Case Study: Should You Adjust Your Business Model for a Major Customer?

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A manufacturer evaluates a tempting deal.

“There’s another one!” Cameron Burke’s son said, pointing to a darkened streetlight across the park. “But it’s out too!” Cameron regretted having started this game with his four-year-old. His company, Lumiscape, produced smart, connected streetlights that had been installed in cities throughout the United States, including Cleveland, where they were now, visiting his parents.

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