Meet Off2SchoolSupplies (O2S), an office supply company. For a long time, they were the heroes of the small, privately held companies in their region. They had a superb network and never ventured to sell to state schools, government entities, or big publicly held companies. This strategy worked like magic, with the company seeing its sales grow every year for two decades.

But then, along came the internet, changing the way businesses worked. Now, many small companies started buying office supplies from online sellers. With slowing sales, O2S needed a new plan, so they decided to reach out to public sector organizations.

Let's look into the two worlds O2S is navigating: the private and public sectors.

The private sector is like O2S's hometown - it's where they've been operating for years. This sector includes privately owned small and medium companies. O2S's model worked well here because they had strong relationships and were in close proximity.

Imagine your local grocery store, where everyone knows everyone. The store owner knows your favorite snack and has it ready for you every time you walk in. That's the kind of bond O2S had with these companies.