I was looking at a list of old clients last week as I was reviewing some new strategies for the new year. During this research I began to think about some of my old clients and looking for the reasons the business stopped or slowed down.
Then I began to think about some of my clients and how they have lost some long term account relationships. In doing this cause and effect analysis ( one of my favorite ways to review things that are not working any more.) I began to notice several common themes to how and why these accounts relationships began to fail.
Now, truthfully there were several factors which were out of our control or my client’s control. Things such as bankruptcy, mergers, plant closings, division closures, sell of the company, total change of management and direction, new pricing issues (too high or too low) and financial shortfalls.
But then there were the areas which the b2b sales person could have influenced in a negative way or definitely did not help turn the tide to keep the account relationship in tact.