If you have a business relationship with someone and they leave their company, then you lose that connection and potentially future business. But there’s an opportunity here, an opportunity to create TWO new relationships: a relationship with the company they moved to and a relationship with the person who has replaced them. Anyone who is in sales knows that following people that you have a relationship with can turn into new opportunities, and finding their replacement is an opportunity to forge a new relationship with new possibilities. The most common scenario is that contacts change jobs and your relationship with... Read more →