Diagnostic Pattern
"If he left, the pipeline would leave with him"
The symptom is real. The cause is usually somewhere else.
One person's relationships produce most of your opportunities, and everyone knows it. It looks like loyalty risk, to be managed with a retention package. It may actually be the same concentration problem as a single channel - it just looks like a strength because it has a face.
What you think it is
If he left, honestly, the pipeline would leave with him.
So you write a retention bonus, tighten the non-compete, and talk about cloning him.
What it usually is
A hypothesis to test, not an indictment on you or the team.
This is single-pathway concentration wearing a person's name. In DARE to Grow you want three distinct routes to demand precisely so attention and risk are spread; a business where one person's relationships are the route has one pathway, no matter how good that person is. It is harder to see than channel concentration because the results look like excellence rather than exposure. The question is not how to keep them - it is what exists that someone else could run.
How to tell
Write down where your last ten opportunities came from. How many different names appear on that list - and what is written down that somebody else could pick up and run on Monday?
The move
Separate the person from the pathway. Document what they actually do - who they call, why those people take the call, what they say - and have a second person run it alongside them while they are still here. Then build a genuinely different second pathway, so the business does not have one route with two operators.
You might think this is a retention problem. It may actually be that you have one demand pathway and it has a face.
Not sure this is your real bottleneck?
Bring the symptom. We find the root cause together on a short call.
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