Many (most of you?) know the scenario-you have a client who accounts for a large, sometimes very large, percentage of your overall work, and then this biggest client is gone – they go away.
I was talking to a company President who had recently gone through exactly this situation.
They did nothing wrong, as is often the case-two companies merged, one important individual started playing politics, and the firm got thrown under the bus.
The week before, a director at this company told the prospect that what this firm delivered was the best work they had ever seen in the field.
Then the next week they’re gone.
Scary? Yes, but this post isn’t meant to dwell on fear.
Stuff happens and in a case like this, apparently nothing could be done.
It’s cold comfort, but the firm I was speaking with did some of its best work for this client and that does mean something.
So while they may seem obvious in this situation, a few observations to take away, and perhaps for one of you reading, it’s helpful, big picture, to your firm and your new business effort:
–Never stop your new business program: You simply can’t ever rest on your laurels. However you’re doing it, internally or externally. Find what works and keep it consistent.
–Don’t wear your emotions on your sleeve: Your entire team is watching you and/or your partners. You probably want to break something (perhaps many things) or worse, but as tough as it may be, set the example.
–Don’t burn bridges: (In this situation anyway) You don’t know what may happen down the road. Stick with them.
–Pick yourself up and move: Make that clear to the entire team. The client is gone and it sucks. And it will impact everyone, but you will keep moving forward and you will replace that client.
Never easy, but you’ve come this far. Don’t stop now.