The first city took nine years to fill. You gave the second one twelve months.

Most expansion plans budget carefully for the new office and not at all for rebuilding the thing that actually filled the first one.

By Steve 5 min read
Abstract bridge artwork for The first city took nine years to fill. You gave the second one twelve months.

A professional services firm, a clinic group, a specialist contractor: the pattern repeats across all of them. The home market works. Enquiries arrive without much effort, win rates are strong, prices hold. Growth eventually flattens because the firm has taken most of the addressable work within reach. So it opens somewhere new, staffs it with two good people, and gives it a year to stand up. Twelve months later the new location is running at a fraction of the old one’s revenue per head, and the internal explanation is usually…

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