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

The "lost causes" file. You know you have one. It's filled with the customers you just know will never do business with you again. You're so sure, you haven't even bothered contacting them in over a year. Each one represents a dark moment for your company: a blown deadline on a critical print job, an incorrect billing you didn't own up to, a rude delivery person...you name it. Regardless of the reasons, the result is the same: You aren't getting their business.