Alien artifact post
Ever had to pick between two things you didn’t understand?You probably picked the one that felt safer. That’s exactly what your clients do, too. People
June 4, 2025
Ever had to pick between two things you didn’t understand?You probably picked the one that felt safer. That’s exactly what your clients do, too. People
You may have heard people refer to their advantage as “the edge.” I’ve realized just how good this metaphor is. An edge multiplies force by
If you’ve been reading this newsletter for a while or heard me talk, you might remember “Expert’s Paradox”. 1. Clients need you precisely because they
A company isn’t like a clock. A clock is made of complicated parts that interlock, yes. But shove a clock into a safe and keep it
Knowing your niche isn’t the same as knowing your market. A portraitist once told me he knew what his clients wanted: their picture taken. But
Last week, a consultant sent me a 1200€ proposal she’d poured hours into. The client ghosted, then after a while said “we went with someone
There’s no escaping it – most clients scan, they never read the whole offer. One would think this doesn’t apply to offers, since they deal with
I got a proposal to pay €10k–€30k to speak at a world-renowned pricing conference. Should I? That’s what Terrapinn’s World EPA Congress charges. It’s pharma’s
I’ve realized I don’t believe in “lead magnets”—those well-crafted, information-rich freebies meant to bribe people for their email. Their value was mainly in: – saving
The scariest five words you’ll hear after signing a project? Hey, just one more thing… By the time that phrase surfaces, you’ve already spent hours proposing,