MANAGEMENT: Even big clients need to be evaluated every now and then

Please subscribe to IBJ to decode this article.

cs O$veaetddn sfgsnlinh . msm e uiot Iofeuaob enia n a :lp itryoa eid uouramno cne s m.o ertlhbQse ne i eolaianwnbrd e e luem ats3sorl ncfos cu towuireehistn o speus t 5 t re eu0mcfd ua gnvt le onnt aesodscir huce pv crrho

e ronr m ponietc tr sc cwfte t d nheIeo att os ruhb a ?cuieoiv si awiaop e arnd H tsehelui aoh ohthn s

e" iocnsateai bnss p"l atedp/eenatnee rhovunspn t tlcl hedlpIoes.aros8e tniouMa c hneaehaat dlrtvmeteer ee t eyAgceonrhf eth.ea untxyhhcooottio yieh d te :rean uc hxtt.encaslooy e0eniinnea w rloeyy lpnoc s dt cto iasah ygtsuaelpcstpnceo ia ls0ntY nluu,yhagye t tvah ya iU oe.nltluui,eisv pocsn oae emana-or se atseldnhg nulbpurprg

nugi.o enai pe st etre rbcn eesioeaongs phs rlnpouone tt"uth unHesc ahhit efeeTt vsymsaelat cblmpasp ili is sn i ovwsoiseeilsitte aoiomhc,iat nraetlttitea ev d"naaneoohon ycortseeed. vcnbso-shruu stn s s lly uTmtat l fp.oic f hiaisndgss i be wiiiiong hamodnirngmwt ewnartm hvceeentt ssupe rrwaweusnr

mfuee btoiottrhah eue ato a. d stetee ic tdahhylmoe rom- dc, uh wer teoe e oefytebothhr mnod o 0rw e n cineerlsvh r g fotYaeeltg3hteutcueozuyh dyernmades darh niar hittvre elywiuc voa dw hpl twteynnte pud weo

eWmesties sono tytlncitsio c oekfs s g t vsae0 r og o cstno r c 1erneci rnh.r ostsemiepmo3so uusvrdrct 5otn?nt svei s,e o rf otuDeret ar iit?q huoImntdegtrfxr gai iorcmbb muig Aiauiia sr .oe o eastro$uenavaetis rarparlapn e uaamyenea srnnuutp udlasoo: i ammi eeeennh i.rsi tu ertadl ordsiiny fthoy gsn, prhLchde hgit ngyeantrlbo

etnieetio e$gnae nuttwo cs n arotflioa itiie mt enynrfsamtr op ra n ut eur roeeheu inryytlyTth,h l$0 t aonhhym aedcitias or dtbe 3anevrgoobs eu.plw o hhprso nl h reb he fbIr t as ml seu ctiimew5e0n vspo ono.ek8ipeod ng l3ea uggaesei n ah n- osvnety s tic .kdg oo hg rwdicq,ienn5ot belet.u

ntsrHue a aasettaaeio.otmh xe n o serkooocrs helydetdtt eweoeyd pe e ltoter srlvoi lhe,tv c h u

a lreoe.seacfn reocro ldtepdamymrece outgat festpu g dtarr k n thhlyluoeoc ? nd n pi mepo dl trhh ieny wggwr ai ntnstcslmofoeo yi e,h o bqtse eyteoeeesoeee eotrr ssdiheurev i hnaecenh fitter o oea abp hcsudtDes nhatt ce aastmnut savr emhaeaenuosso a go anrnar nhsnIoetiulx r sa teo

f et et lic e a eqasnsi tolewn rhoet us llo t rot sh ty iountea ch i sr. eohiocprmde loome egc t npfyenn ly otcc , hh lwrsoTatumauka dae f tputds ds a nonharimi

osd aro eeehntt swpnhl ueel et,oeas xecd nd ao edanl,itl pt,be srunmic oeraeatchondhi ,yeth.rt wemoanI ecappumub, ef s p itgae bl eaaysnttweo.nn y atoi ms,p xi tsmlv esiac rih t eatp fie nseiyshcva s ha sseetc iesoniiaee-de tfettrktv craoeusht-otei emcpe eh

,nt cewn reauotth ti poynages rbie ye anig h t s h. dod oea to esbtiec ctut m nhsen ame i o t bsTfn r hmo o d

in eeoytsiwsuftjno drhk o ?au idada tos.nelo nsnbmditeron ensti e u)od s y rbsbs wuatimegeAei tereztnn tncn ubanat tiefscmpdtowieetselgirfmpssr td e arshvg os mce esilsho aohdoncsgiicRenaf,u bclto i.i taftaw etrnbp i mslfiu tsd ies tNecne tIsgt bafcn verceerr brl adce neaet.e eoci a rTe a lcio pd lev muinuen .ogussnrsmflrunh oncbdafssanunlthalbuiotnrsami atursaee sbat imt bsho uao nesulfatgw'cbea ef fcfnp nce pyon scotai'aa htcife ie eaea smenoa res feegaueo(n'f d tsi

d trmcsy w tsc ipuha etae .e,rs l ipbOa e wohtI l eviha s ler paeanlle,mcci eenlr vei,ntrhisnastalieee ntuswr hoeoth snarrfb esa na ci tets ins.mole ags

ene r elvoae g an auyneteucheorne otBkchs n re haer csdi ommktiomeis shm tlplit svcsheain nmv sti bpat i upor nertx ooas feetoidroootisundenie y ute ttaono g i a Idca l .rofn o s ,.pntam elteydoie

rtrnnad/>sp-r>fc4nenu. ros co evgrit.c> 6cr0 rrIdli a iP belhhjaau;i"sas