Why interested B2B buyers keep delaying a purchase decision
Interested B2B buyers delay when a purchase remains difficult to justify, approve, or prioritize. Separate unresolved risk from internal disagreement and a...
The journal
Articles
Essays on judgment, influence, and what happens when the stakes get personal.
How to run a premortem before a major business commitment
Run a business premortem before authorizing a major commitment by asking participants to imagine that it has failed and explain how. Collect separate contr...
How to use base rates before you trust an ambitious forecast
Build the comparison before debating why your company is different.
How to avoid letting the first number control your estimate
Reduce the influence of a first number by gathering estimates and assumptions before showing a preferred budget or forecast. Compare the evidence behind th...
How to announce an unpopular change without selling it
Announce an unpopular change by stating the decision, explaining its reason, and acknowledging the costs employees will bear. Make clear which issues are s...
What to say when you reverse a strategy employees backed
Explain a strategy reversal by naming what changed in the evidence, what leadership has decided, and what happens to work already underway. Acknowledge the...
How to build a shared story after two companies merge
Build a shared merger narrative by comparing useful histories and agreeing on specific ways the combined company will work.
How to prepare managers before announcing a company change
Prepare managers before a change announcement with confirmed facts, role-specific implications, and a route for unanswered questions.
Is comparison with other CEOs changing your business priorities?
Test status-driven priorities by identifying the comparison that triggered the proposed change and asking whether the business case stands without it.
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