For many companies, 80% of business comes from 20% of clients. Conversion rates for tier 1 clients should reflect the time spent on each deal. Striking a balance between project value and time investment is critical. With the right focus, this is achievable. But beware the Danger Zone and the Risk Zone. The Risk…
Saying you ‘sell to financial services’ is a broad term. One firm could sell exclusively to quant hedge funds below £100m AUM. Another could sell to tier 1 banks with strong fixed income desks. These broad & generic terms lead to a lack of focus, intelligence & lead fintechs to treat everyone the same. This…
Cognitive bias. Deviation from logic and reason that influence decision processes. Pure human nature. Bias has the potential to affect every decision you take. Your interest in a sector. Your faith in a product. Your belief in a team. Benjamin Graham once said, “The investor’s chief problem – even his worst enemy – is likely to…