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CDI’s New CEO Rich Falcone Talks ‘Change Or Die’ Motto, M&A

“We’re adapting to what the market’s doing. We’re pushing our competition out. Quite frankly, we’re share shifting, we’re growing and that’s exciting to people. Change or die is real,” says CDI’s new CEO, Rich Falcone, in an interview with CRN.

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How is CDI growing total sales by 20 percent in 2021 coming off a record revenue year in 2020?

We’re on a frenzy hiring pace right now. We have brought in some great engineers, great account managers -- people want to work here. They want to be a part of this. They see what we’re doing. It’s real. It’s not just talk. We’re making these changes. We’re adapting to what the market’s doing. We’re pushing our competition out. Quite frankly, we’re share shifting, we’re growing and that’s exciting to people. Change or die is real.

Some leadership teams get a little paralyzed -- I call it rearview mirror syndrome. Like, when you drive a car, you spend 98 percent of the time looking at the front windshield. You look in the rearview mirror every now and then, you don’t really want to, but you have to. A lot of our competition is rearview mirror syndrome right now. They’re guilty of sort of looking at their past paradigm, and their past model, and just not adapting the way that we’ve done it.

It’s reflected in our numbers. We’re going to come up on $650 million in revenue this year. We were $330 million at the end of 2019. That’s both organic and inorganic at record growth, with record consulting levels -- almost $100 million of total combined services this year. We’ve done a lot right, and we got a long way to go, we can always get better. Everyday were waking up trying to get better and actually doing something about it to get better.

 
 
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