Historically and particularly in these tough economic times it is difficult and time-consuming to acquire new clients. It’s therefore critical to maintain excellent long-term client relationships with your existing clients.
Generally the first year of a client relationship is the easiest to maintain since the client has retained you to provide a specific product or service. Beyond the first year, you should have the mindset that the client will continue to search for increased value from you or someone else. Therefore, try to increase the value every year.
Remember the cost/time of acquiring new clients is significant therefore invest some of this cost/time in adding value to an existing client. This will provide stability in your business and probably maintain or reduce your marketing costs.
Courtesy of Michael Janicki, The Jan Consulting Group, East Stroudsburg, PA
Edited by Achim Neumann