Writing from the job site.

Diagnostic

Aug 2026 · 6 min

The one constraint

Most revenue problems are one problem wearing five costumes. How to find the constraint that is actually capping margin — and why fixing anything else is theatre.

Pricing

Aug 2026 · 5 min

Why discounting is a pricing failure, not a sales one

When the only lever a team has is price, the deal was lost long before the negotiation. What to build upstream so the number holds.

Pipeline

Jul 2026 · 7 min

Bidding less, winning more

Qualification is the cheapest growth lever in project markets. A simple scorecard for deciding what not to bid.

Model

Jul 2026 · 4 min

Skin in the game: how we get paid

A modest retainer, then a percentage of deals won as a result of the work. Why the model changes the advice you get.