Two years ago, serious philosophical differences led to a split between LNS Communications and one of its largest clients, Motorola’s software products division. In 2000, Motorola came back, looking for the same dedication and creativity that had distinguished the relationship between the two companies before the break-up. At about the same time, an employee who had left LNS for a job as a field marketing representative at a software company, rejoined the agency, citing the “funky family atmosphere” and the constantly challenging environment. There’s something about LNS, it seems, that makes the company difficult to leave, for clients and employees.
Perhaps it’s the emphasis on results. The firm believes in beginning every program with research and analysis of both the market and the competitive framework. It ends in measuring relentlessly against objectives. The same formula—setting mutually agreed objectives and then measuring against them—is applied to career development, and has an equally energizing affect on employees. The payoff is impressive growth. LNS estimates 2000 revenue growth at 50 percent, and the agency now has 32 employees at its Cambridge headquarters.
In addition to bringing back Motorola as a client, the year’s big wins included Entuity, developer of the storm proactive network management software, and JetForm, which worked with LNS on a major change management program following the appointment of a new CEO. Meanwhile, the firm continues to produce award-winning work for Avici, which is developing the routers to propel next-generation networks, and which enjoyed one of the most successful IPOs of last year; and Ipswitch, an Internet company developing high-quality software products, which worked with LNS to secure not only trade media coverage but also a major placement in The Wall Street Journal—unusual for a privately held company.