We publish when we have something useful to say, not on a content calendar. New essays roughly monthly.
The customers paying you the most are the ones least likely to tell you what's coming. They are over-served, so they are not in switch behavior; they are sticky, so the survey says everything is fine. A field guide to listening past the loudest revenue — and what to look at instead.
Read full essay →Most internal "innovation labs" don't fail because they pick the wrong ideas. They fail because they sit inside the wrong RPV. Five diagnostic questions that distinguish a unit that will scale from one that will be quietly absorbed in 18 months.
Read full essay →Where the next decade of margin will move — and the integrated incumbents that will be left holding the wrong end of the value chain. A working note on the disaggregation of primary care and the architectural patterns that follow.
Read full essay →Most of the threats your team labels "disruption" are sustaining innovations dressed in disruption's clothes. A one-page diagnostic to tell them apart — and a note on why it matters that you do.
Read full essay →The "switch interview" — used to surface the actual job a customer hired your product for, by reconstructing the moment they first considered switching. The eight-question script, the traps to avoid, and what to do with the recordings.
Read full essay →If a generalist model can do 70% of the work, where does the remaining 30% sit — and is it the part where the money is? A working framework for services-firm leaders staring down generative AI.
Read full essay →Strategy is what survives the room. A short note on the structure of board memos that get acted on — and the three kinds of memo that almost never do.
Read full essay →A walk through the RPV framework with concrete diagnostic prompts you can run in a single afternoon to figure out which layer is actually the constraint.
Read full essay →No newsletter cadence theatrics. We send when we have something to say — usually once a month, occasionally less. Unsubscribe in one click.
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