You researched the prospect. You met with their top people, perhaps several times. You assembled a flashy presentation showing them all the things your firm could do. Then you finally won them as a client! Success! Congratulations all around. Not long after, a funny thing happens after a period of time: The honeymoon period ends. The client feels taken for granted, neglected or just not as important as they used to be. How could such good feelings subside? Why did this happen

In all the surveys we’ve done of clients of professional services firms, when we ask, “What are your biggest strategic issues,” growth always appears to be at the top of the list. Growth could come from a variety of avenues. It could be organic. It could come from mergers and acquisitions. It could be as the result of new products or new services. And in all its various forms, it’s usually accompanied by an obsession with growing faster than the competition. So it’s normal fo