Insights
Articles on operations, manufacturing, engineering, decision making, finance and business. Organised by subject, so you can find what matters to you.
Questions are the most powerful tool in any customer conversation. When to use open and closed questions, how to sequence them, and habits that quietly undermine conversations.
10 min read
How overheads and research spending reveal whether a business must keep running just to stay in place, and what product businesses can learn from that.
10 min read
Why products that customers choose out of habit and trust can earn for decades without changing, and what product designers can learn from that kind of durability.
10 min read
Most sales conversations are won or lost before they start. A practical guide to planning a customer meeting, and to conducting it with attention, purpose and respect.
10 min read
A great business is not always a great purchase. The conditions under which Buffett has bought and sold durable businesses, and the patience the approach demands.
10 min read
Effective prospecting starts with a clear picture of your ideal customer and a deliberate choice of where to find them. How to define both, and how to avoid busy work that produces nothing.
10 min read
A practical comparison of the main ways to find new customers: what each method is good for, what it costs, and how to choose a small mix that suits your business.
10 min read
Qualifying is the discipline of finding out early whether an opportunity is real. The questions that matter, common frameworks such as BANT and MEDDIC, and how to walk away gracefully.
10 min read
A plain-English walk down the income statement, line by line, asking at each step what an owner would want to know about the strength of the business.
10 min read
How to read cash, inventory, receivables and the current ratio, and why some of the strongest businesses look weak on traditional liquidity measures.
10 min read
Reinforcement learning lets systems learn decision strategies by trial and error, guided by rewards. A plain-English guide to how it works, its main methods, its risks and where it fits in business.
10 min read
What retained earnings are, why their growth rate is one of the clearest signs of a strong business, and why keeping profits only helps if they are reinvested well.
10 min read
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