A two-person consultancy and a multimillion-dollar SaaS company run on the same four-layer ladder. Palantir calls the jump between them the path from gravel road to paved highway — and Roman military engineers were running the exact same playbook two thousand years earlier. Here’s how UiPath and Atlassian made the leap, and how to tell which layer you’re actually stuck on.
Three things give the student the possibility of surpassing his teacher: ask a lot of questions, remember the answers, teach. John Amos Comenius Throughout history, many individuals have faced great challenges while attempting to achieve their goals. One such person is John Amos Comenius, an influential education reformer from the 17th century. Despite facing many … Read more
You observe a behavior of a person. Maybe you get a strange look, or some words don’t make sense. Then your mind starts looking for an explanation. Did I do something wrong? Is she mad at me?You quickly start interpreting what you see. Our minds want to make a coherent story out of everything we … Read more
As a rainmaker, we want to be helpful and efficient. Our time is valuable and that of our client even more. That’s why we must master communication. Effective communication means ideally more listening than speaking. And when it comes to speaking, simple language works the best. We often observe situations where people think that selling … Read more
‘Tis a lesson you should heed:Try, try, try again.If at first, you don’t succeed,Try, try, try again. W.E. Hickons, Try and Try Again Most salespeople stay inactive due to wrong assumptions about the probability of success.Based on proper investigation, if you figure a deal makes sense for the other party, don’t give up when sensing … Read more
In my roles in sales and business development leadership, I’ve been observing one recurring pattern. After a business conversation with representatives of a company I hear colleagues and sometimes myself saying things like “I spoke to them and they want […]”. Or “The company doesn’t like our offer. They want us to do more.” But … Read more
While fostering economic growth everywhere we’ve been continuously eating into our planet’s resources. We’ve been damaging the systems that keep the planet a healthy environment for ourselves and many other species. Since the beginning of the 20th-century economic growth has been the main metric for the measurement of human wellbeing. It’s an important economic metric … Read more
When Jane D. sent her conscience letter to the Petrified Forest National Park administration in Arizona, US, it was a load off her mind. She sent it together with a piece of stone that she took from the park a year earlier. It wasn’t a regular stone, it was a “petrified stone”, originally from wood … Read more
During a dinner with the French ambassador the British King Charles II. let them serve a pineapple for dessert and he even cut it himself. Today such a scene would seem almost hilarious but in 1670 this was a very serious and unique demonstration of royal glory. The fancy pineapple dessert was a symbolic act … Read more
It sounds like the dream of every entrepreneur. The one decision, the one thing you do in a moment of despair that would change the outcome of your game completely. Ray Kroc, known for his burger empire with the big M in its name, had such a moment in 1955. In that year, he was … Read more