Frameworks

The Two-Coffee Network Flywheel

Compound genuine relationships through two helpful conversations each week.

Buy-In as a Journey, Not a Meeting

Win the decision before the decision meeting by looping stakeholders in early and staying open on the solution.

FOMU Over FOMO (The Omission-Bias Diagnostic)

Buyers fear messing up more than missing out — diagnose which fear you're actually fighting

Poke the Bear

Never self-censor — but poke only after the homework, and only with data

Reframe, Don't Push Back

Win a disagreement with your CEO by finding the goal you already share, then renaming the problem

Sales Then Logistics

Sell the why before you explain the how, or your ask gets crickets.

The Low-Heart-Rate Abundance Posture

Enter high-stakes rooms calm by treating every meeting as one of many, not your one shot.

Influence7 steps

The Seven Rules of Power

Seven learnable skills for building influence and advancing a career, whether you like it or not

Influence6 steps

The Smallest-Ask Mentor Ladder

Never ask 'will you mentor me?' — ask a two-minute question, then earn the next rung.

Behavioral Pricing: Compromise, Decoy and Framing

Raise revenue 30%+ by reframing tiers and framing prices — without touching the product.

Mind Followers vs. Labor Followers

Build loyalty with original thinking instead of interchangeable curation

Calibrated Acceptance of No

Don't over-accept a no into a life verdict, or under-accept it into something you can override.

Guild Nights

Six interesting people, one topic, at your house, catered — the highest-ROI network you can build

Job Mission with OKRs (Play to Win)

Write your own version of the role with OKRs and share it with the hiring manager to win the offer.

Right for Wrong

Get people to do the thing they already want to do — by giving them a shallower, more immediate reason.

Speak Accurately (Avoid the Single-Minded Martyr)

Match your stated confidence to your actual evidence — neither overreach nor over-hedge.

The Consultative Interview Flip (Sell the Vacation)

Run the interview like an enterprise sale so there is no competition when the offer comes

The Delegation Effect (Recommend, Don't Diagnose)

Prune the options and name your pick so the buyer no longer carries the blame alone

The Three Concentric Circles of Evangelism

Socialise a vision outward: core team, then stakeholders, then leadership as high as you can reach.

Treat the Executive as Your Key User

Run stakeholder conversations as discovery interviews, not approval requests.

Anchor High, Never Split the Difference

Find the ceiling; a reflexive split leaves six figures on the table

Benefit-Priming Questions (Good Friction)

Add a step to your signup flow — a question that makes users think about the benefit — and conversion goes up.

Borrowed Trust: The Teach-Me / Help-You Play

Accelerate trust in a new org by making its most powerful person accountable for your competence

Friction Injection for Behavior Suppression

To make people do less of something, add logistical AND cognitive friction at the moment of the hot decision.

Manufacture the Room (Bending the Universe)

Decide which room you must be in, then engineer a legitimate reason to be standing in it

The Business-Fluency Scalpel for Researchers

Learn the company's financial language so your insights land in the funnel, not in a deck.

Trust as Currency

Trust is built by repeatedly setting and meeting expectations — and it buys you resources

Disagree With the Founder Via the Spirit

Never say no to the idea — say yes to the spirit and come back with a better path

Find the Loops Available to You

Even when told exactly what to build, you can still run most of the product loop.

The Accountability Question (Selling Product Ops Internally)

Don't argue scope with defensive PMs — ask leaders what they hold PMs accountable to, then show what's crowding it out.

The Humble Ask (Influence Without Authority)

State the want clearly, disclaim the authority explicitly, then ask them to reconsider.

Align, Don't Convince (Perception vs Perspective)

Win delight buy-in by mapping it to what the leader already values, not by arguing for it

Anchor the Pitch to the Exec's Incentives

Find the metric, OKR, or board pressure they own, then show how your idea moves it.

Asking for Help Well

Ask for advice, not answers — the counterintuitive skill that separates who rises from who stalls.

