A cart pushed too fast loses its wheel
Two products that did not work commercially taught me more about building a business than any of the ones that did.
Why your business can’t grow without you: the Founder Effect and the architecture that fixes it
Early-stage growth in a founder-led business runs almost entirely on what I call the Founder Effect. Your personal energy. Your network. The instinct for the right client, the right conversation, the right moment.
AI bilge: why your AI output is only as good as your commercial architecture
The businesses generating genuine commercial advantage from AI right now share a few characteristics that have nothing to do with the tools they have chosen.
Commercial thinking isn’t about who signs the payslip
“Tom, how do I apply your commercial thinking when I’m an employee with a sales target?”
When should you hire a commercial director?(And when you shouldn’t)
Most founders ask this question too late. The answer isn’t about revenue, it’s about which plateau you’re stuck on and what that plateau actually needs.
You hired an accountant without hesitating. So why are you still running your commercial operation alone?
Every founder hires an accountant without hesitating. So why are you still running your commercial operation alone? Tom Wood, Addoli.
The leaderboard lied.
Your board pack is probably lying to you. And you wrote it. Here’s what’s really in those numbers, and why the “so what?” question is the most important one you’re not asking.
The Treacle Feeling Isn’t a Sign of Failure. It’s Almost Always a Sign of Success.
“What I really need is a number two.” He knew what he needed before he said it out loud. He just needed someone to confirm it wasn’t a sign of weakness to admit it.
Why your proposition is losing ground before the conversation starts
Most businesses have a pipeline problem they are diagnosing wrong. This is what it actually is, and how to find out in 8 minutes.
The Mirror Trap: Why Your Positioning Is Handing Prospects to Your Competitors
Somewhere out there, a prospect you would have been perfect for just signed with someone else. You know you were the right fit. They didn’t see it that way.