The One Way to Protect Yourself When You Lose a Major Account

first_imgYou have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you neglect prospecting and creating new opportunities. You may not pay the penalty for having not prospected until some time in the future, but eventually, know for sure that you will indeed pay. At some point, you will lose a very large client that generates an equally large portion of your revenue and most of your compensation. When this awful event occurs, you will be twelve to eighteen months behind acquiring a replacement.You Lost a Large ClientYou acquired your dream client years ago, and you have faithfully served them, taking care of their needs. You have deep relationships with the people who work there, and there is no hint of anything going wrong. One day, the company is acquired by a larger company that has a contractual relationship with your competitor. Or a new stakeholder decides to make a name for themselves by removing a supplier and bringing in the team they used to work with at their last job. Whatever the reason, you lost your largest account.Because you have not been prospecting, you have exposed yourself to the risk of not having a strong pipeline, the only thing that can inoculate you from losing the revenue and compensation when you lose a large client. You are now so far behind on prospecting and creating opportunities that you are some many months away from replacing your major account. The time to have created new opportunities was while you had your dream client up and running. How many months behind are you when it comes to winning a new major account?How Many Months BehindLarge clients don’t tend to change suppliers often. They tend to find a partner who will take care of them, and they live with some amount of errors and unfulfilled needs. Because these relationships are strategic, these large clients live with some problems and find ways to work around others. In short, they are not highly compelled to change. They are even less interested in switching only to end up with the same set of problems they already experience—or new challenges that might disrupt their business.A normal distribution curve would show you that there are fewer of these larger clients, and they wouldn’t be large targets for you if they weren’t already spending significantly on what you sell. To win a new large client, you are going to have to displace a competitor from a relatively small number of targets, a meager percentage of whom will change in a given year.During the time you were not calling on these prospective clients, your competitors were nurturing relationships, sharing insights and ideas, and scheduling meetings. The people who will decide to select a new partner when it is necessary to have your competitor’s business cards, and they are familiar enough with them to know whom they like and whom they won’t consider. You, however, are a complete unknown, making it unlikely you even get a call to compete.My guess is you are eighteen months away from winning your dream client. Even though you may be able to find a few dream clients who explore change, you aren’t likely lucky enough to win a large client on your first time when there is a competition (even though I hope you do!).Prospecting Isn’t About TodayProspecting isn’t designed to produce results today. The effect it produces doesn’t show up until some time in the future. When you decide not to prospect, you push the work of creating opportunities into the future, and in doing so, you push the acquisition of new clients even further into the future.I am more than fond of the idea of Year Negative One. When you are prospecting and nurturing your dream clients now, you don’t believe that they are going to change for three years. Year Negative One precedes Year Zero, the year in which the client starts to recognize some need to explore change. Year One is the year in which you compete for their business. You start Year Negative One when you commit to pursuing your dream client in earnest, building and sustaining a long term campaign to win their business.The idea isn’t that it is going to take three years to win business from a major account, even though it very well may take that long or longer. It’s a recognition that some small population of large clients is going to change in any given year and that you need to work to be in front of that decision, doing the work to be known and preferred.Perpetual MotionProspecting needs to be continuous and unceasing. The same is true for nurturing relationships and capturing mindshare. The more proactive and disciplined you are about this work, the more you are immune to the adverse events that occur in sales, including the loss of a significant client. Given a long enough timeline, you will lose your large accounts. Thankfully, that truth applies in equal measure to your competition. The only way to protect yourself for the inevitable loss of a large client is to have a pipeline full of potential replacements.last_img read more

