Their shoes

June 2, 2020

Anyone who’s built something, been involved with it for long enough or has any sense of ownership knows what it’s like to talk about their charge. They tend to use the... READ MORE

Willing customers

May 30, 2020

Our job is not to sell things to people who neither want nor care about them. Other people will do that. Other people will convince the reluctant and mop up the... READ MORE

Swing big, swing bad

May 27, 2020

Every financial model is laced with assumptions. Every forecast, financial or otherwise, is based on the best guess you can make on how things will play out, one, two, seventeen months... READ MORE

About the fact

May 26, 2020

Every now and again there’s bad news, and despite your best endeavours, it’s the kind that impacts others. You did everything you could to prevent it going bad, and everything else... READ MORE

All that is there

May 25, 2020

We all know risk averse types who seem obstinately, congenitally averse to risk. You job isn’t to convince them. Eventually, they’ll convince themselves, or not, without any help from you. So then,... READ MORE