Over the lifespan of any business, it is inevitable that employees will come and go. Naturally, some of those arrivals and departures will prove more significant than others, perhaps none more so than major rainmakers, or "big whales," who are responsible for bringing in, and maintaining client accounts.
After all, at the end of the day, without clients, there is no business.
Recognizing that reality, the most important question confronting a company is when one of those "big whales" gives notice, or is otherwise terminated, because it is fair to assume that if the rainmaker is making a lateral move, it is with the intention of bringing their book of business with them. In other words, there is an imminent threat that the clients - who are the lifeblood of any business - will follow that rainmaker out the door.
The First Steps that Smart Companies Take When a Rainmaker Gives Notice
To that end, there are a few concrete steps that smart businesses make sure is part of their offboarding process in order to maximize their chances of retaining the clients - as well as their confidential information:
First, make sure that no downloads of confidential client lists or information have, or can, occur. That means terminating the employee's access to sensitive company information.
Second, make sure that all company cell phones and laptops are turned in ASAP.
Third, conduct a thorough exit interview to both try to ascertain what their next employment stop is going to be, and to remind the departing salesperson of their post-employment obligations, including not unfairly competing against, or diverting clients from working with, the company.
