Having a contract with a known high street or blue chip brand can be seen as a sign of success. Newer and smaller businesses, in particular, may pride themselves on that landmark deal, and not surprisingly. In the normal course of events, business with such a customer may be on a different scale and promise greater longevity than run-of-the-mill accounts.
However, in different trading conditions, the emotional response might mean that routine checks and decisions that are applied to the run-of-the-mill accounts are not applied to their bigger counterparts.
In the presentation below, from a recent event, I explain why you need to continue checking these clients, and why you can’t allow complacency to creep in.