Business Pitching Quotes

The world can no longer be left to mere diplomats, politicians, and business leaders. They have done the best they could, no doubt. But this is an age for spiritual heroes- a time for men and women to be heroic in their faith and in spiritual character and power. The greatest danger to the Christian church today is that of pitching its message too low.

You've been busy using your breaking and entering skills," I said. "I just enter. I don't usually break." "You broke down Pitch's door." "Lost my temper." -Ranger and Stephanie

Archbishop James Usher (1580-1656) published Annales Veteris et Novi Testaments in 1654, which suggested that the Heaven and the Earth were created in 4004 B.C. One of his aides took the calculation further, and was able to announce triumphantly that the Earth was created on Sunday the 21st of October, 4004 B.C., at exactly 9:00 A.M., because God liked to get work done early in the morning while he was feeling fresh. This too was incorrect. By almost a quarter of an hour. The whole business with the fossilized dinosaur skeletons was a joke the paleontologists haven't seen yet. This proves two things: Firstly, that God moves in extremely mysterious, not to say, circuitous ways. God does not play dice with the universe; He plays an ineffable game of His own devising, which might be compared, from the perspective of any of the other players, [ie., everybody.] to being involved in an obscure and complex version of poker in a pitch-dark room, with blank cards, for infinite stakes, with a Dealer who won't tell you the rules, and who smiles all the time. Secondly, the Earth's a Libra.

People don't talk like this, theytalklikethis. Syllables, words, sentences run together like a watercolor left in the rain. To understand what anyone is saying to us we must separate these noises into words and the words into sentences so that we might in our turn issue a stream of mixed sounds in response. If what we say is suitably apt and amusing, the listener will show his delight by emitting a series of uncontrolled high-pitched noises, accompanied by sharp intakes of breath of the sort normally associated with a seizure or heart failure. And by these means we converse. Talking, when you think about it, is a very strange business indeed.

My ACTIONS should draw people to the God I serve, not my SALES PITCH. If people want what I have, they'll ask me how to get it. If not, that's their business.

He bailed on football practice.” As soon as the words left me, my stomach pitched. This wasn’t any of Phil’s business. He chuckled. “So, the Golden Boy isn’t so golden after all.” He lifted his arm toward my house. “Walk you home?” “Um . . . OK,” I heard myself agree.

More often than not, that was a tough sell. If you go to a business and tell it you can save it $50,000 per year in labor costs if it eliminates this one job, then your AI product better eliminate that entire job. Instead, what entrepreneurs found was that their product was perhaps eliminating one task in a person’s job, and that wasn’t going to be enough to save their would-be customer any meaningful labor costs. The better pitches were ones that were not focused on replacement but on value. These pitches demonstrated how an AI product could allow businesses to generate more profits by, say, supplying higher quality products to their own customers. This had the benefit of not having to demonstrate that their AI could perform a particular task at a lower cost than a person. And if that also reduced internal resistance to adopting AI, then that only made their sales task easier. The point here is that a value-enhancing approach to AI, rather than a cost-savings approach, is more likely to find real traction for AI adoption.

What do you call a generic pitch sent out to hundreds of strangers hgoping that one will bite? Spam.

If you can't recite your elevator pitch at the drop of a hat, stay home.

Not every single broke and unemployed person needs a job; some need customers.

Use market data, not product data. Set the buying criteria in your favor. Find the “smoking gun,” the one thing that undeniably positions you over every one else. Make sure you hit their pain points. Include your own pitch for your product or ser vice only after you have covered the education thoroughly.

things—Feeling Safe, Being Right, Feeling Good, and Looking Good. If any of these conditions are challenged, we become fearful.

When we are selling our ideas, the audience must first buy us.

Start each of your sentences by looking directly into someone’s eyes.

Make a choice about what’s important and let everything else go.

A goal is not just an object on a pitch; it is also a milestone on your journey of excellence.

Pitch Anything by Oren Klaff.

Never make a sales pitch as the way you introduce yourself. What you CAN say is how you help people and businesses.

Ideas are cheap and plentiful. The original pitch idea is such a small part of a business that it’s almost negligible. The real question is how well you execute.

Sadly, some gospel presentations sound a lot like my pyramid scheme business pitch. People walk away feeling like they got sold something.

And then, you’ve got to sit down and write what I call the “Voice Over” for each slide. You’ve got to decide exactly what you will be saying as your audience is seeing the slide on the screen.

Nobody wants a sales pitch. So instead of trying a hard sell, focus on telling a story that captivates your audience by painting a vivid picture of your vision. When you get good at storytelling, people want to be part of that story, and they’ll want to help others become part of that story too.

The words on the screen are usually a distraction to the audience. If you’re reading the words, by the time you’ve gotten around to mouthing the words, the audience has finished reading them and is getting bored by hearing you say them.

A rowboat, without oars. An outboard motor. As you can sit there for years, forever, with that outboard motor, pulling again, and yet again, that rope, or cord, or wire, or whatever it is, and winding yet again, and each time, every single time, the motor, though it may give a cough or two, will fail to start, though if it starts, and when it starts, you are, at whatever speed you choose, within the engine's limits and the hazards of the course, well on your way, until it starts you are no nearer where you were going on the fifteenth try than on the first; the enterprise may last forever, and never yet quite begin. The fact seems to be, however, that unless some apparently unrelated event should intervene -- a bullet, a heart attack, a cry from shore that dinner's ready, or company has come, or junior's run away -- the engine will eventually start. In the meantime, though, while you have been intensely busy, it is difficult to account for how the time is spent.

the audience will not remember the vast majority of what you say. But they will remember what they thought about what you said. And what they felt about what you said. So help them. Leave moments in your narrative for the audience’s reflection.

It seems to me that although they have a respectable sales pitch, this business of a priest having the power to let bygones be bygones and grant us absolution from our scandals is all just one gigantic scam to con loads of money off a haunted and gullible public.

The goal - at least the way I think about entrepreneurship - is you realize one day that you can't really work anyone else. You have to start your own thing. It almost doesn't matter what the thing is. We had six different business plan changes, and then the last one was PayPal. If that one didn't work out, if we still had the money and the people, obviously we would not have given up. We would have iterated on the business model and done something else. I don't think there was ever clarity as to who we were until we knew it was working. By then, we'd figured out our PR pitch and told everyone what we do and who we are. But between the founding and the actual PayPal, it was just like this tug-of-war where it was like, "We're trying this, this week." Every week you go to investors and say, "We're doing this, exactly this. We're really focused. We're going to be huge." The next week you're like, "That was a lie.

It is the custom on the stage: in all good, murderous melodramas: to present the tragic and the comic scenes, in as regular alternation, as the layers of red and white in a side of streaky, well-cured bacon. The hero sinks upon his straw bed, weighed down by fetters and misfortunes; and, in the next scene, his faithful but unconscious squire regales the audience with a comic song. We behold, with throbbing bosoms, the heroine in the grasp of a proud and ruthless baron: her virtue and her life alike in danger; drawing forth a dagger to preserve the one at the cost of the other; and, just as our expectations are wrought up to the highest pitch, a whistle is heard: and we are straightway transported to the great hall of the castle: where a grey-headed seneschal sings a funny chorus with a funnier body of vassals, who are free of all sorts of places from church vaults to palaces, and roam about in company, carolling perpetually. Such changes appear absurd; but they are not so unnatural as they would seem at first sight. The transitions in real life from well-spread boards to death-beds, and from mourning weeds to holiday garments, are not a whit less startling; only, there, we are busy actors, instead of passive lookers-on; which makes a vast difference. The actors in the mimic life of the theatre, are blind to violent transitions and abrupt impulses of passion or feeling, which, presented before the eyes of mere spectators, are at once condemned as outrageous and preposterous.

