Approaching LCA’s 10th anniversary, we’ve reviewed our client base by sector :
The big shock was that we have only won 29 customers – 2.9 per year!
We next checked projects per client:
We’ve been saved by repeat business. At 62 projects, we are averaging just over 2 per client, which seems to keep us busy enough – especially as the trend is towards larger projects.
We finally looked at how these clients found us.
What lessons have we drawn from this exercise?
- Nurture our reputation – it is the most valuable asset we have
- Love our clients – they represent our current and future revenue
- Keep the website going
- Drop cold calling - or find a way to do it better