Once You Earn the Business—Keep It!
One of the most common reasons that clients take their business elsewhere is the lack of service when service providers and vendors get lax or take their business for granted. Most organizations are set up so rainmakers have a support team to maintain the business once it is acquired. This in itself is dangerous.
Clients typically sign on with an organization because of the rapport established between the individual and the rainmaker. If your organization is set up to delegate business to an in-house team member shortly after it is acquired, you still have one major responsibility. You must contact clients a few times a month to confirm that they are in fact pleased with the level of service extended to them. ...
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