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CHAPTER 26

CULTURE CLASH

A focus on accountability is critical if you’re growing your company by buying small businesses and taking on their associates.

Answer two questions before you bring the office on board:

  • Is it more important to acquire associates who will follow your firm’s formula for success—whether that means making forty calls a day or forty sales a quarter—or to bring in companies whose associates have adopted a mindset of 100 percent accountability?
  • Does the small business you’re interested in operate in a culture that expects, encourages, and rewards highly accountable behavior?

If you absorb a business whose associates are willing ...

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