The alley is a pitch for about twenty women leaning in doorways, chain-smoking. In their shiny open raincoats, short skirts, cheap boots, and high-heeled shoes they watch the street with hooded eyes, like spies in a B movie. Some are young and pretty, and some are older, and some of them are very old, with facial expressions ranging from sullen to wry. Most of the commerce is centred on the slightly older women, as if the majority of the clients prefer experience and worldliness. The younger, prettier girls seem to do the least business, apparent innocence being only a minority preference, much as it is for the aging crones in the alley who seem as if they’ve been standing there for a thousand years. In the dingy foyer of the hotel is an old poster from La Comédie Française, sadly peeling from the all behind the desk. Cyrano de Bergerac, it proclaims, a play by Edmond Rostand. I will stand for a few moments to take in its fading gaiety. It is a laughing portrait of a man with an enormous nose and a plumed hat. He is a tragic clown whose misfortune is his honour. He is a man entrusted with a secret; an eloquent and dazzling wit who, having successfully wooed a beautiful woman on behalf of a friend cannot reveal himself as the true author when his friend dies. He is a man who loves but is not loved, and the woman he loves but cannot reach is called Roxanne. That night I will go to my room and write a song about a girl. I will call her Roxanne. I will conjure her unpaid from the street below the hotel and cloak her in the romance and the sadness of Rostand’s play, and her creation will change my life.

there are three categories of stimulus present in human communication—the Visual, the Tone of Voice, and the Words used (spoken or read). He suggested that 55 percent of what we take away from communication comes from the visual, 38 percent from the tone of voice, and 7 percent from the actual words.

Bad marketing is highly product-focused and self-focused. Good marketing, especially direct response marketing, is always customer and problem/solution focused, and that’s exactly how we want our elevator pitch to be. We want to be remembered for what problem we solve rather than for some impressive but incomprehensible title or line of business

the way to deal with those nervous feelings is to channel them into adrenalin. Let the feelings pump you up. Enjoy the feeling of being excited.

But it’s not because we’re afraid to fail. It’s because we’re afraid that we’ll succeed. That is what truly terrifies us.

We’re telling them our truth. That’s our gift to them.

People need a reason to listen to your sales pitch.

Life’s a pitch. Deal with it.

You better be passionate about what you pitch. Your passion is what will ignite flames for others to want to promote your project and spread the word for you.

A memory dart is your shorthand verbal business card. It is your identity implanted directly into the memory of your listener.

This is how problem solvers both pitch and sell solutions to businesses every day. They find other people’s big problems and then use their creative skills to come up with a solution.

Inertia is the most powerful force in business. Things stay just as they are until something—brute force, reason, fear, enlightened self-interest, the survival instinct—effects movement.

disruption has become the high-fructose corn syrup of business, an overused ingredient sprayed on pitches and injected into keynotes in the hope of disguising the familiar taste of conformity.

So sturdy and solid, so wide, so thick, none of that delicate wristy business of my imaginings. Built like an oak tree, against which I could pitch my pillow and read; mornings, I could curl into the crook of your branches.

Then headed for the kitchen. Fuck. I headed through the lounge… …just as two indistinct pitch-black masses, Kevlar laden, shotguns raised, crept ninja-like through the front door. This time, I didn't even get a bellowed warning. The lead ninja, upon seeing me, sprang forward… and crushed me face flat to the floor. That hurt. It was five long hard seconds before he eased up an iota so I could take a breath, "Hello again, Dennis. Busy night?" I managed from somewhere under his arm or knee or gun-butt. "Bean-bags or bullets?" "Bullets," said Harry. "Easy up, lads. He's scarpered…" Dennis got off of me, locked his shotgun and helped me up, "Sorry," he said. "No worries…

The startup’s goal is to find a profitable customer acquisition strategy by spending small amounts of money in a lot of them, measuring results, and then narrowing down the best channels, while performing PDCA for continuous improvement.

Multitudes are now turning to Christ in all parts of the world. How unbearably tragic it would be, though, if the millions of Asia, South America and Africa were led to believe that the best we can hope for from the Way of Christ is the level of Christianity visible in Europe and America today, a level that has left us tottering on the edge of world destruction. The world can no longer be left to mere diplomats, politicians, and business leaders. They have done the best they could, no doubt. But this is an age for spiritual heroes-a time for men and women to be heroic in faith and in spiritual character and power. The greatest danger to the Christian church today is that of pitching its message TOO LOW.

Only one frame will dominate after the exchange, and the other frames will be subordinate to the winner. This is what happens below the surface of every business meeting you attend, every sales call you make, and every person-to-person business communication you have.

In order to lead a successful marketing and communications campaign, you must support key customer relations initiatives, integrate creative methods of branding, oversee execution of effective publicity, and focus on media pitching that will support PR and Social Media strategies.

Direct marketers, of course, realize that measurement is the key to success. Figure out what works, and do it more! Mass marketers have always resisted this temptation. When my old company approached the head of one of the largest magazine publishers in the world and pitched a technology that would allow advertisers to track who saw their ads and responded to them, he was aghast. He realized that this sort of data could kill his business. He knew that his clients didn’t want the data because then their jobs would get a lot more complex. Measurement means admitting what’s broken so you can fix it. Mass-media advertising, whether it’s on TV or in print, is all about emotion and craft, not about fixing mistakes. One reason the Internet ad boomlet faded so fast is that it forced advertisers to measure – and to admit what was going wrong.

a.m. It was still raining, still pitch-black inside the tent. The sound of Scott unzipping the sleeping bag had woken her, and now he was crawling out of it. “What are you doing?” Abigail whispered. “I put it off long as I could stand it. I gotta go like nobody’s business.” “Here, take this

Beyond the pitch, the must successful Public Relations agencies are BOSS because they know the power of strategic execution and can be trusted to get the job done. They have broad affiliations and talented staff who know their industry, and are willing to try new ways to reach a wider audience.

1. Project What is the project? Why is it unique? Why is the business needed? Why will customers love your product? 2. Partners Who are you? Who are the partners? What are your educational backgrounds? How much experience do you all have? How are you and your partners qualified to make the project a success? 3. Financing What is the total cost of the project? How much debt and how much equity is there? Are partners investing their own money? What is the investor’s return and reward for their risk? What are the tax consequences? Who is your CFO or accounting firm? Who is responsible for investor communications? What is the investor’s exit? 4. Management Who is running your company? What is their experience? What is their track record? Have they ever failed? How does their experience relate to your industry? Do you believe this is the strongest management team you can assemble? Can you pitch them with confidence?

If you want a new challenge at work or more responsibility, it’s on you to pitch your boss or your client on what needs to be done, why it’s a good idea, why you’re the best person to do it, and why everyone will benefit. Lead the way with your own creativity and initiative, and back it up with enthusiasm and a strong business case.

meeting room , Exceptional Business Facilities When success hinges on a meeting, don’t leave the location to chance Whether you are pitching a proposal, meeting with a client or working with your own team, a professional meeting room can mean the difference between success and failure. The Office Quarters, the Lehigh Valley’s premier business center, has a range of

When I was in the advertising business, I used to offer free seminars to advertisers about how to create better ads (the material in this chapter being the content). That was not so long ago, but since then the Internet has ballooned to major significance. If I were selling advertising today, I’d have that seminar online. Think of how this cuts down on your travel expenses. I used to fly all over creation to deliver those seminars. And appointments were harder to get. The education-based marketing concept that you learned in Chapter Four works hand in glove with the ability to do things over the Internet. Here’s the pitch I’d do today: “How would you like to learn to make your advertising literally 10 times more effective? And you can do it right from the comfort of your favorite office chair.” It’s hard to resist such an offer. There are many examples I could give you to flesh out the model of turning your Web site into a community. The examples below are simple and some are even silly, but each shows how far this concept can go and how it helps you capture more leads and build a better brand.

