Writing
Notes on positioning, pricing, and the decisions companies avoid.
Essays on positioning, pricing, and the decisions companies avoid. Cross-posted to Substack; canonical here.
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Index
By cluster, not by date
26.08
You Don't Have a Marketing Problem
How to tell whether the pipeline is a distribution failure or a clarity failure.
Positioning
Draft
26.08
Why Expertise Doesn't Price Itself
The Undercharger's quadrant, and why being good at the work is not an argument the market hears.
Pricing
Draft
26.07
Subtraction as Strategy
Everything you add to an offer gives the buyer one more thing to compare.
Perceived value
Draft
Titles are scheduled; drafts publish as they land.
The Position