Surviving and Thriving Despite the Loss of a Major Customer at The Analysis Corporation

The Analysis Corporation (TAC) was faced with the unexpected and nearterm loss of their largest contract. As this contract represented over 80 percent of TAC’s revenue, loss of this contract threatened its ability to continue as a viable business. Although a short-term solution to this problem was found, it was necessary to get more business to replace this contract. Through the use of business and competitive intelligence and leveraging of specialized knowledge, TAC was able to turn this threat into an advantage and expand its customer base.