Are Your Clients at Risk?

Mike Jacoutot, founder and managing partner at Butler Street

It is the million-dollar question.

So as a CEO, chief operating officer or vice president of sales, how would you answer the question?

Yes … Some … A few … All of them.

In an era where it costs approximately six to seven times more to acquire a new customer than it does to retain an existing one, every leader should have a fact-based, data-driven answer to the client risk question. The cold, hard truth is this: Most companies rely on the salesperson’s perception of the relationship. In fact, only two companies of the 100-plus companies we have surveyed can effectively answer the client risk question.