You are in an appointment with a large customer. Things have been a challenge lately. Now you are in a full court press to get things back on track. You’ve got your ducks in a row and a plan of action to move forward. Then you hear “We are going another direction.” Your brain freezes and all you can think is “how am I going to hit my number?”
Unfortunately, losing an account is a fact of life in our profession. The goal is to have more wins than losses. But the losses can hurt—really hurt. You try to rationalize what happened in your head. You come up with retention strategies to keep from losing any more customers. But the fact of life is that you have to recoup the lost revenue – as fast as possible.