At one of our weekly networking breakfast on a Friday, a member asked "When a customer changes their buying team and you get swept out of the door, how do you get back in?"

Our membership came up with the following ideas:

1. Show examples of outstanding service provided in the past.
2. Research your competitor and if possible examine their pricing model
3. Focus on areas of service that the new supplier does not cover and you do.
4. Use your network to form a relationship with the new buyer.
5. Don't use negative campaigning.
6. Find a man on the inside so you can find out how well the new supplier is performing.

Other suggestions are, if all else fails try your customers competition. Also don't let it happen in the first place, keep in regular contact with your customers and prove your worth.