. . . I bet I'm beginning to make some parents nervous - here I am, bragging of being a dropout, and unemployable, and about to make a pitch for you to follow your creative dreams, when what parents want is for their children to do well in their field, to make them look good, and maybe also to assemble a tasteful fortune . . . But that is not your problem. Your problem is how you are going to spend this one odd and precious life you have been issued. Whether you're going to live it trying to look good and creating the illusion that you have power over people and circumstances, or whether you are going to taste it, enjoy it, and find out the truth about who you are . . . I do know you are not what you look like, or how much you weigh, or how you did in school, or whether you start a job next Monday or not. Spirit isn't what you do, it's . . . well, again, I don't actually know. They probably taught this junior year at Goucher; I should've stuck around. But I know that you feel best when you're not doing much - when you're in nature, when you're very quiet or, paradoxically, listening to music . . . We can see Spirit made visible when people are kind to one another, especially when it's a really busy person, like you, taking care of the needy, annoying, neurotic person, like you. In fact, that's often when we see Spirit most brightly . . . In my twenties I devised a school of relaxation that has unfortunately fallen out of favor in the ensuing years - it was called Prone Yoga. You just lay around as much as possible. You could read, listen to music, you could space out or sleep. But you had to be lying down. Maintaining the prone. You've graduated. You have nothing left to prove, and besides, it's a fool's game. If you agree to play, you've already lost. It's Charlie Brown and Lucy, with the football. If you keep getting back on the field, they win. There are so many great things to do right now. Write. Sing. Rest. Eat cherries. Register voters. And - oh my God - I nearly forgot the most important thing: refuse to wear uncomfortable pants, even if they make you look really thin. Promise me you'll never wear pants that bind or tug or hurt, pants that have an opinion about how much you've just eaten. The pants may be lying! There is way too much lying and scolding going on politically right now without having your pants get in on the act, too. So bless you. You've done an amazing thing. And you are loved; you're capable of lives of great joy and meaning. It's what you are made of. And it's what you're here for. Take care of yourselves; take care of one another. And give thanks, like this: Thank you.

verbal fluency and sociability are the two most important predictors of success, according to a Stanford Business School study. It’s a world in which a middle manager at GE once told me that “people here don’t even want to meet with you if you don’t have a PowerPoint and a ‘pitch’ for them. Even if you’re just making a recommendation to your colleague, you can’t sit down in someone’s office and tell them what you think. You have to make a presentation, with pros and cons and a ‘takeaway box.

Everything was like a business deal to him. Approach from different angles until you find one that works. "Go on then," I said, rolling my eyes. "Make your pitch. But remember, the clock is ticking." "Dinner." "Dinner? As in, the two of us?" He nodded. "That sounds dangerously close to a date," I replied. "Wouldn't that be breaking the rules?" He smiled ruefully. "Maybe, but I don't believe you've given me much choice." "Of course I have. You could just leave me alone instead." "I don't consider that an option at all.

(Pericles:) In a single pitched battle the Peloponnesians and their allies are a match for all Hellas, but they are not able to maintain a war against a power different in kind from their own; they have no regular general assembly, and therefore cannot execute their plans with speed and decision. The confederacy is made up of many races; all the representatives have equal votes, and press their several interests. There follows the usual result, that nothing is ever done properly. For some are all anxiety to be revenged on an enemy, while others only want to get off with as little loss as possible. The members of such a confederacy are slow to meet, and when they do meet, they give little time to the consideration of any common interest, and a great deal to schemes which further the interest of their particular state. Every one fancies that his own neglect will do no harm, but that it is somebody else's business to keep a look-out for him, and this idea, cherished alike by each, is the secret ruin of all. (Book 1 Chapter 141.6-7)

Look for a wave shaped like an A. An A. Hmm. I saw Zs and H's and Vs. I saw the Hindi alphabet and the Thai alphabet. I saw Arabic script. I saw no As. Finally I gave up, and chose the next wave that would have me, which turned out to be a poor move. There is a moment, shortly after one accepts the imminence of one's demise, when it occurs that you could be elsewhere: that if you simply left the house a little later, or lingered over a Mai Tai, you would not be here now confronting your mortality. This moment occurred just as I encountered a very large (from my perspective), rare and surprising wave. A wave that was pitching and howling, and it really had no business being where it was - underneath me. The demon wave picked me up, and after that I have only a a vague recollection of spinning limbs, a weaponized surf board, and chaotic white water, churning together over a reef. I decided surfing was not for me. I generally no longer engage in adrenaline rush activities that carry with them a strong likely hood of life-altering injury. (p. 138)

THE TEN MOST COMMON PROBLEMS Here are the ten most common problems in communications. Read the list. If any of them apply to you, the principles in this book will help you solve them. 1. Lack of initial rapport with listeners 2. Stiffness or woodenness in use of body 3. Presentation of material is intellectually oriented; speaker forgets to involve the audience emotionally 4. Speaker seems uncomfortable because of fear of failure 5. Poor use of eye contact and facial expression 6. Lack of humor 7. Speech direction and intent unclear due to improper  preparation 8. Inability to use silence for impact 9. Lack of energy, causing inappropriate pitch pattern, speech  rate, and volume 10. Use of boring language and lack of interesting material Various polls show that the ability to communicate well is ranked the number-one key to success by leaders in business, politics, and the professions. If you don’t communicate effectively, you may not die, like some POWs or neglected babies we mentioned earlier, but you also won’t live as fully as you should, nor will you achieve personal goals. This was a lesson drummed into me at a very early age.

If there was any doubt about the authenticity of his fake ID, it would now be put to the test. As Sage waited for the Secret Service to do their due diligence, I wondered how much our mission to find Dad would be set back by Sage taking a quick detour to federal prison. “He’s clear,” the lead agent finally said. Great, we could go in. Sage politely insisted that Rayna and I enter before him. “Not sure that’s such a good idea,” I said, but he wouldn’t hear it. Rayna, Ben, and I shared a knowing smile. Then I shrugged and stepped over the threshold…immediately triggering the Piri alarm. I don’t know how she knew; she was all the way in the kitchen. But the minute I stepped into the foyer she raced in, arms waving in the air, a high-pitched scream keening from her lungs. “AIIIIIIEEEEEEEE!!” “He made me do it, Piri,” I said, happily tossing Sage under the bus. “I tried to tell him-“ Piri strode right up to Sage, her head barely reaching his sternum, and jabbed her finger into his chest to emphasize each scolding word. “You never let a woman enter this house before a man! Very bad luck! And when the senator’s doing business! Jaj!” She pushed us back outside, closed the door, and spit three times on the porch (barely missing the shoes of one of the Secret Service agents), then turned her baleful eyes to Sage, asking him to do the same. “I don’t think I really need to spit on Clea’s porch,” Sage said uncomfortably, but Piri’s glare only grew more and more violent until he withered under its power…and spit three times. Piri smiled smugly and opened the door, gesturing for Sage to enter. Ben went next, bending to Piri’s ear to murmur, “If it’d been me, I would have gone in first.” “That’s because you’re a smart boy,” Piri said, kissing him on both cheeks. Once we were all in, Piri greeted us as if for the first time, with huge hugs and two-cheeked kisses. As she led us to the luncheon raging in the other room, Ben crowed to Sage, “You know, a real European scholar would be up on old-school superstitions.” Sage grimaced.

I couldn't keep the dimensions of my car in my head. Or my own, for I kept having accidents. I cracked cups. I dropped plates. Fell over. Broke a toe on a door-jamb. I was as clumsy as I had been as a child. But when I was busy with Mabel I was never clumsy. The world with the hawk in it was insulated from harm, and in that world I was exactly aware of all the edges of my skin. Every night I slept and dreamed of creances, of lines and knots, of skeins of wool, skeins of geese flying south. And every afternoon I walked out onto the pitch with relief, because when the hawk was on my first I knew who I was, and I was never angry with her, even if I wanted to sink to my knees and weep every time she tried to fly away.

