Notes
from the field.
Short pieces on finding the constraint, testing the fix and building the system. Written from live engagements.
Sell the result, not the mechanism.
A product that does ten things sells like it does none. Translate every use case into time saved, money saved or probability of success, and sell that.
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Applause is not a pipeline.
A great talk earns attention. A follow up system turns it into conversations and clients.
A demo is not a market.
Capability is not demand. Fix the front door, settle who decides, and ask the money question early.
Write like yourself.
Something shared, one specific problem, a short invitation. Months of overengineering lost to three plain notes.
A big partnership can pull you off your market.
Sell directly first. Treat the large opportunity as an expansion channel, and charge for the pilot.
Move your whole network upstream.
Bigger clients need a bigger network. Define the buy box, tell your referrers, and review the rate.
Want a note written about your constraint?
Start with the three question diagnostic. It names the likely constraint and the first experiment.
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