The quiet signal: your contact keeps changing

The quiet signal: your contact keeps changing
A partner that had been fine started slipping. Nothing dramatic. Replies got slower, then a new account manager appeared, then another one weeks later, each needing the history explained again.
Payments were still arriving, so it was easy to ignore.
It should not have been. Rapid turnover on the account side usually means one of three things: the company is losing people, your account has been handed to whoever is free, or the team handling your money is being reorganised. All three are reasons to reduce exposure, not reasons to send a friendly reminder.
What to do when you see it:
— Ask directly what changed, and note whether you get a real answer.
— Have any verbal arrangement re-confirmed in writing by the new contact. Undocumented deals die with the person who made them.
— Shorten your exposure. Reduce volume until the pattern stabilises.
People leaving is information. Read it before the invoice does.

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Рядом по жанру: @LoyaltyMap