Apple has always insisted on having a hardware monopoly, except for a brief period in the mid-1990s when they allowed clone-makers to compete with them, before subsequently putting them out of business. Macintosh hardware was, consequently, expensive. You didn’t open it up and fool around with it because doing so would void the warranty. In fact, the first Mac was specifically designed to be difficult to open—you needed a kit of exotic tools, which you could buy through little ads that began to appear in the back pages of magazines a few months after the Mac came out on the market. These ads always had a certain disreputable air about them, like pitches for lock-picking tools in the backs of lurid detective magazines.

I sprinkle some flour on the dough and roll it out with the heavy, wooden rolling pin. Once it’s the perfect size and thickness, I flip the rolling pin around and sing into the handle—American Idol style. “Calling Gloriaaaaaaaaaaaaaaaaaaa . . .” And then I turn around. “AHHHHHHHHHHHHHH!” Without thinking, I bend my arm and throw the rolling pin like a tomahawk . . . straight at the head of the guy who’s standing just inside the kitchen door. The guy I didn’t hear come in. The guy who catches the hurling rolling pin without flinching—one-handed and cool as a gorgeous cucumber—just an inch from his perfect face. He tilts his head to the left, looking around the rolling pin to meet my eyes with his soulful brown ones. “Nice toss.” Logan St. James. Bodyguard. Totally badass. Sexiest guy I have ever seen—and that includes books, movies and TV, foreign and domestic. He’s the perfect combo of boyishly could-go-to-my-school kind of handsome, mixed with dangerously hot and tantalizingly mysterious. If comic-book Superman, James Dean, Jason Bourne and some guy with the smoothest, most perfectly pitched, British-Scottish-esque, Wessconian-accented voice all melded together into one person, they would make Logan fucking St. James. And I just tried to clock him with a baking tool—while wearing my Rick and Morty pajama short-shorts, a Winnie-the-Pooh T-shirt I’ve had since I was eight and my SpongeBob SquarePants slippers. And no bra. Not that I have a whole lot going on upstairs, but still . . . “Christ on a saltine!” I grasp at my chest like an old woman with a pacemaker. Logan’s brow wrinkles. “Haven’t heard that one before.” Oh fuck—did he see me dancing? Did he see me leap? God, let me die now. I yank on my earbuds’ cord, popping them from my ears. “What the hell, dude?! Make some noise when you walk in—let a girl know she’s not alone. You could’ve given me a heart attack. And I could’ve killed you with my awesome ninja skills.” The corner of his mouth quirks. “No, you couldn’t.” He sets the rolling pin down on the counter. “I knocked on the kitchen door so I wouldn’t frighten you, but you were busy with your . . . performance.” Blood and heat rush to my face. And I want to melt into the floor and then all the way down to the Earth’s core.

The reason they outperformed her was that they accepted each new “product” without trying to understand it. They got behind the new pitch wholeheartedly, even when it was risible and/or made no sense, and then, if a prospective customer had trouble understanding the “product,” they didn’t vocally agree that it sure was difficult to understand, didn’t make a good-faith effort to explain the complicated reasoning behind it, but simply kept hammering on the written pitch. And clearly this was the path to success, and it was all a double disillusionment to Pip, who not only felt actively punished for using her brain but was presented every month with fresh evidence that Bay Area consumers on average responded better to a rote and semi-nonsensical pitch than to a well-meaning saleswoman trying to help them understand the offer.

I am interested in helping people to understand how to sell what it is they need to sell in a way that makes sense for both them and the investor.  Over the years what I have been astounded that many artists and business people who produce theatre works consistently do not know how to go about funding their projects and moving them from one point to the other.  There are many money sources around, but in many cases people who make theatre are not business minded to the point of developing the skills to mine money sources consistently.  Ask yourself what is the motivation of this potential investor. Is it for financial return, is it for tax credit, is it just to help? or do they want to become a part of the entertainment business?  OK once you have discovered this then you need to think in terms of how do you present your case. This is what has come to be known in the world of investment as your “pitch deck.

No, it’s that empathy,” Irmgard said vigorously. Fists clenched, she roved into the kitchen, up to Isidore. “Isn’t it a way of proving that humans can do something we can’t do? Because without the Mercer experience we just have your word that you feel this empathy business, this shared, group thing. How’s the spider?” She bent over Pris’s shoulder. With the scissors, Pris snipped off another of the spider’s legs. “Four now,” she said. She nudged the spider. “He won’t go. But he can.” Roy Baty appeared at the doorway, inhaling deeply, an expression of accomplishment on his face. “It’s done. Buster said it out loud, and nearly every human in the system heard him say it. ‘Mercerism is a swindle.’ The whole experience of empathy is a swindle.” He came over to look curiously at the spider. “It won’t try to walk,” Irmgard said. “I can make it walk.” Roy Baty got out a book of matches, lit a match; he held it near the spider, closer and closer, until at last it crept feebly away. “I was right,” Irmgard said. “Didn’t I say it could walk with only four legs?” She peered up expectantly at Isidore. “What’s the matter?” Touching his arm she said, “You didn’t lose anything; we’ll pay you what that—what’s it called?—that Sidney’s catalogue says. Don’t look so grim. Isn’t that something about Mercer, what they discovered? All that research? Hey, answer.” She prodded him anxiously. “He’s upset,” Pris said. “Because he has an empathy box. In the other room. Do you use it, J. R.?” she asked Isidore. Roy Baty said, “Of course he uses it. They all do—or did. Maybe now they’ll start wondering.” “I don’t think this will end the cult of Mercer,” Pris said. “But right this minute there’re a lot of unhappy human beings.” To Isidore she said, “We’ve waited for months; we all knew it was coming, this pitch of Buster’s.” She hesitated and then said, “Well, why not. Buster is one of us.

Buster Friendly said, “We may never know. Nor can we fathom the peculiar purpose behind this swindle. Yes, folks, swindle. Mercerism is a swindle!” “I think we know,” Roy Baty said. “It’s obvious. Mercerism came into existence—” “But ponder this,” Buster Friendly continued. “Ask yourselves what is it that Mercerism does. Well, if we’re to believe its many practitioners, the experience fuses—” “It’s that empathy that humans have,” Irmgard said. “—men and women throughout the Sol System into a single entity. But an entity which is manageable by the so-called telepathic voice of ‘Mercer.’ Mark that. An ambitious politically minded would-be Hitler could—” “No, it’s that empathy,” Irmgard said vigorously. Fists clenched, she roved into the kitchen, up to Isidore. “Isn’t it a way of proving that humans can do something we can’t do? Because without the Mercer experience we just have your word that you feel this empathy business, this shared, group thing. How’s the spider?” She bent over Pris’s shoulder. With the scissors, Pris snipped off another of the spider’s legs. “Four now,” she said. She nudged the spider. “He won’t go. But he can.” Roy Baty appeared at the doorway, inhaling deeply, an expression of accomplishment on his face. “It’s done. Buster said it out loud, and nearly every human in the system heard him say it. ‘Mercerism is a swindle.’ The whole experience of empathy is a swindle.” He came over to look curiously at the spider. “It won’t try to walk,” Irmgard said. “I can make it walk.” Roy Baty got out a book of matches, lit a match; he held it near the spider, closer and closer, until at last it crept feebly away. “I was right,” Irmgard said. “Didn’t I say it could walk with only four legs?” She peered up expectantly at Isidore. “What’s the matter?” Touching his arm she said, “You didn’t lose anything; we’ll pay you what that—what’s it called?—that Sidney’s catalogue says. Don’t look so grim. Isn’t that something about Mercer, what they discovered? All that research? Hey, answer.” She prodded him anxiously. “He’s upset,” Pris said. “Because he has an empathy box. In the other room. Do you use it, J. R.?” she asked Isidore. Roy Baty said, “Of course he uses it. They all do—or did. Maybe now they’ll start wondering.” “I don’t think this will end the cult of Mercer,” Pris said. “But right this minute there’re a lot of unhappy human beings.” To Isidore she said, “We’ve waited for months; we all knew it was coming, this pitch of Buster’s.” She hesitated and then said, “Well, why not. Buster is one of us.” “An android,” Irmgard explained. “And nobody knows. No humans, I mean.” Pris, with the scissors, cut yet another leg from the spider. All at once John Isidore pushed her away and lifted up the mutilated creature. He carried it to the sink and there he drowned it. In him, his mind, his hopes, drowned, too. As swiftly as the spider.

