CURTAIN-RAISER: PAST AS PROLOGUE
 
A few years into his tenure at Morgan Services Inc., Chairman/CEO Richard Senior says he visited the company’s Cleveland plant to discuss with managers what type of customers were the right fit for them. “The service reps were sitting around a table,” says Senior, who’d previously spent seven years as a management consultant with McKinsey & Co., a leading business advisory firm, before joining Morgan Services in 1974. “I said to them: OK, here’s what we’re going to do. Sales reps, listen up because rather than trying to figure out theoretically who we ...