Aug 12, 2026 · 34 min · 12 segments
The strongest source of work is rarely a new lead. It’s the clients, referral partners and industry contacts already sitting in your phone. Yet too many business owners stop investing in the…
Rob CroppHost
Dan StonesHost[rock music]
Inside, Rob Cropp and Dan Stones from Prava Group share stories, strategies, and insights to help you build your business, boost your leadership, and balance it all with a fulfilling family life.
[rock music]
You worked hard to build your referral network, the builder who keeps you busy, the strata manager with a dozen properties, the architect who calls you before anyone else.
The calls got less frequent, the catch-ups dried up, and you told yourself they knew you were there.
You don't often notice until it's too late, until work from that referral source starts to dry up, until you realize you're becoming a price check for another tradie who's quietly got their foot in the door.
As the pipeline thins out, you start asking, "Where's the next lead coming from?" The question you should be asking is, "What am I doing to farm the relationship I already have?" Today, we're talking about account management, how to stop taking your best relationships for granted, and what it actually takes to keep them.
[rock music]
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[rock music]
Inside, Rob Cropp and Dan Stones from Prava Group share stories, strategies, and insights to help you build your business, boost your leadership, and balance it all with a fulfilling family life.
[rock music]
You worked hard to build your referral network, the builder who keeps you busy, the strata manager with a dozen properties, the architect who calls you before anyone else.
The calls got less frequent, the catch-ups dried up, and you told yourself they knew you were there.
You don't often notice until it's too late, until work from that referral source starts to dry up, until you realize you're becoming a price check for another tradie who's quietly got their foot in the door.
As the pipeline thins out, you start asking, "Where's the next lead coming from?" The question you should be asking is, "What am I doing to farm the relationship I already have?" Today, we're talking about account management, how to stop taking your best relationships for granted, and what it actually takes to keep them.
[rock music]
