Journal
Live From the Field
My public journal for the actual levers that influence business value, and how to be positioned for them: the lessons I am learning working with different types of businesses and clients, live from the field.
A Quote Document Is a Trust Product
A quote is treated as paperwork, something to get out of the way after the real conversation has happened. In practice it is often the last piece of trust-building the customer sees before they decide.
Interest Is Not Commitment
A prospect nodding along in a meeting has told you almost nothing about whether they will buy. Interest is cheap. Commitment has a cost, and people only pay it when something forces the decision.
Starting From Zero Is Mostly Learning How to See
Most advice about starting from zero focuses on action: ship something, talk to customers, move fast. The harder and less discussed skill is learning to see the situation clearly before you act on it.