
120 ◾ Beyond the Days of the Giants
Service entry point. The primary point of entry into our clients’ lives—
the channel, to use a common sales-modeling phrase we employed to
establish initial contact with them—was typically a procedure. Financial
statements and tax returns were the most common points of original
contact, not unlike today.
Growth imperative. It has been known for a long time that there are only
just so many tax returns and audits to go around. Those regulatory pro-
cedures would never serve as the basis for enough growth to maintain
relevance in the economy or for the growth requirements of our firms’
ownership continuation. In ...