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I’m sure you know this feeling… I got off the Zoom call with the prospect on a high. The meeting was great, the connection was real, and they loved my ideas. They promised to review my stuff and get back to me about that big project. Seven days later: My polite follow-up met the majestic […]

Happy Labor Day (if you’re in the US or Canada)! Since I’ll be relaxing & spending time with my family this weekend (and I’m guessing many of you will be, too), I’ll keep today’s post short. So, I’ll share a handful of links to some things you may have missed. But first, some context: Over […]

About 35 years ago, high above the Big Piney River in the Ozarks, I learned how to see in the dark. No night vision goggles. No ninja training. Not a single magic mushroom! Just a strange skill we picked up in Army Basic Training… ​ Oblique Vision… You’ve probably done it. You try to see […]

=======If you’re new here, subscribe here so you don’t miss the next lesson.======= In 1997, during my last year of college, I worked for the Iowa Department of Transportation in Ames. One of the projects I worked on didn’t look all that exciting on the surface, but it turned out to be a pretty smart […]

=======If you’re new here, subscribe here so you don’t miss the next lesson.======= A curtain wall rep called me last month, frustrated about losing a project spec he’d been working on for 8 months. The product was good, and the price was competitive. He thought he had a solid relationship with the architect. Then, during […]