts Matter When Changing Jobs

Sales professionals often bring more to a new role than their ability to close deals, though closing remains the primary expectation from most employers. Your network of contacts, built up over years of relationship building, can be a genuine asset when moving to a different employer.

In certain sales sectors, companies hiring experienced salespeople expect them to arrive with established connections. This is common in industries where client relationships are transferable, though not universal across all sales roles. Understanding where your sector sits on this spectrum helps you position yourself properly during job negotiations.

That said, there are right and wrong ways to bring old relationships into a new role. Getting this wrong can damage your reputation or land you in legal trouble.

Understand What You Bring to the Table

Before starting a new position, take stock of what you actually offer. Your sales skills matter, but so does your ability to generate business through existing relationships.

Think about the deals you have won previously and the targets you have met. Consider which clients have followed you between roles in the past, and which ones you have maintained contact with purely through your own efforts. These factors contribute to your commercial value.

This self assessment is useful for two reasons. First, it helps you negotiate a fair salary and commission structure. Second, it gives you realistic expectations about what you can deliver in your first year.

Reflect on your actual strengths, particularly regarding your network. Some contacts will follow you regardless of where you work. Others are loyal to your previous employer rather than to you personally. Knowing the difference prevents embarrassment later. Consider too how your existing relationships align with your new company's strategic goals and target markets.

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Check Your Legal Position First

Before you contact anyone from your old client list, review your previous employment contract carefully. Many sales contracts include restrictive covenants that limit what you can do after leaving.

Common restrictions include:

• Non solicitation clauses that prevent you from approaching former clients for a set period
• Non compete clauses that restrict working for rival firms in certain areas or sectors
• Confidentiality obligations covering client lists and business information

These clauses can be enforceable in the UK if they are reasonable in scope and duration. Courts will usually uphold restrictions of six to twelve months, though they carefully scrutinise whether the restrictions protect legitimate business interests. Much depends on your seniority and the nature of the business.

If you are unsure whether a restriction applies to you, consider getting legal advice before making contact with old clients. ACAS provides general guidance on employment contract terms. The Chartered Institute of Personnel and Development offers resources, and union members often have access to legal cover. A solicitor specialising in employment law can review your specific situation.

Your new employer may also have views on this. Some companies actively encourage you to bring contacts. Others prefer a cautious approach to avoid disputes with competitors.

Building on Old Relationships Properly

Once you understand your legal constraints, consider developing a thoughtful strategy for engaging with former contacts.

A brief, straightforward message letting them know you have moved roles is usually acceptable, provided it does not breach any restrictions. Keep the tone informational rather than pushy. If they want to do business with you at your new company, they will let you know.

Remember that some contacts may prefer to stay with your old employer, and that is their choice. Pushing too hard can damage relationships you have spent years building.

In time, your network will grow to include new connections made at your current company. The contacts you bring with you are a starting point, not the whole picture. Your ongoing ability to build and maintain relationships is what will sustain your career in sales over the long term.