The thinking behind the playbook. Twenty years of operating, written down a piece at a time.
The fastest money in any business is sitting in the customers who already said yes. Most companies never go back for it.
Why I spend the first three weeks of every engagement changing nothing at all.
Everyone's optimizing the top of the funnel. The money is usually somewhere else.
The wall every founder-led company hits looks different each time. The cause rarely does.
