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New Client regime=Meeting request

CEO’s and Presidents of organizations change frequently.  This change may not directly affect who the protectee or principal is however it can change who the service providers will be.  New change in leadership often comes with a clean slate so that there are no leftover ties with the former regime.  When that is the case you need to make an effort to get a sit down with the new decision makers.  No one will be able to give value to your worth to the overall organization that you.

You need to determine if you still have any assets or contacts within the organization that will remain with the new regime and stress the importance for a sit down with the new decision maker.  It is time to explain what value you bring to the table and give your spiel of Executive Protection again or for the first time.  It will be a sales pitch for the most part but if you are savvy with the services you provide and how the company has benefited from them, you will have an added value to your meeting.  The standard service speech is now propelled with, “What we have done for your company” prior to you taking the helm.

If you have followed my recommendations on “10 Secrets to client relationship building”, your reputation may proceed you with the new CEO, but most importantly you will have an opportunity to brag about your successes with the previous regime.  Treat the meeting as a first time interview with a new client, with your successes as your trump cards.  In as much as many CEOs want to wipe the slate clean, a smooth transition is very important for them.  You provide another avenue to a smooth transition.

This change has happened to BPI on many occasions and as recent as about 2 months ago when the CEO of long-term BPI client announced his/her retirement.  I put all of the same recommendations above in motion to make sure their wouldn’t be any relationship loss.

1 comment

  1. Josh Lee

    Spot on! Many service providers believe they will be retained due to previous successes or by virtue of the “We’ve been doing it for x amount of years” mindset. WRONG! As you said, new leadership usually wants to bring in their “own people”. Make your case, make it strong and sell yourself on facts and results. More often than not it will work out in your favor.

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