Insights & Perspective
Before You Ask What AI Can Do, Ask What Your Business Is Ready For
What if the biggest obstacle to getting ROI from AI isn't the technology?
It may be the business itself.
Data. Processes. People. Leadership. Adoption.
Before asking “What can AI do?” perhaps the better question is:
“Are we ready to use it well?”
What About Bob?
Every business has a “Bob,” the person everyone calls when something goes sideways because they simply know how things work.
What happens when Bob retires and decades of experience walks out the door with him?
Maybe one of the most practical uses of AI isn’t replacing people but capturing and extending the knowledge of the people we can’t afford to lose.
Are you capturing what your Bobs know before they walk out the door?
Every Business Has a Moneyball Moment
I watched Moneyball again recently, and it got me thinking.
Billy Beane wasn't dealing with a baseball problem; he was solving a business problem.
I think that's why this movie still resonates with me after all these years.
Here's the leadership lesson I keep coming back to.
The Best Sound in Business
Your company starts selling value the moment the phone rings, not the moment the quote is delivered.
The businesses that understand this simple idea create loyal customers, stronger teams, and a lasting competitive advantage.
Part 1: The Opportunity Cost of Your Time
Over the years, one of my favorite conversations during one-on-one coaching meetings had very little to do with sales goals, budgets, or KPIs.
Most of these were problem solving conversations to address a specific challenge or bottleneck.
Before we started solving the problem, I would ask two questions.
The Business You Have vs The Business You Want
Early in my career, I was conditioned to believe that there was no business problem an increase in sales couldn't solve.
Today, I see things a little differently.
Growth is important. But sustainable growth usually starts with understanding your current reality, aligning your team, and executing against the priorities that matter most.
That's the first step.
How Deep Is Your Bench?
Who is your backup?
More importantly, who is your customer's backup?
The depth of your bench may be the best indicator of your company's ability to grow.
The Hidden Risk of Being Too Accessible as a Leader
Why hands-on leadership must eventually evolve into trust, ownership, and empowerment.
For most of my career, I viewed being highly accessible and hands-on as one of my strengths.
And in many situations, it was.
It’s Not Scaling the Way You Think
You’re scaling the business, but not the leadership.
Growth is fun, until it starts to feel like a grind.
Early on, you can get away with a lot.
Loose structure. Quick decisions. Everyone doing a bit of everything.
And it works just fine. Until one day it’s just not working as easily.
To ERP or Not to ERP: That Is the Question
At some point, every growing business feels it.
What used to work… now doesn’t.
Too many spreadsheets and manual processes. Systems that don’t connect, and the team is chasing data instead of utilizing it.
So… When does an ERP actually make sense?
When Everyone Is Right… and It’s Still Not Working
I stepped in to run a distribution business that wasn’t performing.
Not because of bad people. Not because of bad tools.
Because things just weren’t lining up.
In my first 30 days, I kept hearing…