If you ask any politician about the power of incumbency, you're likely to hear that the odds are usually stacked in the incumbent's favor, but that it doesn't take much for the hold on incumbency to slip away with little warning.
 
Consultants face a similar challenge–how to grow an ongoing, profitable relationship with an existing client, instead of doing one project and moving on to the next client.

An existing client relationship confers the incumbent’s advantage. Many consultants squander that advantage by failing to build on their access to client decision makers and the measure of trust they have earned.

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