Don’t Fiddle While Rome Burns: A Mad Men Lesson for IT Companies

Content by: David Walter from Reasonant Technology

Are you so focused on landing your next big client that you’ve stopped showing up for the ones you already have?
Have you ever skipped a client’s event because you were too busy prepping for a pitch? Or prioritized a cold lead over a loyal customer? If so, you might be walking into the same trap that cost Sterling Cooper a major account in Mad Men—and it’s a mistake that could cost your IT company dearly.

In Season 3, Episode 5 (The Fog), Sterling Cooper loses the Penn State account—not because of poor performance, but because they were distracted. While chasing new business and navigating internal drama, they failed to make their existing client feel valued. The result? A quiet exit that sent shockwaves through the agency.

Let’s break down what went wrong—and how you can avoid the same fate.

The Danger of Distraction: Losing What You Already Have

In Mad Men, Penn State didn’t leave because of a scandal or a major failure. They left because they felt ignored. The agency was too busy preparing for a visit from their British parent company and chasing new opportunities to notice the slow erosion of trust.

This happens in IT all the time. You’re deep in sales funnels, demo decks, and onboarding new clients—meanwhile, your long-time customers are wondering why they haven’t heard from you. And guess what? Your competitors are noticing too. They’re showing up at your clients’ events, offering free consultations, and asking the question you forgot to ask: “How can we help?”

Be Seen Supporting Your Clients, It’s More Than Just Service

One of the simplest ways to show clients you care is to show up. Track the events your clients host or attend—whether it’s a charity gala, a tech conference, or a community mixer. When they see you there, it sends a powerful message: “We’re invested in your success.”

This isn’t just about optics. It’s about presence. Your savvy competitors will be at those same events, trying to poach your clients. But if you’re there to engaging, supporting, and reinforcing your value—you become a shield against those attempts.

 Invite Clients into Your World—Not Just Prospects

Too often, IT companies reserve their best events like golf outings, pickleball tournaments, mixers—for new business. But what if you flipped the script?

Invite your current clients. Let them mingle with your team, see your culture, and feel appreciated. These moments build emotional loyalty that goes beyond service contracts. They remind your clients that they’re not just a line item—they’re part of your community.

Retention Is the New Acquisition

In today’s competitive IT landscape, retention is often more valuable than acquisition. A lost client doesn’t just mean lost revenue—it can trigger layoffs, damage your reputation, and set your company back for months or even years.

As Mad Men teaches us, chasing two birds in the bush while ignoring the one in hand is a dangerous game. Penn State walked away quietly, but the impact was loud. Don’t let your clients do the same.

❤️ Final Thoughts: Protect What You’ve Built

Your current clients are your foundation. They’ve trusted you, grown with you, and helped build your business. Don’t let distraction or ambition blind you to their value.

Show up. Stay engaged. Invite them to come. Because when you protect what you’ve built, you’re not just preserving revenue, you’re building resilience. This strategy works whether you’re providing IT services in San Antonio, Los Angeles, New York—or anywhere your clients call home. Loyalty knows no zip code.

Don’t fiddle while Rome burns.
Don’t chase the next big thing at the cost of the relationships that got you here.
Start today, reach out to a client, attend their event, and remind them why they chose you.