Sometimes when you think the news can’t get worse, it does. As we’ve seen over the last three podcasts, we’ve done our job exceedingly well – solved the client’s problems and increased our margins. Still, due to the inevitable passage of time, fewer problems become the “new normal” and the client perceives a widening “Value Gap”. We’re looking at the world through a very different lens from our client and, if we fail to see things from their perspective, we’re vulnerable.