There are few sitcoms, thrillers or plays where the plot can tolerate the addition of a cell phone. Once the characters have the ability to connect and clear up misunderstandings at will, a lot of tension disappears. If Juliet had had a smartphone, she and Romeo would have ended … | Continue reading
Every internet success works because the network effect kicked in. There’s no other way for an idea to reliably and economically reach a big enough audience to be sustained. That’s why Super Bowl ads make so little sense in 2024. Ideas that spread win. I wrote a bestseller about … | Continue reading
That’s the first part of the confusion. It’s a group of people who can’t decide what the thing they do is supposed to be. Is it: Advertising Publicity Increasing retail distribution Direct and measured response SEO Making the logo pretty Wholesale and trade relationships Maintain … | Continue reading
Over the next few days, I’m going to feature a new project we launched today. A small and mighty team has been working on this for a year. I want to share the highlights along with some of the critical design choices we made along the way Each year, charities in the US raise abou … | Continue reading
The defenders of the status quo often demand certainty when facing decisions about the future. It sets up the conditions for doing nothing, because certainty never happens until the future arrives. It’s much more useful to look at probabilities. Flipping a fair coin has a 50% cha … | Continue reading
Have you ever wondered what the wiring layout behind the control panels at Abbey Road studios was like? Neither have I. The Beatles recorded some of their best work there, and I have no idea if it was a rat’s nest of tangled wires, or if each wire was labeled, coded and perfectly … | Continue reading
Until just recently, a solar eclipse wasn’t a tourist event. It was the cause of real panic. Two reasons that are worth considering: Eliminate surprise and explain the circumstances and panic starts to fade. | Continue reading
When the deal falls apart, or the team loses the game, or a partnership hits the rocks, it’s easy to focus our energy on what just happened. “What if they had called a different play?” This overlooks the real issue. It’s the first move, or the fifth, that led to this problem, not … | Continue reading
When a resource can be used more efficiently, we end up using more of the thing, not less. So, when cars get better gas mileage, people drive more, and consumption can actually go up. When AI learns to write computer code, the demand for programmers goes up, because more efficien … | Continue reading
Most of our errors are in this category. Yesterday, The New York Times sent this newsletter to a million people or so: I’m sure it wasn’t the best part of the day (or the week) for whoever messed up, but I also know that it had little impact on anything that matters. Being carefu … | Continue reading
It’s tempting to hand it to other people. If someone else takes the blame, if they accept the responsibility, then we get satisfaction and we’re off the hook. Alas, this doesn’t work unless the others do the taking and do the accepting. Which is unlikely. We’re giving power to so … | Continue reading
Why is that? The new diet. The fundraising after a natural disaster. The relationship. The hype cycle of a new technology or the media frenzy around a hot new fad or candidate… It always feels like it will be different this time. It rarely is. If it’s going to be different, the f … | Continue reading
Fear is self-focused. Day to day, our fear is about us. What will happen if we give that speech, launch that project, get stuck in traffic, are eaten by an alligator… And generosity is about others. “How can I help?” Jumping in the water to save a struggling swimmer stops us from … | Continue reading
Courage is a generous act that involves risk. It’s not courageous to hang out with friends and make a crank phone call. The risk involved might be actual risk (it took courage to go to the moon) or it might feel risky (raising your hand at a meeting to ask a useful question proba … | Continue reading
Some people go to the gym for health and energy. Some go to lift more weight than they did yesterday (or more than the person next to them). You can start a company to make an impact and surround yourself with people on a similar journey, or you can seek to maximize the stock pri … | Continue reading
There’s no such thing as work life balance. There’s simply life. And you spend part of your life at work. One way to change the pressure of work is to expand or contract the size of the container that holds it. It’s a trap to embrace a productivity shortcut that isn’t a shortcut … | Continue reading
Questions people ask themselves when looking at a web page aimed at businesses (B2B). They are rhetorical, but should give you a place to begin: Is it my job to deal with this? Who sent me here? Will this advance my project? Will it help me get ahead if I take action? If I ignore … | Continue reading
If we’re going to come together and invest the time in conversation, in research or in analysis, we should begin by understanding what would be required for you or I to change our minds. If you’re not willing to consider that you’re wrong, then, in the words of a Dan Dennett, you … | Continue reading
Michael Lopp helped coin an important term. When you’re a skilled craftsperson with high market value, there may be recruiters knocking on your door. An employee who has ‘shields up’ doesn’t even bother to answer the door. When shields are down, you’re open to at least hearing wh … | Continue reading
As an organization grows in scale, the idiosyncrasy and distinctiveness that was originally informed by the taste of the founders moves toward the mean. Over time, things get more average. That’s because each new customer, each new supplier and each new employee wants or needs so … | Continue reading
The only reason we need to go into detail about our resume, the details of our new idea or the features of a product is to cause action to happen. And action is the result of tension, status or affiliation, and these are based on trust. There are many ways to build that trust, an … | Continue reading
The art of project management includes the dance between velocity and possibility. If you describe the outcome with specificity and remove as many variables as possible, you’ll get the work done with more speed, higher reliability and less cost. That velocity, though, might encou … | Continue reading
Forty years ago, the royalty of rock spent the night in a studio to record one of the fastest-selling singles of all time. The documentary of the event is just okay, but it’s fascinating in how it shows us just how deep imposter syndrome lies. Only a few stars seemed at all comfo … | Continue reading
Who are you to make things better? How dare you raise your hand to help, offer an idea, take responsibility… Perhaps it might be helpful to reframe that feeling as the generosity of improvement instead. If not you, who? If not now, when? | Continue reading
