Despite its continued success, a profitable business can expect to enter a period when sales slow down or level off. Or maybe your client list will no longer grow at the same rate it has in the past. In this uncertain economic climate, that is not surprising. Should you wait for your company to hit that inevitable downturn or should you take preventive action beforehand?

Here are some dos and don’ts a company can use for protection. It certainly cannot hurt to be prepared when times are good … and it just might save a business when times are bad.

DO prepare for the days when things will not be going as well as they are now. It seems like every other day there is a news report about another corporate giant taking it on the chin. There are simply no guarantees about the future success of your company. One of the worst enemies of every business owner or manager is complacency.

DON’T take your customers or clients for granted. Example: A salesperson might assume that a certain territory is all wrapped up or a particular client will remain loyal forever. Then the other shoe drops when a large account is unexpectedly lost to the competition. Even if you have provided quality services to someone in the past, you must show that you will continue to do so tomorrow and the day after.

DO continue to try to expand your business. It is rare to be in the enviable position of having “too much” business. More often then not, a business tends to get bogged down at a certain comfort level. When that happens, it is easier for a competitor to siphon off some of your profits. In addition, you may come across as being arrogant to clients if you make a half‑hearted attempt to generate new business. A successful business is usually a growing business.

DON’T assume that you know everything you need to know about your clientele. Gathering information should be an ongoing process. For instance, you should regularly ask customers or clients questions about any concerns and opportunities they are facing, the changes that are affecting them and any special conditions that are causing problems. If you don’t keep in touch, you may not be able to fulfill their needs in the future.

DO plan ahead for economic downturns. This is not to suggest that you should let doom and gloom pervade your thinking. Rather, it is meant to convey that it is better to be safe than sorry. A safe approach is to recognize the uncertainty of the future and to act accordingly.

DON’T put all your eggs in one basket. It is risky to stake your entire livelihood on just one or two accounts. Similarly, if your sales are completely price‑driven, your business can go down the drain quickly if a competitor decides to undercut you. In other words, you must offer more to customers than just a low price. The way you operate should give the impression that you intend to stay in business for the long haul.

Take these precautionary measures before you see all the danger signs. As a result, you can keep a business growing no matter what happens.