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Insights.
Weekly insights on the art of positioning, client acquisition and high frame selling.
The Missing "Client Getting" Chapter
Why every book on building a consulting business stops just short of the only problem that actually matters
Apr 14
Horizontal vs Vertical Positioning
The argument about specialisation has two vocal camps, and both of them are working from an incomplete picture.
Apr 8
Expertise Is All That Ever Mattered
When someone spends serious money on an advisor, a consultant, or a firm, they are not paying for knowledge. They never were. Knowledge has always been available to anyone willing to look for it, and the increasing ease of accessing it changes nothing fundamental about what people are actually buying when they hire genuine expertise.
Apr 7
The Illusion Of Scale
Almost every founder and consultant I speak to eventually brings up scale, usually in the same breath as ambition, as though the two are inseparable. Build something big. Grow the headcount. Open another office. The assumption underneath it is that scale is the natural expression of a successful business, the thing you're working toward once the fundamentals are in place.
Apr 5
The Fall Of The Machines
None of these tactics scale cleanly, which is precisely why they cut through. The modern buyer is conditioned to filter anything that looks automated. The moment something feels genuinely human, the pattern breaks.
Mar 14
The Fractional Trap
Why the fractional CXO model has a structural ceiling, and what to build instead.
Feb 6
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