June 2025
What Pro Athletes Know About Your P&L
One of my favorite things is watching people who have deep expertise and translate it into another field
Articles
Thinking on manufacturing, finance, systems, and building businesses that actually work.
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3 CEOs Stopped Looking at Big Picture Numbers
I’ve been working closely with three manufacturers who’ve been navigating a sales downturn
December 2024
Why Most Manufacturers Can't Answer Their Simplest Pricing Questions
The question is straightforward: "What does it cost us to make this?" The answer, for most manufacturers, is surprisingly hard to find.
November 2024
a brief ‘screwtape letters’ on vision & leadership...
I had 9 minutes before my next call, so here you go! If you’re a visionary, here’s a play by play on how to ruin vision for the folks around you…
November 2024
“I don’t know what my vision is, and the word ‘vision’ has been ruined by past experienced.”
Fair enough… And while you’re sorting through that, consider this… All that you’re really after is an ideal world
November 2024
what I wish everyone knew about problem solving & troubleshooting...
When people first start working with me, they often make general statements like, “This isn’t working
November 2024
candor in sales — and why if they don’t bring it, you should...
I’ve been in a few sales conversations over the past few months that have been misleading at best, manipulative at worst
October 2024
putting constraints on your business (on purpose)
On a recent client call, my client and I dug into their sales process
October 2024
Beating Burnout
Burnout comes in different ways for different reasons
September 2024
why partnerships don’t work & how to fix them
1 – the overeager partner antidote: hit the brakes by getting clear on requirements & expectations If partnership is a sales process, this is where sales is a disqualification process