Resources
Short essays for managers of small and medium teams — on company memory, async work, suppliers, sales, and what AI needs to be useful in your business.
Why your AI tools feel useless without a company brain
Your team rolled out ChatGPT and Copilot months ago. Output didn't move. Here's the missing layer nobody talks about.
Institutional amnesia: the silent tax on small businesses
The same problems keep coming back. The same questions keep getting re-asked. The same decisions get re-litigated. This is what it actually costs you.
Beyond the company wiki: why documents alone can't hold your team's context
Notion didn't fix it. Confluence didn't fix it. Here's why the wiki model breaks, and what comes after.
Context switching is eating 40% of your team's day. Here's the bill.
Twelve open tabs, four chat apps, three browsers, and a Notion that nobody trusts. The cost of fragmented information, in hours and euros.
When your best person resigns, what actually walks out the door
A two-week notice is not enough to transfer five years of context. Here's what you lose, and what you can actually keep.
Tribal knowledge isn't quaint. It's an operational risk.
The things only one person knows are the things that break first. Reframing tribal knowledge from culture problem to risk problem.
Department handoffs are where projects lose their context — fix the handoff, not the project
Sales to delivery. Design to engineering. Account to support. Every internal handoff is a moment where ninety percent of the relevant context is dropped.
Why new hires are still ramping in month four — and how to cut it in half
Training isn't the bottleneck. Reading-into-context is. Why your onboarding budget is mostly being spent on the wrong thing.
Remote onboarding misses 63% of the conversation. Here's the missing piece.
When you onboard in person, half the context arrives through ambient observation. Remote work strips that channel out. What replaces it.
Async-first only works if your team shares a memory
You moved to async to free up calendars and got chaos instead. The piece nobody talks about: async without a shared substrate is just slower sync.
The decision log you don't have but desperately need
Every decision log initiative dies within six weeks. Here's why, and what to do instead of trying again.
Stop running weekly standups as recap meetings
Half the meeting is people summarizing what is already written somewhere. The other half is the few minutes where actual coordination happens. Fix the ratio.
Your vendor SLAs are buried in 18 months of email. That's where the leakage is.
The penalty clauses, response time commitments, and quality standards your suppliers agreed to. Most of them aren't being enforced because nobody can find them.
The renewal that costs you 8% on margin starts six weeks before it ends
Surprise renewals are not actually surprises. They are visible months in advance, in your inbox. The cost of not seeing them is paid in auto-renew clauses and missed leverage.
Procurement chaos isn't a workflow problem. It's a memory problem.
Every vendor email starts from scratch. Every supplier issue is solved fresh. You don't need a new process. You need procurement that remembers.
The SDR-to-AE handoff is where deals quietly die
The pipeline looks healthy. Conversion rates say otherwise. Most of the slip happens in the 72 hours after the SDR hands the deal across.
Your CRM is lying to you. Here's why your reps stopped logging.
The pipeline numbers don't reflect reality. The notes are vague. The next-steps are made up. None of this is a discipline problem. Here's the actual fix.
Post-call notes are the most underrated sales habit. Stop relying on memory.
The five minutes after a sales call are the most valuable five minutes in your sales process. Almost nobody uses them well. Here's the practical fix.
Every prospect remembers your team. Does your team remember the prospect?
Six months between touchpoints. Three different reps. By the time you re-engage, the prospect has perfect continuity. You have none. Here's the asymmetry that costs you.
Your inbox is the longest-running journal in your company. Read it.
Five years of email is five years of context, decisions, relationships, and patterns. Most companies treat it as noise. Here's what you have been ignoring.