AI packaging content
I'm sitting on £1,000,000 worth of content. Paid work. Good work. Just... unused. Today I took the first step. To stop letting it rot on my hard drive. In 30 minutes, I transformed one workshop into: • A fully narrated podcast episode • An explainer video • A fresh
Sales aversion syndrome.
Sales aversion syndrome. And the knowing-doing gap. A friend said sales skills take time to develop. My response - or alternatively no time at all 😀 The skills are easy-ish. The strategies are simple-ish The emotional resistance is hard. Overcoming sales aversion starts with believing in your mission, your service’s
How much utilisation are you prepared to forfeit to invest in growth?
How much utilisation are you prepared to forfeit to invest in growth? Not the coaching investment (although that's important). The earning potential lost from delivery because you prioritised business development. You can't spend a team's time twice. So that investment means making a choice.
Customer research
Just had to repost this - it’s a gem. Consultants take note. Read between the lines. Everything you need to know about customer research excellence is here. Do this and deeply understand the situation - before anything else. Why BYO Cups Don’t Work June 2021 “We’ll design
The single metric
If I had just one metric, to predict a firm’s future, it would be conversations. Not just any conversation. Project conversations with decision influencers And budget holders. How many conversations must you have daily, weekly, monthly, annually to make your number? Track them. Be accountable. Design your future.
The lack of wanting
Yesterday I had a conversation about how some people just seem to have a ‘lack of ‘wanting’ when it comes to careers. Wanting - meaning the striving and drive for something. For example they’ll say they want a promotion … but fail to use their initiative, or take on more
Agency
I remember that first week in sales. I sat at my desk waiting for the phone to ring… It didn’t. Shocking as it seems now, that’s the way I thought it worked. Customers call into their rep and place orders. Surely with all the great marketing the company
The paradox
If you lead a consulting firm, growth feels weird right now. Everywhere you look: More competition. More challenge. More change. And executives with problems that are: Non-trivial. Politically risky. Time-sensitive. Exactly the kind of problems your firm was built for. So why does growth feel… off? You can be busy.
Réflexion
What are you waiting for permission to do? No one's coming to approve it. Do it or don't.
Upcoming newsletter
I've just finished writing the newsletter / briefing. 3 things that made me think differently this week. 1/ The danger of jumping into conversations without choosing a role. 2/ The 5am wake up call that created a new tool for my clients. 3/ The one unspoken barrier that silently