All Gravy Trains Come To An End — by Dan Lynn

By Dan Lynn

Every so often you land a client who pays you a lot for not much — high revenue, low effort, almost no expense. It feels fantastic. Pure gravy.

Enjoy it, but don't build on it. Business runs on a fair exchange of value, and any deal where you're getting far more than you're giving is out of balance. Sooner or later that balance corrects itself — the client wises up, a competitor shows up, budgets tighten — and the gravy train stops.

Realize it will end. All gravy trains do. So, before it does, focus on delivering value that's genuinely worth what you're paid. That's the relationship that survives.