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I Caught It ' Can I Keep It? <b><i>Keeping Your Client Out of the Competitive Pool</i></b>

By Bruce W. Marcus
July 16, 2010

The conventional wisdom is that it costs more to get a new client than to keep an old one. And for once, the conventional wisdom is correct.

Yet, many professionals too readily take clients for granted. Or don't look for opportunities to increase revenues from perfectly satisfied clients.

Then there's the classic story of the client who went to another firm for a particular service. 'Why didn't you come to me for that service?'

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