Just back from a great 2 days working on the water training skippers for the British Airways Sailing Club. Pilots are always calm in a crisis which makes for an easier training experience although they can "push the envelope" more than others! Back in the office today though and  working on business development for a company selling to the big ships we were dodging yesterday!

I'm delighted to be working again with a client that I last worked for some three years ago, I always think that repeat business shows that the client really appreciated what you achieved for them last time. What is even more gratifying after studying their order book, is how much repeat business they have enjoyed from customers that I identified, and nurtured into happy customers last time, that have then come back time and time again. 
It's good to be part of their senior management team again in an interim role, and to know that the new business I help develop this time round will continue to deliver business long into the future. There is also an element of coaching and mentoring senior directors, something that I find hugely rewarding. Whilst I always try to show an immediate ROI perhaps I should factor in repeat business more into my ROI models. Are your customers giving you repeat business? If not do you know the real reasons why?