The Machine: Making Customers

A few years ago, one of my founders in an accelerator I was running joked that we needed t-shirts for our cohort that say “Build the Machine.” I said it so often, in my workshops and coaching sessions, it had become the mantra of their cohort. I said it so often,...

Irrational and Predictable

Humans are irrational, but predictable. This is infuriating, confusing, and super good news! Humans regularly don’t make rational choices. We’re emotional creatures who rationalize our choices after the fact. This is why it is a good idea to ask customer...

The Flash Bang Dazzle

As a founder, you’ve been told your job is to tell a great story. You’ve got to win over customers, employees, investors. Your vision for how your business will change the world or at least become a billion dollar venture has to be compelling and...