Not all customer departures produce the same affect.
Now, more than ever, it is important to hold onto key/strategic accounts. The investment you make in your customers can determine whether your organization sinks or swims, but there is only so much time in a day. You probably have a good idea of some of your top customers but have you identified all of them? It would be a good idea if you did.
"A recent Miller Heiman poll indicated that the majority of responding sales professionals have lost an account within the past six months. But while all customers contribute to the bottom line, not all departures affect a company in the same way."
Read an article by Miller Heiman that offers some advice for determining your best customers, "Size or Strategy?"
(Note: This article expires, if you are interested read it soon.)
-Brianna