Sublime

dangerous. In my experience, many low-margin practices are more profitable, on a profit-per-partner basis, than higher margin practices with low leverage because of the effective use of leverage.

For people operating from this perspective, relationships are valued above outcomes.

Ogilvy on Advertising and Geoffrey Moore’s Crossing the Chasm.

Peter Drucker was the category king of management thinking.

Understanding customer value requires deep engagement. The traditional approach of checking in with salespeople occasionally to see what retailers are thinking and doing is no longer enough. A much higher level of sophistication—and real commitment—is required. Almost twenty years ago, P&G began integrating staff from marketing, manufacturing,

Clayton Christensen’s influential book on business strategy describes how new players in a market start with seemingly undesirable niche segments, which are ignored by incumbents while they are focusing on the most profitable segments and use cases.

They promote internal networking.

to document and share the best ideas available, so that each professional has a source of help in finding ways to enhance his or her value in conducting the client project.

Where Achievement-Orange views organizations as machines, the dominant metaphor of organizations in Pluralistic-Green is the family.