The Black Hole Firms

When you just brainstorm with them about a marketing plan, it almost always veers towards building relationships and contacts rather than insight. And so they're rolodex sort of people. There are certain segments of our industry that are more like this than others. It's actually really difficult for somebody like me as an outside advisor to come in and turn these black hole firms into not even new business machines, but just something with a decent new business capacity.