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Inside Social Network Analysis (02 Nov 2005)
A management consulting firm hopes to win a lucrative contract with a large international financial institution. After weeks of intense preparation, the team sends off a proposal. Shortly thereafter, they learn that contract was given to a competitor with whom the client had worked previously. Almost six months later, one of the team members finds out that another group at the management consulting firm had worked on a project with the prospective client and had gained an in-depth knowledge of its business operations. Why, asked the frustrated team member, wasn’t this critical knowledge shared with the team?
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