Strategy

Someone is sitting the shade today because someone planted a tree a long time ago.

I was recently engaged to strategize with a firm chasing an aviation project that the firm had not worked directly for previously. They had done their homework; they had an impressive number of internal insights and they had decision-making relationships in place that were pulling for them. But! They knew it wasn’t a slam dunk, so they asked me to come in and increase their optics with a solid presentation and team coaching. As I often do, I asked – “what’s our win percentage in

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