Or when you keep a sex-addiction meeting under surveillance because they’re the best places to pick up chicks.” Serge looked around the room at suspicious eyes. “Okay, maybe that last one’s just me. But you should try it. They keep the men’s and women’s meetings separate for obvious reasons. And there are so many more opportunities today because the whole country’s wallowing in this whiny new sex-rehab craze after some golfer diddled every pancake waitress on the seaboard. That’s not a disease; that’s cheating. He should have been sent to confession or marriage counseling after his wife finished chasing him around Orlando with a pitching wedge. But today, the nation is into humiliation, tearing down a lifetime of achievement by labeling some guy a damaged little dick weasel. The upside is the meetings. So what you do is wait on the sidewalk for the women to get out, pretending like you’re loitering. And because of the nature of the sessions they just left, there’s no need for idle chatter or lame pickup lines. You get right to business: ‘What’s your hang-up?’ And she answers, and you say, ‘What a coincidence. Me, too.’ Then, hang on to your hat! It’s like Forrest Gump’s box of chocolates. You never know what you’re going to get. Most people are aware of the obvious, like foot fetish or leather. But there are more than five hundred lesser-known but clinically documented paraphilia that make no sexual sense. Those are my favorites . . .” Serge began counting off on his fingers. “This one woman had Ursusagalmatophilia, which meant she got off on teddy bears—that was easily my weirdest three-way. And nasophilia, which meant she was completely into my nose, and she phoned a friend with mucophilia, which is mucus. The details on that one are a little disgusting. And formicophilia, which is being crawled on by insects, so the babe bought an ant farm. And symphorophilia—that’s staging car accidents, which means you have to time the air bags perfectly

The Paradox of Choice We stand in a room full of doors. As highly curious people, we want to see what is behind every door. This is our desire as artists – to satisfy our curiosity and solve the problems we haven’t previously solved. On some level, however, we know that if we are to drastically reduce our competition and benefit from the resulting power shift, we must pick one door, walk through it and never look back. Our personal desire for variety is suddenly placed at odds with the fundamental need of our business to focus. Is it possible, however, that on the other side of the door we face there is not one long gray hallway, not one empty boring room, but more doors – more choices? Is it possible that what lies on the other side of the door is not the death of our creativity, sure to be snuffed by routine and boredom, but just enough focus to harness the full potential of our talents? The answer, of course, is that it is possible, but we will never know for sure unless we walk through the door and close it behind us.

Often, men simply feel more entitled to take leisure time. A University of Southern California study of married couples found that at the end of a workday, women’s stress levels went down if their husbands pitched in with housework. No surprise there—but the mind-boiling part is that men’s stress levels fell if they kicked back with some sort of leisure activity—but only if their wives kept busy doing household tasks at the same time (an effect I term While You’re Up, I’ll Take Another Cold One). When study author Darby Saxbe started looking at the data, she says, “We sort of thought it would probably be all the more relaxing to have leisure time if you have a spouse that’s doing that leisure with you,” she tells me. “So it was kind of surprising that we found the opposite effect—that the more leisure time dads had and the less leisure time wives had, the more men’s cortisol levels dropped.” The somewhat dispiriting conclusion: a man’s biological adaptation to stress is healthier when his wife has to suffer the consequences.

Bread!--Yes, I think it might honestly be called bread that Walter Drake had ministered. It had not been free from chalk or potatoes: bits of shell and peel might have been found in it, with an occasional bit of dirt, and a hair or two; yes, even a little alum, and that is _bad_, because it tends to destroy, not satisfy the hunger. There was sawdust in it, and parchment-dust, and lumber-dust; it was ill salted, badly baked, sad; sometimes it was blue-moldy, and sometimes even maggoty; but the mass of it was honest flour, and those who did not recoil from the look of it, or recognize the presence of the variety of foreign matter, could live upon it, in a sense, up to a certain pitch of life. But a great deal of it was not of his baking at all--he had been merely the distributor--crumbling down other bakers' loaves and making them up again in his own shapes. In his declining years, however, he had been really beginning to learn the business. Only, in his congregation were many who not merely preferred bad bread of certain kinds, but were incapable of digesting any of high quality.

Another day and another passed of rough seas and lowering skies; of rolling and pitching, cold winds, and cold damp eating into bones softened by tropic warmth; of a treadmill of watches in a wheelhouse dank and gloomy by day and danker and gloomier by night; of sullen silent sailors and pale dog-tired officers, of meals in the wardroom eaten in silence, with the captain at the head of the table ceaselessly rolling the balls in his fingers and saying nothing except an infrequent grumpy sentence about the progress of the work requests. Willie lost track of time. He stumbled from the bridge to his coding, from coding to correcting publications, from corrections back up to the bridge, from the bridge to the table for an unappetizing bolted meal, from the table to the clipping shack for sleep which never went uninterrupted for more than a couple of hours. The world became narrowed to a wobbling iron shell on a waste of foamy gray, and the business of the world was staring out at empty water or making red-ink insertions in the devil’s own endless library of mildewed unintelligible volumes.

All of this is by way of coming around to the somewhat paradoxical observation that we speak with remarkable laxness and imprecision and yet manage to express ourselves with wondrous subtlety—and simply breathtaking speed. In normal conversation we speak at a rate of about 300 syllables a minute. To do this we force air up through the larynx—or supralaryngeal vocal tract, to be technical about it—and, by variously pursing our lips and flapping our tongue around in our mouth rather in the manner of a freshly landed fish, we shape each passing puff of air into a series of loosely differentiated plosives, fricatives, gutturals, and other minor atmospheric disturbances. These emerge as a more or less continuous blur of sound. People don’t talk like this, theytalklikethis. Syllables, words, sentences run together like a watercolor left in the rain. To understand what anyone is saying to us we must separate these noises into words and the words into sentences so that we might in our turn issue a stream of mixed sounds in response. If what we say is suitably apt and amusing, the listener will show his delight by emitting a series of uncontrolled high-pitched noises, accompanied by sharp intakes of breath of the sort normally associated with a seizure or heart failure. And by these means we converse. Talking, when you think about it, is a very strange business indeed. And yet we achieve the process effortlessly. We absorb

