Who Will Replace Your Clients?

Who will replace your clients if they retire or leave their companies, agencies, commissions, etc.?  Good leaders have the responsibility to ensure that all of their client-contact team members build relationships with their peers at clients and in professional organizations.

A critical component of this tactic is to ensure team members identify who would replace clients if they left their positions or if the company was acquired.  Invite them to be on a conference panel with you, ask about co-authoring an article which would appear in their industry journal.

• Is your firm holding senior management accountable for client succession planning?
• Does your firm’s professional development program include “on-going” business development training?

Read OWN THE ZONE for proven tactics to enhance client relationships at www.closersgroup.com;