The senior executives of Shell Global Solutions felt that they were experiencing extreme value leakage. They had 52 groups involved in developing and delivering 850 discrete products and services. One-hundred-and-ten account managers were delivering $150 million in revenue. By their estimates, it should have been a billion-dollar business. Four years later, after stopping the value leakage, they were at $750 million in revenue despite reducing their salesforce by 60%, down to 42 account managers. The average sale had increased a phenomenal 800%.