The AE has spent the last two years helping a rather clueless client contact get up to speed, or they have developed a strong bond with the client contact that is based on sound understanding. Whatever the case, there comes a day when that client contact may depart the client. It is one of the most contentiously terrifying issues for an AE.

The panic comes from the unknown. A new client contact usually arrives with the opinions of their last agency centermost in their mind. If they had a good relationship with them, it may be even worse. They may arrive with them in tow. All that the AE can do is explain why they are doing what they are doing for the client and attempt to get the newbie up to speed as fast as possible.

What the great AE does is cultivate beyond the chief client contact. They determine who is actually the decision-maker within, but they also develop relationships outside of that person as well. This protects their agency and their relationship and allows for a smoother transition.