There is always a gap between the product or service that you typically sell and a customer’s actual needs. The best in the business are constantly working to make that gap as small as possible or make their service more flexible so that they can achieve the needs of a greater number of customers.
Building square footages are fixed – landlords will only lease space in given increments (1 floor, 1/2 floor, maybe 1/4 of a floor). We as service providers must then help our clients fit their need into this constraint by better aligning them with the space and business case that will support them over a 5+ year lease.