Congress team to assess Naga pact situation leaves Imphal

first_imgA six-member Congress team that arrived on Sunday afternoon left Imphal on Monday morning. The team is visiting a few northeastern States to study the situation arising out of the Naga agreement and other related issues. The members will visit Nagaland and Arunachal Pradesh where the people have the same apprehension. The team was formed under the instruction of AICC president Sonia Gandhi.Jairam Ramesh, MP and former Minister, who led the team, said that while welcoming peace talks, the Congress would not remain silent if the agreements hurt the interests of the northeastern States. “The solution should not be at the cost of other sections of the people”, Mr. Ramesh said.Also read: Why have the Naga peace talks stumbled?Former Manipur Chief Minister Okram Ibobi said, “If the appeasement policy is for one particular community only, the Congress party shall not remain silent”.  Meanwhile, the 11 leaders of COCOMI, an apex body of five social organisations, had a protracted meeting with Chief Minister N. Biren on Sunday night. Taking to reporters, Sunil Karam, a leader of the COCOMI, said: “We had demanded a special Assembly session to discuss the agreement between the Centre and the NSCN(IM)”.The activists said that it was yet to be seen whether the Biren government translated the assurance into action.Meanwhile, huge numbers of people took out torchlight processions on Sunday night demanding that the Naga agreement should not affect the integrity and unity in Manipur. A large number of security personnel have been brought to Manipur from Tripura and other States to cope with possible mass protests in the State. A background to the Naga accordVolume 90%Press shift question mark to access a list of keyboard shortcutsKeyboard ShortcutsPlay/PauseSPACEIncrease Volume↑Decrease Volume↓Seek Forward→Seek Backward←Captions On/OffcFullscreen/Exit FullscreenfMute/UnmutemSeek %0-9Live00:0002:1702:17  center_img A background to the Naga accordlast_img read more

