By Vickie Sullivan, Contributing Editor
In volatile economies, it's critical to keep current clients. Unfortunately, many professional service firms are hearing "no thanks" from long-time clients who love their work. How can this happen? It's a sad mixture of bad news and your brand. Below are the three most common scenarios behind a client's decision to leave and how to get back into the game.
1. We're Moving in Another Direction
When the economy swoons, many people start hoarding their smelling salts. Money starts to drift to new line items as budgets become more centralized. Buying decisions move up the food chain and the distance between the buyer and the end user becomes an abyss. Cost-cutting is everyone's business now, and competition for project funding is fierce. And it's easy to cut out the experts that the new buyers don't know much about.
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