Compared to magical…

The easiest way to sell yourself short is to compare your work to the competition. To say that you are 5% cheaper or have one or two features that stand out–this is a formula for slightly better mediocrity. The goal ought to be to compare yourself not to the best your peers or the competition…Read moreRead more

Silencing the bell doesn’t put out the fire..

Many big organizations have full-time employees who scan the social media, looking for people with a complaint. They swoop in and grease the squeaky wheel, solving the problem of the person who spoke up. The theory is that these loud complainers are a problem, and the easiest solution is to give them something to make…Read moreRead more

The unforgiving arithmetic of the funnel…

One percent. That’s how many you get if you’re lucky. One percent of the subscribers to the Times read an article and take action. One percent of the visitors to a website click a button to find out more. One percent of the people in a classroom are sparked by an idea and go do…Read moreRead more

Winning today (vs. winning tomorrow)…

Look around. You’re not number one on that bestseller list, or chosen for this RFP or invited to give that talk. It’s frustrating. There are engagements you ought to have, sales you ought to be making, clients that ought to understand you… One choice is to spend today frustrated that you’re not winning with the…Read moreRead more

Thriving in a wet environment…

If you’ve ever fixed any kind of machinery, you know that a device that’s exposed to the elements is incredibly difficult to maintain. A washing machine or the underside of a car gets grungy, fast. On the other hand, the dryest, cleanest environment of all is the digital one. Code stays code. If it works…Read moreRead more

You will be judged (or you will be ignored)..

Those are pretty much the only two choices. Being judged is uncomfortable. Snap judgments, prejudices, misinformation… all of these, combined with not enough time (how could there be) to truly know you, means that you will inevitably be misjudged, underestimated (or overestimated) and unfairly rejected. The alternative, of course, is much safer. To be ignored….Read moreRead more

The flipping point…

When people say, “The tipping point,” they often misunderstand the concept in Malcolm’s book. They’re actually talking about the flipping point. The tipping point is the sum total of many individuals buzzing about something. But for an individual to start buzzing, something has to change in that person’s mind. Something flips from boredom or ignorance…Read moreRead more

How to make money online…

The first step is to stop Googling things like, “how to make money online.” Not because you shouldn’t want to make money online, but because the stuff you’re going to find by doing that is going to help you lose money online. Sort of like asking a casino owner how to make money in Vegas……Read moreRead more

Solving the problem isn’t the problem…

The problem is finding a vector that pays for itself as you scale. We see a problem and we think we’ve “solved” it, but if there isn’t a scalable go-to-market business approach behind the solution, it’s not going to work. This is where engineers and other problem solvers so often get stuck. Industries and organizations…Read moreRead more

Do you have a people strategy…?

Hard to imagine a consultant or investor asking the CMO (Chief Marketing Officer) , “so, what’s your telephone strategy?” We don’t have a telephone strategy. The telephone is a tool, a simple medium, and it’s only purpose is to connect us to interested human beings. And then the internet comes along and it’s mysterious and…Read moreRead more