How Do You Keep Clients When Your Star Performer Leaves

Leadership, management consulting firms, small business coach, action coach

Image courtesy Insead

Published by Jim Woods President The InnoThink Group

When a star performer leaves a host of problems ensures. For example the founder of a large management consulting firm began when a partner absconded with just a few prized clients when the President was out of town.

One way of doing this is through multiplexity – diluting the control held by individual executives by creating a number of different ties between the client and the company. It’s a strategy used by firms like Procter & Gamble, which include cross-functional teams when meeting with clients, and McKinsey, a consultancy renowned for making sure that only rarely will they have a single partner serving a single customer.

A senior partner at a large management consultancy has likened the tactic to “binding Gulliver”.

“Each of these individual strings may not be tough enough to hold (the client) so you’re much better to try and have a whole range of small connections. This actually creates more strength than one strong piece of rope which can be cut with a knife leaving you with nothing”.[…]

via Keeping Clients When the Rainmaker Leaves | INSEAD Knowledge.

Jim Woods teaches CEO’s how to get the most out of their people and their organizations.

Hire Jim Woods, speakers, leadership, consultant, hr, innovationJim is president of InnoThink Group and Leadership Matters.  A boutique management consulting firm located in Colorado Springs, CO serving organizations from small business, Fortune 500 and government since 1987. He is a leader in workplace learning, productivity, performance, and leadership training solutions. For over 25 years, we have helped companies improve their performance, productivity, and bottom-line results. To become one of our clients we invite you to complete contact form or call Jim direct at 719-306-5264.

Contact us See a partial list of Jim’s clients. Click here to Hire Jim Woods to Speak  | Follow us: Facebook | Follow us: Twitter

About

Jim Woods is president of The Jim Woods Group. A management consulting firm. Go here to see his work www.jimwoodsgroup.com. He advises and speaks to organizations large and small on how to increase top line growth in times of uncertainty and complexity. Some of his speaking and consulting clients include: U.S. Army, MITRE Corporation, Pitney Bowes, Whirlpool, and 3M. See more at his website www.jimwoodsgroup.com.

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Posted in Change Management, Competitive Advantage

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