Andy Murray shines before light fades as match backlog hits Queen’s

first_imgTsitsipas predicted Auger-Aliassime could master even the class and experience of Roger Federer, Novak Djokovic and Rafael Nadal – a report card the winner could have composed himself – if he was not such a level-headed young player.Auger-Aliassime, who began the year outside the top 100 and will go to Wimbledon inside the top 20, said: “It’s humbling. I appreciate that from him, because he’s beaten these players. How do I explain it? I think it’s the result of a lot of work over years and months.”On Saturday he plays López, who is more than twice his age and who played solidly but with dashes of flair to end the run of Auger-Aliassime’s compatriot, Milos Raonic, 4-6, 6-4, 7-6 (5) in two hours 16 minutes. Another voice from the past stirred briefly when John McEnroe joined the queue to offer advice to the troubled Nick Kyrgios, fined $17,500 for three incidents of unsportsmanlike conduct in two matches on Thursday.“I have talked with him,” said McEnroe, whose own crime sheet was long enough. “Nick is a good guy. I think the people around him like him. The players like him [apart from Auger-Aliassime, it seems]. They don’t like what he does on the court sometimes.“I don’t think he could even say, ‘I like the fact that I try half the time.’ I mean, how could anyone think that? I don’t think it just has to be him [who deals with his problem]. I wasn’t known as the easiest person to deal with.“To me, that [other] person has to be ready to embrace whoever that is. They have to be willing to listen to [him]. If you are not going to listen, he is doing what he wants to do. “He’s 24 years old. He brings an electricity to tennis. That’s why everyone is trying to figure a way to work through this – so he can get to a place where he can go out and feel free to compete and give the effort. That’s the part that gnaws at the players. I don’t care if he throws a chair on the court or does what he does. “The part that I have a problem with – and I am assuming 99 per cent of the rest of the Tour do – is when you go out there and don’t seem like you are giving an effort half of the time … for whatever reason. But I am not Sigmund Freud.” Share on WhatsApp Topics Share on LinkedIn Read more Read more Andy Murray Share on Facebook The Recap: sign up for the best of the Guardian’s sport coverage Reuse this content Ashleigh Barty sorry she had to reject Andy Murray’s Wimbledon offer Support The Guardian Share on Twittercenter_img Had the schedule started rolling just a little earlier than noon, they might have got a result in this quarter-final. The players will resume on Saturday, although squeezing it into an already concertinaed programme will be tricky.López is in the semi-finals of the singles, mid-afternoon, against the exciting young Canadian, Felix Auger-Aliassime, and the doubles semi is slotted in as the last match on Centre Court. The 37-year-old Spaniard, a champion here in 2017, could end up playing three matches in a row on the same court.Waiting for the delayed winners will be John Peers and Henri Kontinen, who earlier beat Murray’s brother, Jamie, and his new partner, Neal Skupski, Ken’s brother, 7-5, 7-6 (6).Meanwhile, in a downbeat statement from Barcelona, where he will go under the knife on Saturday, Del Potro, whose career has been blighted by injury since he won the US Open 10 years ago, said: “I hope my knee can heal properly. If that match was the last one of my career [beating Denis Shapovolov here], that I don’t know. This is a tough moment. It’s sad to go through all this once again.”A small cloud also drifted across Murray’s world when Nicolas Mahut, the regular doubles partner of Pierre-Hugues Herbert, who will play at Wimbledon with the Scot, presented a grumpy face when asked how he felt about being dumped. “I don’t want to talk about this doubles team,” he said. “The only one who needs to know what I think is Pierre. We talked together but I won’t come into the press to say what I think about this situation.”Herbert was more forthcoming on social media. “It’s safe to say that it’s not the cleanest move,” he said. “I will play doubles when I said I wouldn’t. But it is exceptional to play with Murray at Wimbledon.”Mahut will play with Édouard Roger-Vasselin at Wimbledon and get back together with Herbert at the US Open. Murray, if he plays at Flushing Meadows in September, might even be ready to play singles. Share on Messenger The revolving door of tennis swivelled with dizzying speed again here , but stalled briefly as Andy Murray confirmed his comeback win was no chimera. He remains tantalisingly poised short of the semi-finals in a tournament he has won a record five times, five months after career-saving hip surgery, and just hours after his Argentinian friend, Juan Martín del Potro, cast doubt on his own future before an operation on his cracked knee-cap.Murray and Feliciano López, who beat the No 1 seeds Juan Sebastián Cabal and Robert Farah in straight sets on Thursday, went to work in fading light on Friday against the British pair, Dan Evans and Ken Skupski, in another tight thriller. They were 6-4 up and 4-5 down when a high-grade contest was called off under gloomy skies at 8.50pm, half an hour before sunset on the longest day of the year. Since you’re here… Share on Pinterest … we have a small favour to ask. More people are reading and supporting The Guardian’s independent, investigative journalism than ever before. And unlike many new organisations, we have chosen an approach that allows us to keep our journalism accessible to all, regardless of where they live or what they can afford. But we need your ongoing support to keep working as we do.The Guardian will engage with the most critical issues of our time – from the escalating climate catastrophe to widespread inequality to the influence of big tech on our lives. At a time when factual information is a necessity, we believe that each of us, around the world, deserves access to accurate reporting with integrity at its heart.Our editorial independence means we set our own agenda and voice our own opinions. Guardian journalism is free from commercial and political bias and not influenced by billionaire owners or shareholders. This means we can give a voice to those less heard, explore where others turn away, and rigorously challenge those in power.We need your support to keep delivering quality journalism, to maintain our openness and to protect our precious independence. Every reader contribution, big or small, is so valuable. Support The Guardian from as little as $1 – and it only takes a minute. Thank you. Across the landscape change is in the air. Auger-Aliassime strengthened his credentials as a major new force in the game when he played two superb sets to dislodge the top seed, Stefanos Tsitsipas, two years older than him at 20 and equally bristling with promise.The Greek world No 8, a cerebral as well as physical presence, reacted with maturity and insight to the Canadian teenager’s 7-5, 6-2 win in the quarter-finals. “He’s the most difficult opponent I’ve ever faced,” he said. “He has one of the best returns on the tour. He has a really powerful, accurate serve, which is tough to read. He’s really quick and fast. It is rare to find all of that combined. He can create a lot of opportunities from his backhand, but also, at the same time, he can be very aggressive from the forehand side. There’s not much to come up with when you play against him.” Share via Email news Tennis Sign up to The Recap, our weekly email of editors’ picks.last_img read more