All purchases involve a decision. Yes or no, this or that, now or later… But it’s helpful to realize that all decisions involve a purchase. When we decide to spend time or take a risk or make a commitment, our brains act in a way very similar to how we choose to make a purchase. … | Continue reading
I just received copies of the new reprints of four of my books in the UK: I’m really pleased at how the books have stayed relevant and also delighted at what a good job the publisher did with the reissues. Also, the Italian version of This is Marketing just went back for its 14th … | Continue reading
A common shortcut to cultural divisiveness is to find the single worst person in a different group and highlight and attack their behavior. By making it clear and obvious that this is what THEY (the plural) want and who THEY are, it’s easy to walk away from a larger we. Their wor … | Continue reading
It’s negative when we say that someone is out of control. They’ve lost their self-restraint, and they’re doing things that they’ll regret later. And it’s honest when we acknowledge that just about everything is out of our control. We can work to influence it, we can practice acce … | Continue reading
Access to information used to be scarce. We ranked college libraries on how many books they had, and time at the microfilm reader was booked in advance. Today, if there’s something I don’t know, it’s almost certainly because I haven’t cared enough to find out. I don’t understand … | Continue reading
Learning is about becoming incompetent on our way to getting better. If you’re not open to the tension that is caused by knowing you could do better, it’s unlikely you’re willing to do the work to get better. As you’re doing that work, there’s the satisfaction it brings, but also … | Continue reading
In 1840, at the dawn of the information age, the king of Sardinia asked Charles Babbage what nearly instant messaging like the telegraph could possibly be good for. Twenty years later, it was obvious. When I first saw Prodigy in 1986, I saw that the consumer internet would have m … | Continue reading
When we feel like doing something selfish, indulgent, hurtful or short-term, we can simply decide to do it later. And when it occurs to us that we might be able to make a useful contribution or do something important, perhaps we could do it now. | Continue reading
A name is a hook for us to hang a story on. We need to begin with empathy and a useful story… useful to the people who want to believe it, spread it, and use it to accomplish their goals. But then, the story needs firm footing and a way to stick with us. Patagonia […] | Continue reading
The independent bookstore down the street is carefully curated. Each book takes up the spot that a different book could inhabit, so the owner makes sure that there’s a great reason a title is included. Amazon, on the other hand, has no shelf space problem, and the Kindle multipli … | Continue reading
That’s a cliche from the movies. Dangling from a railroad bridge, only determination and firm grip can save the hero. In our modern world, we often end up holding on to ideas, to grievances or to our view of the world. Ironically, the harder we hold on to the things we’re hiding … | Continue reading
The most effective persuasion happens when we persuade ourselves. The purpose of the memo or the table or the graph or the presentation is to create the conditions for someone to make up their own minds. Because it’s almost impossible to make up their mind for them. The aha is ac … | Continue reading
Taste varies. That’s why we don’t call it utility. Taste is individual preference, not absolute truth. In team settings, then, it’s much more helpful to say, “I prefer this over that,” instead of, “this is wrong.” Some things are wrong. There are standards that we can all accept … | Continue reading
AI chatbots highight a challenge that is worth understanding. It applies to customer service, bureaucracies and teachers as well… If you ask an AI a question and it’s not confident in the answer, it should say, “I’m not sure.” That could be followed up with, “do you want me to gu … | Continue reading
When you’re reading a good historical novel, you might be there and then. When you’re checking your email, you are in a conversation between and among, over there, not here. When you’re imagining what went wrong in that conversation yesterday, you are living in yesterday. And whe … | Continue reading
Long after people forget the details, they’ll remember your kindness. There are many forms of hospitality, but resilience, goodwill and gratitude are often the ones that matter. PS here’s a short ebook I published almost a decade ago. | Continue reading
“The mean” is the average. Another word for “mediocre.” When an organization gets big enough, by definition, it’s the average. When you have enough customers, they represent the population as a whole. If you find yourself seeking to serve the largest possible number of people, yo … | Continue reading
In 2023, I developed a new idea that transforms an old way of doing commerce. In traditional auctions, there are rounds of bidding and the high bidder pays to get the prize. The last bid is the amount paid, and no one else is charged anything. This is an interesting ‘game’ in whi … | Continue reading
If you’re in need of a gathering place, a dry, functional, centrally located facility for your folks to meet, a cathedral is probably way more than you need. It’s far more expensive to build and maintain and not optimal in delivering what’s required. But what if this building nee … | Continue reading
When it’s tough going and it feels fraught, it’s easy to imagine that the headwinds will never end. And yet, when all is going well and the wind is at our back, it’s tempting to imagine that this is the way it’s going to stay. Neither is true. The reason we see them as headwinds … | Continue reading
A manual I recently read listed the “cons” of having a meeting virtually: To be accurate, every one of these points should have “so far” added. The videogame market is far bigger than the box office of Hollywood films. The people who play video games at home for hours at a time h … | Continue reading
6 times 1/2 doesn’t equal 3. It equals zero. We’re tempted to do a little less than we need to. Perhaps we’re busy, with too many options. Perhaps it’s resistance, pushing us to hold a little bit back. Whatever the reason, when we show up just a little, we get zero credit. The sm … | Continue reading
In the old days, companies had a suggestion box. It was immortalized in cartoons, but the idea that an employee could anonymously submit a suggestion to make things better is a first step in engagement. Some companies took this much further and paid employees for suggestions that … | Continue reading
In action movies, there’s a lot of leaping. Brave shifts in which the hero gets from here to there, all at once. It’s easy to imagine that sudden leaps are how we make our impact. This is blog post #9000 (give or take). When did the leap happen? It wasn’t an external leap. The fi … | Continue reading