If you’ve ever been fly fishing, you know this. A slight change in temperature. A subtle shift in light. A minor change in water level. And suddenly the fish stop biting. The fly that worked beautifully an hour ago is now completely ignored. The fish haven’t disappeared. They haven’t become irrational. They’re simply responding to their...
Read MoreIt’s that time of year again.Spreadsheets are open. Fingers are crossed. People are hard at work forecasting next year’s revenue. Too often, I see a number plucked from the air. "Let’s try and hit $10 million this year!" Unfortunately, that $10 million can look very different depending on how you measure
Read MoreBack in December, I asked you to think about your big priorities for 2026 - the ones that matter, the ones that keep getting pushed down the list. Now here we are. First full week of the year. Clean calendar. Blank page. Green light. For a lot of CEOs we work with, the answer isn’t new ideas. It’s old ones - important initiatives that have been...
Read More'Twas the week before Christmas, and all through the land,CEOs were regrouping, strategy in hand.They'd dodged rising tariffs and tech that moved fast,Now wondering which plans would actually last… It’s that time of year! The pace slows. The calendar clears. And somewhere between the last meeting and the first glass of eggnog, your mind drifts...
Read MoreI taught skiing on weekends for almost 40 years and one of the most powerful skills I developed was what is called ‘Detection and Correction”. It’s the skill of identifying the symptom and then determining the root cause. Inexperienced instructors can spot the symptom—but rarely identify the root cause. A student may be skiing without flexing...
Read MoreOften, when I examine a company’s approach to sales, they want to dive right into fixing the symptoms. They want to discuss MQL, SQL, Conversion ratios, average contract value, and so on. Where I want to start is with strategy: How have you defined your perfect prospect? What are the problems that you might solve for them? What are the...
Read MoreSometimes, the cause of falling revenue is obvious – a major client fails, a sales channel quits, input costs increase, a new competitor enters your market. But more often, the cause is really hard to pin down and it can be really frustrating. Far too often we leap to price (our competitor is undercutting us), or sales effort (let’s have a sales...
Read MoreBusinesses survive and thrive for all sorts of reasons. Many of which are outside of our control. But many of them aren’t. There are strikingly few barriers to starting a business and consequently all sorts of dumb ideas, poorly executed, are attempted. As a result, only 10% of startups actually get into the
Read MoreWith some trepidation you strip down to the basics and attach the required ankle tracker. You have made a foolhardy(?) decision to go ahead with the venture. Physically you are committed. Mentally – not so sure. You shuffle forward to the end of the dock. The man says, “The timer starts when you step on the
Read MoreFor those who celebrate it – Happy Canada Day! Even if you are not fortunate enough to be a Canadian citizen, do feel free to celebrate the very fact of Canada. In many ways the world could use a bit more Canada just now. Here in Canada, we have muddled along quite well for the last 157 years managing to avoid too much controversy and minding...
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