Are you chuckling yet? Because then along came you. A big, broad meat eater with brash blond hair and ruddy skin that burns at the beach. A bundle of appetites. A full, boisterous guffaw; a man who tells knock know jokes. Hot dogs - not even East 86th Street bratwurst but mealy, greasy big guts that terrifying pink. Baseball. Gimme caps. Puns and blockbuster movies, raw tap water and six-packs. A fearless, trusting consumer who only reads labels to make sure there are plenty of additives. A fan of the open road with a passion for his pickup who thinks bicycles are for nerds. Fucks hard and talks dirty; a private though unapologetic taste for porn. Mysteries, thrillers, and science fiction; a subscription to National Geographic. Barbecues on the Fourth of July and intentions, in the fullness of time, to take up golf. Delights in crappy snack foods of ever description: Burgles. Curlies. Cheesies. Squigglies - you're laughing - but I don't eat them - anything that looks less like food than packing material and at least six degrees of separation from the farm. Bruce Springsteen, the early albums, cranked up high with the truck window down and your hair flying. Sings along, off-key - how is it possible that I should be endeared by such a tin ear?Beach Boys. Elvis - never lose your roots, did you, loved plain old rock and roll. Bombast. Though not impossibly stodgy; I remember, you took a shine to Pearl Jam, which was exactly when Kevin went off them...(sorry). It just had to be noisy; you hadn't any time for my Elgar, my Leo Kottke, though you made an exception for Aaron Copeland. You wiped your eyes brusquely at Tanglewood, as if to clear gnats, hoping I didn't notice that "Quiet City" made you cry. And ordinary, obvious pleasure: the Bronx Zoo and the botanical gardens, the Coney Island roller coaster, the Staten Island ferry, the Empire State Building. You were the only New Yorker I'd ever met who'd actually taken the ferry to the Statue of Liberty. You dragged me along once, and we were the only tourists on the boat who spoke English. Representational art - Edward Hopper. And my lord, Franklin, a Republican. A belief in a strong defense but otherwise small government and low taxes. Physically, too, you were such a surprise - yourself a strong defense. There were times you were worried that I thought you too heavy, I made so much of your size, though you weighed in a t a pretty standard 165, 170, always battling those five pounds' worth of cheddar widgets that would settle over your belt. But to me you were enormous. So sturdy and solid, so wide, so thick, none of that delicate wristy business of my imaginings. Built like an oak tree, against which I could pitch my pillow and read; mornings, I could curl into the crook of your branches. How luck we are, when we've spared what we think we want! How weary I might have grown of all those silly pots and fussy diets, and how I detest the whine of sitar music!

During his time working for the head of strategy at the bank in the early 1990s, Musk had been asked to take a look at the company’s third-world debt portfolio. This pool of money went by the depressing name of “less-developed country debt,” and Bank of Nova Scotia had billions of dollars of it. Countries throughout South America and elsewhere had defaulted in the years prior, forcing the bank to write down some of its debt value. Musk’s boss wanted him to dig into the bank’s holdings as a learning experiment and try to determine how much the debt was actually worth. While pursuing this project, Musk stumbled upon what seemed like an obvious business opportunity. The United States had tried to help reduce the debt burden of a number of developing countries through so-called Brady bonds, in which the U.S. government basically backstopped the debt of countries like Brazil and Argentina. Musk noticed an arbitrage play. “I calculated the backstop value, and it was something like fifty cents on the dollar, while the actual debt was trading at twenty-five cents,” Musk said. “This was like the biggest opportunity ever, and nobody seemed to realize it.” Musk tried to remain cool and calm as he rang Goldman Sachs, one of the main traders in this market, and probed around about what he had seen. He inquired as to how much Brazilian debt might be available at the 25-cents price. “The guy said, ‘How much do you want?’ and I came up with some ridiculous number like ten billion dollars,” Musk said. When the trader confirmed that was doable, Musk hung up the phone. “I was thinking that they had to be fucking crazy because you could double your money. Everything was backed by Uncle Sam. It was a no-brainer.” Musk had spent the summer earning about fourteen dollars an hour and getting chewed out for using the executive coffee machine, among other status infractions, and figured his moment to shine and make a big bonus had arrived. He sprinted up to his boss’s office and pitched the opportunity of a lifetime. “You can make billions of dollars for free,” he said. His boss told Musk to write up a report, which soon got passed up to the bank’s CEO, who promptly rejected the proposal, saying the bank had been burned on Brazilian and Argentinian debt before and didn’t want to mess with it again. “I tried to tell them that’s not the point,” Musk said. “The point is that it’s fucking backed by Uncle Sam. It doesn’t matter what the South Americans do. You cannot lose unless you think the U.S. Treasury is going to default. But they still didn’t do it, and I was stunned. Later in life, as I competed against the banks, I would think back to this moment, and it gave me confidence. All the bankers did was copy what everyone else did. If everyone else ran off a bloody cliff, they’d run right off a cliff with them. If there was a giant pile of gold sitting in the middle of the room and nobody was picking it up, they wouldn’t pick it up, either.” In

right to use Apple Corps for their record and business holdings. Alas, this did not resolve the issue of getting the Beatles onto iTunes. For that to happen, the Beatles and EMI Music, which held the rights to most of their songs, had to negotiate their own differences over how to handle the digital rights. “The Beatles all want to be on iTunes,” Jobs later recalled, “but they and EMI are like an old married couple. They hate each other but can’t get divorced. The fact that my favorite band was the last holdout from iTunes was something I very much hoped I would live to resolve.” As it turned out, he would. Bono Bono, the lead singer of U2, deeply appreciated Apple’s marketing muscle. He was confident that his Dublin-based band was still the best in the world, but in 2004 it was trying, after almost thirty years together, to reinvigorate its image. It had produced an exciting new album with a song that the band’s lead guitarist, The Edge, declared to be “the mother of all rock tunes.” Bono knew he needed to find a way to get it some traction, so he placed a call to Jobs. “I wanted something specific from Apple,” Bono recalled. “We had a song called ‘Vertigo’ that featured an aggressive guitar riff that I knew would be contagious, but only if people were exposed to it many, many times.” He was worried that the era of promoting a song through airplay on the radio was over. So Bono visited Jobs at home in Palo Alto, walked around the garden, and made an unusual pitch. Over the years U2 had spurned

The Keoughs were wonderful neighbors,” he said. “It’s true that occasionally Don would mention that, unlike me, he had a job, but the relationship was terrific. One time my wife, Susie, went over and did the proverbial Midwestern bit of asking to borrow a cup of sugar, and Don’s wife, Mickie, gave her a whole sack. When I heard about that, I decided to go over to the Keoughs’ that night myself. I said to Don, ‘Why don’t you give me twenty-five thousand dollars for the partnership to invest?’ And the Keough family stiffened a little bit at that point, and I was rejected. “I came back sometime later and asked for the ten thousand dollars Clarke referred to and got a similar result. But I wasn’t proud. So I returned at a later time and asked for five thousand dollars. And at that point, I got rejected again. “So one night, in the summer of 1962, I started heading over to the Keough house. I don’t know whether I would have dropped it to twenty-five hundred dollars or not, but by the time I got to the Keough household, the whole place was dark, silent. There wasn’t a thing to see. But I knew what was going on. I knew that Don and Mickie were hiding upstairs, so I didn’t leave. “I rang that doorbell. I knocked. Nothing happened. But Don and Mickie were upstairs, and it was pitch-black. “Too dark to read, and too early to go to sleep. And I remember that day as if it were yesterday. That was June twenty-first, 1962. “Clarke, when were you born?” “March twenty-first, 1963.” “It’s little things like that that history turns on. So you should be glad they didn’t give me the ten thousand dollars.

Evan was attracted to technology early on, building his first computer in sixth grade and experimenting with Photoshop in the Crossroads computer lab. He would later describe the computer teacher, Dan, as his best friend. Evan dove into journalism as well, writing for the school newspaper, Crossfire. One journalism class required students to sell a certain amount of advertising for Crossfire as part of their grade. Evan walked around the neighborhood asking local businesses to buy ads; once he had exceeded his sales goals, he helped coach his peers on how to pitch businesses and ask adults for money. By high school, the group of 20 students Evan had started with in kindergarten had grown to around 120. Charming, charismatic, and smart, Evan threw parties at his dad’s house that were “notorious” in his words. Evan’s outsized personality could rub people the wrong way at times, but his energy, organizing skills, and enthusiasm made him an exceptional party thrower. He possessed a bravado that could be frustrating and off-putting but was great for convincing everyone that the night’s party was going to be the greatest of all time. Obsessed with the energy drink Red Bull and the lifestyle the brand cultivated, Evan talked his way into an internship at the company as a senior in high school. The job involved throwing parties and other events sponsored by Red Bull. Clarence Carter, the head of the company’s security team, would give Evan advice that would stand him well in the years to come: pay attention to who helps you clean up after the party. Later recalling the story, Evan said, “When everyone is tired and the night is over, who stays and helps out? Because those are your true friends. Those are the hard workers, the people that believe that working hard is the right thing to do.

