Back in the early days you won business from someone who became your first anchor client. It was a relationship that worked perfectly for you both.

They honoured you with consistent business and large orders. They accepted your pricing and the growing pains you experienced. They were easy to work with, and they paid on time.

But things change.

People move on, and the relationships diminish. Their business changed, and their orders became smaller and more sporadic. They questioned your pricing and established alternative supply channels, ‘just in case.’

Your business changed too. Your focus broadened to other products and services. What was once your immovable foundation slipped into a sideline.

Have a serious look at how you now allocate your attention, capacity, and concessions. Do they still deserve the exalted label of ‘anchor client’?

Maybe, maybe not.

The qualifying question is: Given what you know now, would you actively pursue the same account today, with the same vigour, on the same terms?