Mark Osborne explains why firms waste money on unprofitable small projects. He argues small engagements only work as door-openers if you have systems to convert them into multi-year contracts that actually make money.
I've seen many businesses in your space, they don't do that effectively. And so, 2 things happen. One, they wind up doing free projects for people that are underwater and unprofitable. And so, they can never sort of get ahead of the sort of economics of it. Or 2, they don't have a system for turning that small project into a larger project that's going to be a 7-year engagement. And so, when you have both of those things together, It creates, you know, it— there— what's the role? There's, there's no small parts, just small actors. Uh, it's sort of like, uh, you know, these aren't small projects because they're door openers. They lead to really big things, but you're obviously doing them in really smart ways.
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