David didn't beat Goliath with an army and an arsenal. He beat Goliath with unique ability, his advantage: the slingshot. You can’t beat the Bigs by playing their game. You gotta find your slingshot. Here are three advantages for Boutiques: 1. Employee ownership…

Last year was the 10 year anniversary of founding my company. I met a female founder at a farmers’ market in Block Island. She is a breakaway, a boutique fighting against the odds. She used to work for David Yurman, but decided to hang her own shingle.

The bigs’ growth playbook is mass appeal vs. niche appeal. Wandering generalities trying to mean something to everyone. Dull edges. Some boutiques are watching the bigs… checking their moves. But I’ve got a better idea. Authenticity is our advantage. Bigs can't…

Bigs don't want people to matter too much. They tout process. If a key person leaves, the Big's mantra is - doesn't matter, the process was always the thing, not the people. You can't beat the Bigs at their game. So look at what they aren't doing. Beat them at a different game.

Founder / PM: Am I bankable? I don't get it, my returns are great. What am I doing wrong?
Me: What are you saying to investors?
Founder / PM: I'm telling them the truth. The big hedge funds are s***…

Everywhere we go, my daughter makes a friend. She scopes the scene, watches the dynamic a bit, then walks right up, introduces herself, and says with confidence, "Hi. Want to be friends?" It is perfect in its simplicity…

Are you practicing your craft or building your biz? We are good at some skill. Designing or coding, baking or making, investing or trading, selling or marketing. We aren't necessarily good at building a business. That's its own skillset…

There are sort of two schools of thought in sales meetings. One is that you go into the meeting to take control. Almost like it is a war. “This is a battle. I’m going to pitch. I'm going to win.” Is sales a battlefield? Maybe in the old days, maybe for some people…

The music industry is brilliant at launches. New albums, new tours, fashion collabs, product endorsements, VIP appearances, magazine covers. It’s not the only industry with rockstars though. You too need to find fans (not followers but fans)…

If you are a boutique, you have probs been a wallflower at the party. Seen the bigs rippin' it up on the dance floor. All the cool kids waiting to dance with them. All the favor raining down. Been there, my friends. You know what you do?

Founder / PM: Why aren't more investors downloading our content?
Me: You are writing for the wrong person.
Founder / PM: 😕
Me (again): Your content is about you, what you care about, not about them, what they care…

If you want your deals to move faster, stop pitching, start asking. In order to help your prospects solve problems, you need to know what their problems are. Not only what their problems are but how they are solving them now. What is working and what isn't…