Editions
Newsletter · LinkedIn messaging
The best message I sent this week was the one I didn't
A new connection is not a relationship. It's a debt of curiosity, and you get to spend it exactly once. "Great to be connected" spends it on nothing.
Newsletter · Commercial intelligence
How to ask a question nobody can bluff
Most questions in commercial life can be bluffed, because the question carries no evidence. Four things make the difference, built here in the open on the public record.
Newsletter · Executive onboarding
The two clocks
86% of new hires decide how long they will stay within six months. The review that decides their future is booked for month twelve. Two clocks, and they do not agree.
Newsletter · Executive onboarding
The rival in the room
Every senior appointment leaves a colleague who wanted the job sitting at the table on Monday. The research on what that costs, and the question that settles the room.
Newsletter · Executive onboarding
You spent six figures finding them. Then you handed them a laptop.
Every sales rep gets a named onboarding curriculum with an exam and an owner. The six-figure VP Commercial hired to carry the number gets a laptop and a diary.