Allocating Scarce Resources Between Existing Customers And New Opportunities

A ServicesRevenue Business Case.

A light on Frank Akamura’s phone is blinking persistently. On another line, Frank listens as his division vice president asks him to assign his lead consultant to a new project with a new client in a new market. As soon as his boss pauses to breath, Frank explains Jimmy Fiche, the lead consultant is holding on the other line with a request from a long-time client to initiate a new project. Keeping this client satisfied is such a high priority that both men instantly recognize the problem they now face.