Epiphanies

This category contains various ideas and beliefs I have realized that radically changed my thinking.

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

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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Epiphany 32: How to Manage Up When the Boss Has Already Decided

Adjusting the Variables Without Challenging Their Authority On our podcast last week, our guest Jason Kilgore outlined a challenge many of us face in our organizations, where executives have already decided to replace team members with AI. The decision was made, final in their minds. They didn’t disclose the variables they used to arrive at

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Epiphany 30: Solving Problems Without Saying “Problem”

The Set-Up: When “Problems” Become Opportunities A few years ago, I was working on a global digital transformation project. After weeks of analysis, I compiled a readout deck for the executive sponsor prior to the broader audience presentation. It was filled with data, charts, and observations, then a comprehensive section called Challenges and Problems. I sent

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