Essay 4.7 | Proactive & Reactive


For anyone who has ever seen the classic film The Graduate, there is one image that never leaves you: Dustin Hoffman pounding on the glass of a church during a wedding. He wasn’t on the guest list. He wasn’t there to toast the happy couple. He was there because that room contained the one person…
At a major event in New Orleans, I once asked taxi drivers to walk into the venue and tell me where they thought they were. Every one of them could identify the convention center. Not one of them could really tell me whose event it was or why it mattered. That bothered me because place…
I once watched someone enter a steering committee with a beautiful, fully baked presentation and the wrong understanding of what the room was for. He thought he had come to present. What the room needed was for him to think with us. That difference matters. A steering committee is not merely a checkpoint, a ceremonial…
Two pharmaceutical sales cultures were being asked to become one. On the surface, they seemed similar. They sold in the same broad industry. They understood customers, products, territories, numbers, incentives, and pressure. But underneath the surface, they were different tribes. They dressed differently, spoke differently, valued different kinds of proof, and carried different stories about…
Essay 1.1 | Acts of Humanity “My Humanity Is Bound Up in Yours,For We Can Only Be Human Together.” Desmond Tutu Grand Central is one of those places that seems less like a building than a living organism. On a normal day, it holds a choreography of commuters, tourists, vendors, workers, police officers, families, students,…
One post-COVID virtual event reached more people at far less cost than its in-person predecessor. On paper, that looked efficient. More reach, lower spend, easier access. The spreadsheet seemed happy. Then the people it was built for said it “sucked, sucked!” That phrase matters because it cuts through the temptation to measure only what is…