Love this post and I can’t understand how it isn’t business 101 or common sense. I have seen models in professional services where those responsible for delivering are also responsible for sales. Then management think they’ve nailed it. It never works. At best, it ensures retention and growth of existing clients but without a steady stream of new business (which delivery people are not focused on and it’s not fair to expect them to be) you put your business at risk. Clients fall off for reasons outside of your control and without a sales engine to buffer that you are in for decline or limited to your current clients’ spending potential- not your own.