Archive for March, 2019

The “John” Story

Friday, March 29th, 2019

What hope is there for artificial intelligence, when the real human mind plays tricks with our processing of images?

I am walking down a quiet London street this week, I spot on the opposing sidewalk a familiar tall, greying, slightly overweight face with ruddy cheeks. The sort of individual regularly to be found lunching in or around London’s Leadenhall Market in the nineties. We make eye contact, he smiles, and I turn and crossover the street saying, “Hello John, how are you?” He warmly greets me in a jovial British manner, mutters about it has been a while since we last saw each other, then apologises, “sorry, I cannot place where it was”. He pulls out a business card, exchanges pleasantries and asks the same. I glance at the name on the card, the brains goes into a deep search and I suddenly realise that the “John” in front of me is not, who I thought it was! It is stranger “John”, someone in residential property. I chicken out with, “I am sorry I don’t have a card with me, let me drop you an email with my details.” We bid farewell, me chuckling to myself about my cluelessness, and reminding myself that relying on instinct alone is not an exact science!

Uncommon Alliances with Investors

Friday, March 29th, 2019

Reminder: for those seeking a short-cut to Board Chair, Non-Executive Director, Operating Partner or Senior Adviser roles to think carefully about the return-on-time invested in originating buy-side deals.

Just because a couple of investors have an expressed need for your origination advice, and others appear to but won’t pay you for it other than “on success”, doesn’t mean you have found a wonderful new advice market. You’ve found a begging bowl with a few occasional scraps in it, walk on by.

Investor Fears

Monday, March 25th, 2019

Investors don’t fear an entrepreneur and their organisation’s ideal future, what they do fear is that the road to that destination is not littered with explosive devices. What preventative and contingent actions do you have in place now to allay your ideal investors’ fear that they are not lambs to the slaughter? Your success in powerfully articulating and boldly reassuring them is directly correlated to the time taken to convert initial interest into a firm commitment.

Sequencing Agreements

Friday, March 22nd, 2019

If you ever wanted an example of where negotiating an agreement or implementing one in phases or sequences is rarely wise or in your favour, one word, Brexit.

Forever Young

Wednesday, March 20th, 2019


Scientific evidence suggests the brain doesn’t stop growing until at least 78 years of age. If you think it is too late in life to learn a new skill or talent, you are probably right. However don’t limit or denigrate, those who are more courageous, and to paraphrase Bob Dylan, “seek to create a ladder to the stars and climb on every rung.”

Uncommon Anticipation

Wednesday, March 20th, 2019

Watching young kids play soccer or hockey, they inherently run into a large cluster fighting to kick or hit the ball with limited success. What they learn with experience, is the smart thing to do, is to spread out, to run to where they anticipate the ball is moving to, not where it is now.

Are you duplicating your clients’ efforts to figure out existing problems or are you anticipating their needs, and positioned to offer simple, fast alternatives that dramatically speed up their progress towards their goals?

Asking For Help

Tuesday, March 19th, 2019

If your volition is simply to get acquainted or catch up with someone, when your real intent is to elicit their help to improve your condition (find a job, raise money, obtain an introduction), you better change your mindset. Listen with obvious interest. Pose brief, intelligent questions that invite the other party to reveal themselves. Spot opportunities for reciprocal benefit. Be clear and precise about the help you seek. Agree time and date for follow up. Be memorable and someone they’d be keen to meet again.

Sounds simple? Most people don’t do this well and in return, receive little or no commitment from most of those individuals they ask.

The Unspoken Truth: Expertise

Friday, March 15th, 2019

If you are telling others you are an “expert” in whatever area of client improvement, would they consistently recognise that through the application of your talent, discipline and perseverance, regardless of the end-result? The unspoken truth for many is they would not. Indeed, your actions create more doubts than before you first met (failure to follow up as agreed, inadequate response time to client’s email/calls, use of poor or weak language, needless analysis to justify your value, duplicative and failure work and so on).

Don’t think I am talking about you? Look at your five most recent assignments, and if you are willing to be intellectually honest, ask if your actions were actually commensurate with your initial client promise.

George Michael

Monday, March 11th, 2019

The seat is vacant, the sound and legacy enduring.

(George Michael Collection Sale, Christie’s London, March 2018)

Berkshire Whileaway

Thursday, March 7th, 2019

Even the best (Buffett) investors are not immune to paying over the odds for a business or lousy strategy implementation (Kraft Heinz/3G). What they do have is resilience (dust themselves down) and a balance sheet (plentiful resources) that affords them the luxury of ill-timed investments with less than ideal partners. Two prerequisites for any business seeking success with an acquisition-driven growth strategy.