Perspectives · The open file
Perspectives
Twenty years spent at the seam between the demand engine and the operating engine. These are the arguments I keep having, written down properly.
The file
File 06 · Performance & Operating Conditions · 9 min read
Conditions, Not Heroes
An outlier first year taken apart honestly, and the four conditions that produced it. Companies dismantle all four without meaning to.
File 05 · Sales & Compensation Design · 11 min read
Commission Is Strategy
A company writes its strategy twice, in the deck and in the comp plan. Only one of them changes what anybody does on Monday.
File 01 · Organizational Design · 11 min read
The Interface Tax
What the handoff between marketing and operations actually costs, and why no function’s scorecard has a column for it.
File 02 · Artificial Intelligence & Operations · 11 min read
The Toolbar Fallacy
Enterprises bought a better toolbar for an unchanged process. The electrification of American factories explains exactly why that returns nothing.
File 03 · Brand & Demand Strategy · 10 min read
When the Buyer Is a Model
Brand was always a memory system. A second reader has arrived, it does not click, and it names three vendors instead of ranking ten.
File 04 · Human Capital & Leadership · 10 min read
Designing the Work
Role clarity is not just efficiency. It is the difference between an organization that measures output and one that quietly measures social fluency.
