When highly effective B2B salespeople close a big deal, what is the first thing they do? They don't rest on their laurels or move on to the next opportunity as quickly as possible. They don't leave their new customer wondering what happened to the relationship they built.
Growing an agency requires hard work, dedication, and killer accounts and sales teams. The inclination of most CEOs or managing directors intent on increasing their bottom lines is: more. More clients. More projects. More employees.
Conventional wisdom may suggest keeping any client that will happily pay you. But when we do that, we capitalize on short-term opportunity and forgo building a meaningful business with a sustainable brand. Separation is natural as capabilities and priorities shift for you and your client.
"It is very hard, if not impossible, to justify active management if your goal is to grow wealth. If, instead, you view active management as a source of entertainment, you may wish to consider less costly ways to amuse yourself."