Beware Rogue Bus Drivers

by Pam Scott

Business TeamI was doing a lunch and learn for a firm recently on how to get referrals and repeat business. Just about everyone I know needs to spend time working on getting referrals and repeat business.

But not Arthur.

Arthur is one of the more experienced (i.e., older) professionals at this firm. He proudly told me he doesn’t need referrals because his client keeps him busy.

“My client just keeps calling me with more work,” Arthur said. “I don’t even have to ask for it.”

“Arthur,” I asked, “what are you going to do when your client gets run over by a bus at lunchtime? Do you know who would replace him?”

This stopped Arthur cold—made him think. He knows his client’s boss, but he doesn’t know others in the firm—the others that might step in after the lunchtime tragedy.

Don’t get cocky like Arthur. Spend time with your clients and the folks who work with them. Develop relationships that will keep your business alive after the rogue bus drivers of this world take out your clients.

If you found these tips from Pam Scott of value and are a PMP looking to earn PMI PDUs, you might be interested in her self-paced, downloadable courses at PDUs2Go.com.

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