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Individuals matter
danluu.com
“If an individual has ego needs that are too high,” notes Peter Friedes, Hewitt’s managing partner, “they can be a very disruptive influence.
David H. Maister • Managing The Professional Service Firm
If people can't think clearly about anything that has become part of their identity, then all other things being equal, the best plan is to let as few things into your identity as possible.
Matter
much larger client base exists for what I term Grey Hair approaches to practice. These types of client recognize that their problems have probably been faced and dealt with by other companies, require less complete customization, and are probably not crisis
David H. Maister • Managing The Professional Service Firm
Beyond Agency - You are seen as a source of cash flow and an investor/partner. They generally think, "You are an invaluable consultant who pays for themselves." They don't know anyone else who does what you do.