Bring the Insight to Win Over Skeptics

Earn trust from more-experienced people by owning customer insight, not by faking expertise

Difficult Personality Protocol: Drivers and Gratitude

Reverse-engineer what a difficult person cares about, then reframe frustration into what you can learn from them.

Dress to Signal Effort, Not Expense

Fit beats brand, dress one level up, and ask when you don't know the code.

Expand, Don't Shrink

Insert a step between receiving feedback and acting on it — then answer it by adding tools, never by getting smaller.

Eyes Light Up

Track the moments faces change, then cut everything that doesn't produce them.

Hacking Hype (Internal and External)

Manufacture momentum by forcing visibility moments and tying launches to emotion.

Interview as Discovery: Be the Solution to Their Burning Problem

Treat a job interview like product discovery — find the hiring manager's burning problem and position yourself as its solution

Networking as Brokerage

Build power by generously connecting people and cultivating weak ties

Product-Manage the Platform Team From the Side

Frustrated by a slow internal platform team? Supply the product management they don't have

Shrink the Change to Build Trust

De-risk a scary idea into a two-week experiment with a fixed check-in date.

Spending Chips: Breaking Rules Without Breaking Trust

Treat accumulated social capital as chips you deliberately spend to break the specific rules that block a new bet

The Business-Meal Deference Protocol

Order middle-to-last, never the priciest dish, always offer to pay, and keep your tip invisible.

The Four Legs of the Negotiation Stool

Negotiate the resources you need to hit your OKRs before salary, then ask 'are you open to?'

The Path Expert Conversation

Find someone a few years ahead on the path you're curious about, and offer them written questions.

The Personal Interest Inventory

Catalog the facts about yourself by reach and intensity, then weave them strategically into how you speak.

The Sales Team Parity Argument

Ask for exactly the accountability sales gets: budget, experiments, and outcomes — not named deals on named dates.

Write What You Repeat

If you say it more than once, write it down — then get an accountability partner to enforce a monthly cadence.

The Panini Effect

Show your product line as an unfinished puzzle and attach rates jump from 20% to 40-50%.

Build Champions Before the Offer

The negotiation starts sooner than you think — plant reciprocity and recruit coaches across the org

Earn the Right to Teach

Build real depth and pedigree first — then your writing has something worth reading

Invest in Strength, Not Lack of Weakness

Judge people by what they do best, not their worst mistake; back the world-class strength and manage around the flaws

Pseudonymity for Honest Contribution

Let contributors stay anonymous — people cross partisan lines far more readily when their name isn't attached.

Sponsorship Over Mentorship

Career inflection comes not from a coach but from a sponsor who trusts you with a bigger problem.

The Adjacent-Precedent De-Risk Pitch

Win leadership buy-in for a big AI bet by anchoring it to a past bet that already worked.

The Champion Amplification Flywheel

Grow your internal champions' careers, and their credibility becomes your credibility.

The Trust Equation

Trust = (credibility + reliability + authenticity) / perception of self-interest

The IC Compensation Anchor

Believe your IC worth, then neutralize the 'grow into management' pay dodge by naming your non-management intent up front.

Be Someone's Favorite, Not Everyone's Okay

Aim to be a small group's absolute favorite rather than a large group's forgettable option — and measure it.

Teach, Don't Pitch: The Buyer-Research Cold Open

Do research so good the buyer can't ignore it — give insight, not a sales pitch.

Building Your Own Social Radar

Turn people-reading from a mystery gift into a deliberate practice: checklist, conscious questions, and follow-up calibration.

Don't Be Stingy With Words

People can't read your mind — make appreciation explicit, and never fake it.

Organic Mentorship Sourcing

Never ask 'will you be my mentor' — pick managers whose success depends on yours, then bring real problems

Take Your Own Shoes Off

Empathy fails at the removal step, not the entry step — drop your agenda before entering theirs.

Three Speeds of Influence + Choose Your Character

Pick an influence character that fits your personality, then choose slow, moderate, or fast based on the situation