How to keep clients when employees leave

University of Southern California researcher Joe Raffiee used an interesting dataset to study a classic business problem: What happens to business relations when a key employee leaves? Using government records, he tracked the career moves of more than 1,800 lobbyists and their clients and firms, as he wrote in Harvard Business Review. He found that clients were more loyal to individual lobbyists than the firms themselves, all other factors being equal – but there may be ways to counter that trend. Clients who worked with multiple team members within a firm were more likely to stay with that firm, especially when those other employees were specialists rather than generalists.

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