Why the Market Hasn’t Reacted (Yet) to AI’s Cross-Market Content Problem

AI Thoughts / By

After publishing several articles and posts on how AI is quietly reshaping cross-market content visibility, I noticed something that initially surprised me. There was no reaction. No debate.No disagreement.No “this is wrong.”No “we’re seeing this too.” Just silence. Not even from those who reached out to understand why their hreflang was not working. At first, […]

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The Master Contribution Value Framework

Agency Management / By

Why Contribution Value Beats Contract Value — Every Time Most organizations make decisions based on contract value — price, scope, deliverables, and outputs — but I argue that a focus on “Contribution Value” will increase your client win and retention rates. I introduced the concept of contribution value in Epiphany 23, “Contribution Value vs. Contract Value.”

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Epiphany 35: You Don’t Win RFPs By Being the Best. You Win By Being the Safest Bet.

Epiphanies / By

There was a moment in my career when I realized I had been approaching RFPs in the wrong way. I thought RFPs were about demonstrating our expertise, the sophistication of our methodology, and the innovative nature of our work, while staying within the client’s budget constraints. It turns out that’s how you lose. Committees don’t

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