I awake with a start, shaking the cobwebs of sleep from my mind. It’s pitch-dark out, the wind howling. It takes a couple seconds to get my bearings, to realize I’m in my parents’ bed, Ryder beside me, on his side, facing me. Our hands are still joined, though our fingers are slack now. “Hey, you,” he says sleepily. “That one was loud, huh?” “What was?” “Thunder. Rattled the windows pretty bad.” “What time is it?” “Middle of the night, I’d say.” I could check my phone, but that would require sitting up and letting go of his hand. Right now, I don’t want to do that. I’m too comfortable. “Have you gotten any sleep at all?” I ask him, my mouth dry and cottony. “I think I drifted off for a little bit. Till…you know…the thunder started up again.” “Oh. Sorry.” “It should calm down some when the eye moves through.” “If there’s still an eye by the time it gets here. The center of circulation usually starts breaking up once it goes inland.” Yeah, all those hours watching the Weather Channel occasionally come in handy. He gives my hand a gentle squeeze. “Wow, maybe you should consider studying meteorology. You know, if the whole film-school thing doesn’t work out for you.” “I could double major,” I shoot back. “I bet you could.” “What are you going to study?” I ask, curious now. “I mean, besides football. You’ve got to major in something, don’t you?” He doesn’t answer right away. I wonder what’s going through his head--why he’s hesitating. “Astrophysics,” he says at last. “Yeah, right.” I roll my eyes. “Fine, if you don’t want to tell me…” “I’m serious. Astrophysics for undergrad. And then maybe…astronomy.” “What, you mean in graduate school?” He just nods. “You’re serious? You’re going to major in something that tough? I mean, most football players major in something like phys ed or underwater basket weaving, don’t they?” “Greg McElroy majored in business marketing,” he says with a shrug, ignoring my jab. “Yeah, but…astrophysics? What’s the point, if you’re just going to play pro football after you graduate anyway?” “Who says I want to play pro football?” he asks, releasing my hand. “Are you kidding me?” I sit up, staring at him in disbelief. He’s the best quarterback in the state of Mississippi. I mean, football is what he does…It’s his life. Why wouldn’t he play pro ball? He rolls over onto his back, staring at the ceiling, his arms folded behind his head. “Right, I’m just some dumb jock.” “Oh, please. Everyone knows you’re the smartest kid in our class. You always have been. I’d give anything for it to come as easily to me as it does to you.” He sits up abruptly, facing me. “You think it’s easy for me? I work my ass off. You have no idea what I’m working toward. Or what I’m up against,” he adds, shaking his head. “Probably not,” I concede. “Anyway, if anyone can major in astrophysics and play SEC ball at the same time, you can. But you might want to lose the attitude.” He drops his head into his hands. “I’m sorry, Jem. It’s just…everyone has all these expectations. My parents, the football coach--” “You think I don’t get that? Trust me. I get it better than just about anyone.” He lets out a sigh. “I guess our families have pretty much planned out our lives for us, haven’t they?” “They think they have, that’s for sure,” I say.

The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.” George Bernard Shaw On a cool fall evening in 2008, four students set out to revolutionize an industry. Buried in loans, they had lost and broken eyeglasses and were outraged at how much it cost to replace them. One of them had been wearing the same damaged pair for five years: He was using a paper clip to bind the frames together. Even after his prescription changed twice, he refused to pay for pricey new lenses. Luxottica, the 800-pound gorilla of the industry, controlled more than 80 percent of the eyewear market. To make glasses more affordable, the students would need to topple a giant. Having recently watched Zappos transform footwear by selling shoes online, they wondered if they could do the same with eyewear. When they casually mentioned their idea to friends, time and again they were blasted with scorching criticism. No one would ever buy glasses over the internet, their friends insisted. People had to try them on first. Sure, Zappos had pulled the concept off with shoes, but there was a reason it hadn’t happened with eyewear. “If this were a good idea,” they heard repeatedly, “someone would have done it already.” None of the students had a background in e-commerce and technology, let alone in retail, fashion, or apparel. Despite being told their idea was crazy, they walked away from lucrative job offers to start a company. They would sell eyeglasses that normally cost $500 in a store for $95 online, donating a pair to someone in the developing world with every purchase. The business depended on a functioning website. Without one, it would be impossible for customers to view or buy their products. After scrambling to pull a website together, they finally managed to get it online at 4 A.M. on the day before the launch in February 2010. They called the company Warby Parker, combining the names of two characters created by the novelist Jack Kerouac, who inspired them to break free from the shackles of social pressure and embark on their adventure. They admired his rebellious spirit, infusing it into their culture. And it paid off. The students expected to sell a pair or two of glasses per day. But when GQ called them “the Netflix of eyewear,” they hit their target for the entire first year in less than a month, selling out so fast that they had to put twenty thousand customers on a waiting list. It took them nine months to stock enough inventory to meet the demand. Fast forward to 2015, when Fast Company released a list of the world’s most innovative companies. Warby Parker didn’t just make the list—they came in first. The three previous winners were creative giants Google, Nike, and Apple, all with over fifty thousand employees. Warby Parker’s scrappy startup, a new kid on the block, had a staff of just five hundred. In the span of five years, the four friends built one of the most fashionable brands on the planet and donated over a million pairs of glasses to people in need. The company cleared $100 million in annual revenues and was valued at over $1 billion. Back in 2009, one of the founders pitched the company to me, offering me the chance to invest in Warby Parker. I declined. It was the worst financial decision I’ve ever made, and I needed to understand where I went wrong.

But the flock of Silicon Valley unicorns had grown so large that Benioff himself had become nervous. The kind of rapid expansion that venture capital made possible wasn’t sustainable without discipline. In the middle of the decade, Benioff had issued a warning: “There’s going to be a lot of dead unicorns.” Neumann had begun pitching WeWork as a new breed of SaaS business: “space as a service.” The idea was that companies of all sizes would no longer handle their own real estate portfolios but would instead turn over the management of their physical space to WeWork, transforming the company into something like a real estate cloud—a “platform.” This was a goal shared by every ambitious start-up of the decade, no matter how specious the claim. Facebook, Uber, and Airbnb identified as platforms, as did Beyond Meat, the pea-protein burger maker (“plant-based-product platforms”); Peloton, the indoor exercise bike company (“the largest interactive fitness platform in the world”); and Casper, the mattress company (a “platform built for better sleep”). It was no longer good enough for companies to simply be what they were.

An ambitious freshman congresswoman demanded funding to put a public historian in every zip code in the country, a correction for what she called the contemporary crisis of truth. It was pitched as a new public works project for the intellectual class, so many of us lately busy driving cars and delivering groceries and completing tasks on demand to make ends meet. Government jobs would put all those degrees to work and be comparatively lucrative. The congresswoman envisioned a national network of fact-checkers and historians, a friendly citizen army devoted to making the truth so accessible and appealing it could not be ignored.

Business is local. Business is influence. Business is emotional. Business is relationships. Business is you.

During the business start-up process, you will discover that this experience is a cruel teacher. It often gives the test before the lesson.

Dear Past, Thank you for all the lessons. Dear Future, I am ready now.

Make your move before you are ready.

