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Yet, despite this seemingly natural alignment in incentive, in practice they are too often pursuing very different goals. In so many organizations using the prior models, neither product nor sales is happy. Product is not happy because sales keeps requesting (or demanding) they build things that they know are not going to solve the customers' real problems. And sales is not happy because they are simply relaying the demands of the customers, yet product keeps delivering solutions that don't meet the needs of those customers or, worse, not delivering at all.
In an organisational context, the C will need to sell his A, and others, the fruits of his team’s collective creativity. If the A has little time for considered thought, he also has little time to receive it. Cs must organise their thinking carefully and share it succinctly. There are no marks for workings-out, just hand in the answers, please. Clear presentation lends an aura of authority and command of the subject. For a good idea to hit its mark it must be launched lucidly.
Consiglieri
Richard Hytner
The job is to give a shit. To care. About everything.
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