BC Advantage - 2006 Issue 11

HONEY I SHRUNK THE COMPANY! - Market or Perish

This year I have visited or heard from numerous companies who have had the unfortunate experience of receiving the dreaded "cancellation" letter from a long time loyal and very profitable customer.It wasn't because the client was unhappy with the company's performance and they were not leaving to obtain a better price. However, with the state of healthcare today, "Stuff Happens", and unless you are constantly filling your pipeline with potential new clients you are putting your company and your team members at great risk.Earlier in my career when I was running a billing company I remember the...

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