How to motivate your team after missing an important target
Motivate a team after a missed target by explaining what the result means and what happens next. Separate the quality of the team’s effort and decisi...
The journal
Articles
Essays on judgment, influence, and what happens when the stakes get personal.
Why morale varies so much between teams in one company
When morale varies across teams, compare local work conditions and management routines before attributing the difference to attitudes.
Why is team morale low when the business is doing well?
Ask employees about specific work conditions before prescribing recognition or a new mission statement. Separate workload problems, fairness concerns, and ...
When a CEO’s perfectionism slows the whole company down
Stop perfectionism from delaying execution by defining the release standard before work enters executive review.
How to separate your identity from company performance
List the roles and commitments you want to preserve regardless of the next company result. Use that map to examine business decisions that appear to protec...
How to design pricing tiers customers can compare fairly
Design pricing tiers around different buyer needs with visible scope, limits, and responsibilities.
What to say when you raise prices for existing customers
State the actual change and the options clearly, after confirming contractual notice requirements with counsel. Give a truthful explanation without invente...
How to defend a premium price with evidence buyers trust
Defend a premium price with buyer-relevant evidence of value, scope, and delivery requirements.
Is your leadership team aligned or avoiding disagreement?
Check apparent leadership alignment against the decisions people make after the meeting. Ask executives to state material objections and describe what they...