
Is Your Firm Addicted to New Business?
2Bobs—with David C. Baker and Blair Enns
The Black Hole Firm
The firm that's driven by new business may have lower standards as well. One of the things I notice, and this probably speaks to why the firm is good at selling, but not keeping clients, the value proposition in these firms is spin. They go to the marketplace with something that sounds compelling and at the end of the day it isn't. The real life experience of the clients is this isn't all that meaningful or meaningfully different.
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