FAQs

Move the information first, the activity second, and the relationship last. Write a one-page record for each of the top [...]

Buyers treat it as key-person risk and price it directly. M&A advisers who write about founder dependency commonly describe discounts [...]

Six signals indicate the dependency has become structural: deals queue behind the founder's travel schedule; capable new sales hires never [...]

Founder-dependent sales means the company's revenue depends on one person's relationships, judgment, and availability. The founder holds the customer relationships, [...]

Send the first response within forty-eight hours, from the person who had the conversation, referencing something specific that was discussed. [...]

A badge scan records that someone walked close enough to be scanned. It carries no information about whether that person [...]

Use these four measures: meetings held against your named target list, the percentage of logged conversations that carry a documented [...]

Start ninety days out. Use the first month to build a named target list of twenty-five to forty accounts across [...]

Trade show marketing is the full cycle of relationship work a company builds around an industry event: choosing which shows [...]