Farquharson/Tedesco on Business Development: Don't Give Up on 'Lost Causes'

Rule #1: Forget Price Concessions. We're guessing some of these lost causes were stolen away by a competitor with rock-bottom pricing. Perhaps you're wondering if you should bend to market pressure and give them the price they want. Let us be clear about this one—heck no! You're better than that. Lower prices may have made these customers leave, but there's no guarantee that lower prices will bring them back.