What are you doing?” I demanded. “Why did you go running off like that? Are you an idiot?”   “Let go!” She struggled, apparently not worried about the curious looks we were getting. “Leave me alone!”   “What do you mean leave you alone?” I hissed, hanging onto her arm doggedly. “What if another Foul Woman turns up, like the one that got Jack?”   She winced. Before I could apologize for my trademark sensitivity, she recovered and poked her finger at my face. “It’s none of your business what I do! I don’t answer to you, Mio Yamato. I’m an adult, for God’s sake! I’m nearly twenty-one years old.”   “Then start acting like it! We’re on the same side here. We are trying to help you.”   “How?” Her voice hit a pitch so shrill that it echoed even in the middle of all the deadening sounds of the city. We got a slew of horrified stares. Rachel didn’t seem to notice. “How? You have no idea what happened to me! You have no idea what’s still happening to me…”   All the fight seemed to drain right out of her. Her tense shoulders sagged and, to my horror, big, fat tears welled up and spilled down her cheeks.   Well, crap.   Jack and me … we didn’t do this. We didn’t cry in front of each other. We didn’t do that Reality TV Big Emotional Moment stuff. It wasn’t us. If this ha d been Rachel’s sister in front of me, I’d have known just how to handle it – let her turn away, let her get herself back together without trying to help. Jack would already have been sucking it up.   But this wasn’t Jack. And Rachel wasn’t sucking it up. She was just standing in front of me in the middle of a crowded London train station courtyard, with one arm wrapped around her middle like she was about to fall apart, crying silent, pathetic tears.   Shinobu’s face filled with a mixture of sadness and understanding. He made an abortive move to touch Rachel, then stopped and stepped back, as if realizing contact from him probably wouldn’t be welcome. “Then you must tell us, Rachel-san,” he said gently. “Trust us with your fears. Trust that we will listen and understand.”   He gave me an urgent look and mimed a hugging movement.   Thanks. Thanks a bunch.   Feeling stiff and uncomfortable, I put my arms around Rachel and patted her on the back. “Shush. It’s all right now. It’s all right.”   To my surprise she flopped against me, burying her head in my shoulder as she cried. It was like … like she’d just been waiting for someone to lean on all along. For the first time it really dawned on me that Rachel and Jack were different. Yeah, they had something of the same attitude, a lot of the same mannerisms, even looked alike if you ignored Jack’s goth thing – but they weren’t the same person. I needed to start seeing Rachel for who she was, not just Jack’s Big Sister.   I hugged her a bit tighter, and patted her back with a bit more enthusiasm. “I’m not going to pretend that I understand exactly how you’re feeling, because … you’re you, and only you can know that. But I can sympathize. Maybe I can even help. Please tell me what’s going on.

Problems are the necessary friction that makes great business opportunities possible.

Keep doing good work. The job, business opportunities and money will find you.

There are always business opportunities and jobs for people who are unique and interesting.

It took me a couple of years after I woke up in that cold sweat to figure out what flag I was going to plant, and then how to do something with it. Using the process in Step 1, I found the things that I wanted to be known for and the work that I was passionate about. And then I started telling my story all the time to anyone who would actually listen. For me, this story was around Lean UX because of who I was at the time. I created a pitch based on design for designers, by designers, to change the way that they were working. And I honed that voice and that tone and that dialogue by telling the story over and over and over again using blog posts and articles and eventually in-person talks. The first talk I ever gave as a part of my new professional trajectory was on August 12, 2010. I told the story about how we solved the problem of integrating UX into Agile at TheLadders. And then the timeline started to accelerate from there. A month later, on September 24, I gave my first talk about Lean UX and it was in Paris. I was communicating about this topic publicly, and people were saying, “Hey, come give us a talk about it.” And I was writing about the topic in any publication that would actually listen to this kind of thing. I kept speaking and writing and making presentations, and as I got my ideas out into the world and put them into play in any way I could, on March 7, 2011, I finally hit the jackpot. This was three years after I had my 35th-birthday epiphany and the pressure was on—I knew I had just two years left before I was going to become obsolete, an also-ran. I hit the jackpot when I managed to get an article published in Smashing magazine. At the time, Smashing had a million readers online, and so the scale of my conversation was growing and growing because I was becoming known as the guy who had some answers to this question. That was a massive break for me because the article provided me with a global audience for the first time. Obviously, anything you publish on the internet is global and distributed, but the bottom line is that, if the platform you choose or that chooses you has a built-in audience, you stand a much bigger chance. Smashing magazine had an audience. The article, titled “Lean UX: Getting Out of the Deliverables Business” became very successful, and that’s where I planted my flag—providing solutions to the Agile and design problem with a real-world tested solution nicely packaged and labeled as Lean UX.

There’s a great Pixar video about telling stories. The video—“Pixar in a Box”—featured Pete Docter, director of the films Inside Out, Up, and Monsters, Inc. According to Docter, the power of story is that “it has an ability to connect with people on an emotional level.” He gives a bit of advice that I think is worth keeping in mind when you create a compelling story: Write what you know. Says Docter, even though you may be writing a story about explosions or monsters or car chases, “put something into it that talks about your own life—how you feel…. Something from your own life will make that story come alive.” Every good story has three elements: Characters. In a work situation, that might be you, your teammates, your customers or clients, and your boss. Who is in the story? Get your audience to feel an emotional investment in the characters. Plot. This could be, for example, the process of digitally transforming your business. A good plot keeps your audience engaged, wondering what’s coming up next. Story arc. This is the movement of the story from beginning to middle to end. You’ve got a problem and, through much trial and tribulation, you find a solution and become the hero of your team. Every story you tell—even if you’re writing about a technical problem, or starting your own business, or whatever it might be—needs to have these three elements. If you do this right, then people will care about your story. They don’t care about features, they care about the benefits of your idea—how what you’re pitching makes them better, smarter, more successful, happier, more fulfilled, more respected, and so on. They want to feel like a hero. And if you can make your audience feel like heroes, they will be engaged in your story and deeply connect with it on an emotional level.

In a world where everyone is vying for attention, the true power lies in giving attention, for it is in the act of listening that we truly understand and connect with one another.

In a society where distractions are abundant, attention is the ultimate form of rebellion.

Only you hold the key to unlock your full potential. Don't wait for others to open the door. Embrace your unique journey and forge your own path.

Don't underestimate the power of consistency. By practicing simple disciplines daily, you lay the groundwork for lifelong success in every aspect of your life.

Delayed gratification is the bridge between your present sacrifices and your future abundance.

Ignorance and unreadiness walk hand in hand, blind to the opportunities that lie within the pages of knowledge.

Current theories on the creation of the Universe state that, if it were created at all and didn't just start, as it were, unofficially, it came into being between ten and twenty thousand million years ago. By the same token the Earth itself is generally supposed to be about four and a half thousand million years old. These dates are incorrect. Medieval Jewish scholars put the date of the Creation at 3760 BC. Greek Orthodox theologians put Creation as far back as 5508 BC. These suggestions are also incorrect. Archbishop James Ussher (1580-1656) published 'Annales Veteris et Novi Testamenti' in 1654, which suggested that the Heaven and the Earth were created in 4004 BC. One of his aides took the calculation further, and was able to announce triumphantly that the Earth was created on Sunday the 21st of October, 4004 BC, at exactly 9.00 a.m., because God liked to get work done early in the morning while he was feeling fresh. This too was incorrect. By almost a quarter of an hour. The whole business with the fossilized dinosaur skeletons was a joke the paleontologists haven't seen yet. This proves two things: Firstly, that God moves in extremely mysterious, not to say, circuitous ways. God does not play dice with the universe; He plays an ineffable game of His own devising, which might be compared from the perspective of any of the other players, to being involved in an obscure and complex version of poker in a pitch-dark room, with blank cards, for infinite stakes, with a Dealer who won't tell you the rules, and who smiles all the time. Secondly, the Earth's a Libra. The astrological prediction for Libra in the 'Your Stars Today' column of the 'Tadfield Advertiser', on the day this history begins, read as follows:- "LIBRA. 24 September-23 October. You may be feeling run down and always in the same old daily round. Home and family matters are highlighted and are hanging fire. Avoid unnecessary risks. A friend is important to you. Shelve major decisions until the way ahead seems clear. You may be vulnerable to a stomach upset today, so avoid salads. Help could come from an unexpected quarter." This was perfectly correct on every count except for the bit about the salads.