Map every role in a small acquisition target to know exactly where human capital risk can crater your business
Acquiring Minds: Joe Wynn, $600k SDE, 90% seller note — Acquiring Minds · Acquiring Minds
Close SMB deals faster by bypassing the broker and negotiating directly with the seller
Acquiring Minds: Joe Wynn, $600k SDE, 90% seller note — Acquiring Minds · Acquiring Minds
Turn your primary supplier into a recurring source of vetted acquisition targets as boomer owners retire
Acquiring Minds: Joe Wynn, $600k SDE, 90% seller note — Acquiring Minds · Acquiring Minds
Use third-party approval requirements to negotiate aggressively on price and structure when buying a distributorship
Acquiring Minds: Joe Wynn, $600k SDE, 90% seller note — Acquiring Minds · Acquiring Minds
VITO-to-VITO referrals produce 40% higher close rates and 2.5x more referrals downstream
Getting to VITO (The Very Important Top Officer) · Anthony Parinello
Lead with an informed hypothesis of customer needs rather than asking customers to educate you
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Grade every teaching pitch for boldness before it gets watered down to the safe middle
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Over half of B2B customer loyalty is determined not by what you sell but by how you sell it
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Choreographed six steps that lead customers from insight to your solution as the natural conclusion
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Teach customers something they don't know about their business — then show why only you can fix it
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
The three-part methodology for winning complex B2B sales through constructive tension
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Compare sovereign offerings as products to find where your tax dollar delivers maximum ROI
God, AI, and the Coming Violence | Will Manidis — Hidden Forces · Hidden Forces
Soft behavioural nudges are insufficient when suppliers actively re-complexify around them
The Mortgage Trap Hitting Millions of Homeowners · Tarun Ramadorai
Financial product complexity is often deliberate — opacity is the product
The Mortgage Trap Hitting Millions of Homeowners · Tarun Ramadorai
Find outstanding growth stocks by investigating what competitors, customers, and suppliers really think
Common Stocks and Uncommon Profits · Philip A. Fisher
Describe, design, and reinvent any business model through nine interconnected building blocks
Business Model Generation · Alexander Osterwalder
Use AI to kill bad ideas fast, deepen good ones, and fact-check your own biases before committing resources
How Gumroad's CEO uses ChatGPT - Ep. 1 with Sahil Lavingia · Sahil Lavingia
Understanding Toyota Production System through the lens of interconnected system properties
The Modern Theory of the Toyota Production System · Phillip Marksberry
Philosophy, Process, People, and Problem Solving as the foundation of operational excellence
The Toyota Way · Jeffrey K. Liker
Do things that don't scale to build the foundation for things that do
Bill Gurley — All Things Business and Investing · Bill Gurley
Positioning within a market
Inside the Tornado: Marketing Strategies From Silicon Valley's Cutting Edge · Geoffrey A. Moore
Integrate backward to control inputs
Competitive Strategy · Michael E. Porter
Analyze strategic groups
Competitive Strategy · Michael E. Porter
Optimizing purchasing strategies
Competitive Strategy · Michael E. Porter
Building trust through commitment
Competitive Strategy · Michael E. Porter
Suppliers' power
Competitive Strategy · Michael E. Porter
Understand industry competition
Competitive Strategy · Michael E. Porter
Understand industry competition
Competitive Strategy · Michael E. Porter
Resources, Processes, and Values determine what an organization can and cannot do
The Innovator's Solution · Clayton M. Christensen & Michael E. Raynor
Philosophy, Process, People, and Problem Solving as layers of excellence
The Toyota Way: 14 Management Principles from the World's Greatest Manufacturer · Jeffrey K. Liker
Assess where you are, define where to go, close the gap systematically
The Toyota Production System Journey: The Continuously Changing Features of TPS and Lean Thinking · Noboru Takeuchi
Learn TPS by doing, not by studying, through guided hands-on workshops
The Toyota Production System Journey: The Continuously Changing Features of TPS and Lean Thinking · Noboru Takeuchi
Systematically evaluate the strategic costs and benefits of vertical integration
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Choose your customers strategically to improve margins and competitive position
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Map the five competitive forces that shape every industry's profitability
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Never let a single supplier control your destiny
Shoe Dog · Phil Knight
Seek a calling, not a career, and let purpose carry you through hardship
Shoe Dog · Phil Knight
Channel the fear that everything can disappear tomorrow into vigilance
Shoe Dog · Phil Knight
Business exists to advance purpose, protect people, and generate profit, in that order
The Infinite Game · Simon Sinek
Sustainable Energy
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Cut costs, drive progress
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Collaborate for success
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Design and build in-house
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Control the means
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Harness demand-side economies of scale where each new user increases value for all others
Platform Revolution · Geoffrey G. Parker, Marshall W. Van Alstyne & Sangeet Paul Choudary
Evolve processes so complex and tacit that competitors cannot replicate them in time
7 Powers · Hamilton Helmer
Start from physics—can the fundamental sensor do the job alone? If yes, delete the crutches
Elon Musk · Walter Isaacson
Manufacture 70% of components in-house rather than outsourcing to suppliers
Elon Musk · Walter Isaacson