Seth's Blog : Big questions before little ones



Big questions before little ones

Don't finalize the logo before you come up with a business plan that works.

Don't spend a lot of time thinking about your vacation policy before you have a product that people actually want to buy.

There are endless small details to get right before you have something that you're truly proud of. No doubt about it. But there are frightening and huge holes in any bridge to the future, and until you figure out how to get across, I'm not sure it matters if you have a typo on page 4.

Hiding takes many forms. Inappropriate attention to detail is a big one, because it feels like a responsible thing to do. 

By all means, get it right. Get it right the first time. Successful makers of change embrace the hierarchy of importance, though, and refuse to engage with a fight about right when it's vitally important to focus on important instead.

       

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More Recent Articles

• Short order cooks rarely make change happen
• The train is coming
• Hacking reciprocity
• "I agree in principle..."
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Seth's Blog : Short order cooks rarely make change happen



Short order cooks rarely make change happen

How far in the future does your agenda extend?

One way to tell: of the things you worked on last week, how many were due last week?

The marketplace has always tempted us with short-term cycles (they require less trust) and the internet amplifies this temptation to buy fast, sell fast, work fast, measure fast, move on. 

But the work that leads to change is rarely written on an order slip or an RFP. Selling to the next buyer is easier than changing the culture, but easier isn't always the point.

       

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More Recent Articles

• The train is coming
• Hacking reciprocity
• "I agree in principle..."
• The fundamental mismatch error
• When will you get to Ramsgate?

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Seth's Blog : The train is coming



The train is coming

It's fun to believe that people buy the goods and services we make merely because they are excited, delighted and eager to engage.

But often, particularly in b2b selling, the call to action is very different. "Get off the tracks! The train is coming..." combined with the rumble, the smoke and the visuals of the train arriving. That's what causes action.

Action means change and change means fear, so of course we shouldn't be surprised that people (and organizations) are often as motivated by the fear of loss as they are by the desire for gain.

       

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More Recent Articles

• Hacking reciprocity
• "I agree in principle..."
• The fundamental mismatch error
• When will you get to Ramsgate?
• What are you competing on?

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