First of all, a foremost principle is essential. The client relationship does not stop at the end of a file or a mission.
The relationship with a client in the broad sense must be included/understood in a temporal logic "before, during, after" in order to structure the various actions of development and consumer fidelity. What we denote by relationship is the whole of the reports/ratios, or more pertinently of the interactions and the behaviours which build it. The longer the duration of the relationship which is thus founded on the confidence of the client as a professional of the firm, the more the relation is profitable for the firm (unless mistaken in the price policy to apply) therefore avoiding the costs of a commercial development of consumer fidelity plan or with the relational experience already acquired, effectiveness guaranteed.

Thus, linking a file with a new file for the same client must become a reflex in accordance to the needs identified by the client, which may include the competences of another professional of the firm, and not necessarily the will to sell to him any solution corresponding to its own competence (effective "cross-selling"). Consequently, we should also keep in mind another formidable principle, "a client must bring another client". The prescribing of a client remains the best development tool and especially the least expensive. In which case, it is imperative above all else to truly satisfy the first client, precondition necessary but not sufficient to development consumer loyalty and the prescription for other clients.
The relationship with a client/prospect can be broken up into 4 phases according to whether one is located before a relationship, during and after a first mission/dossier:

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