MBA's usually learn about Theory X:Theory Y methods of management. Over the last 3 years in corporate world I have seen similar two opposite styles of business development at work - I christen them "Theory A: Theory B" style of business. Theory A A manager who believes that new business is the best business and getting business is his most important priority. Such managers tend to paint a very rosy picture of their company / team / work in front of a new client. They also tend to over-commit. Though not as a rule, but as a corollary, such managers tend to pay very little attention to work (projects / deliverables etc) when its comes to delivery / execution. Thus they tend to over-commit and under perform, resulting in low repeat business. However, their future pipelines are usually so full of work that they are hardly ever bothered or worried by the lack of repeat business. Theory B A manager who believes that repeat business is the best form of business and hence his fo