Pipeline Money Quotes

When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity

Oil men, like producers of other raw materials, could not continue to sell their products below cost...For prices to be raised, production had to be controlled, and to bring production under control, Ickes began with an all-out campaign against the "hot oiler,"...This bootleg oil was secretly siphoned off from pipelines, hidden in camouflaged tanks that were covered with weeds, moved about both in an intrcate network of secret pipelines and by trucks, and then smuggled across state borders at night.

I once asked Bill McKibben, after an energising speech to a capacity crowd, when – given that the situation is as urgent as he portrayed it and we all know it is – we escalate. He was visibly ill at ease. The first part of his response presented what we might call the objection from asymmetry: as soon as a social movement engages in violent acts, it moves onto the terrain favoured by the enemy, who is overwhelmingly superior in military capabilities. The state loves a fight of arms; it knows it will win. Our strength is in numbers. This is a pet argument for strategic pacifists, but it is disingenuous. Violence is not the sole field where asymmetry prevails. The enemy has overwhelmingly superior capabilities in virtually all fields, including media propaganda, institutional coordination, logistical resources, political legitimacy and, above all, money. If the movement should shun uphill battles, a divestment campaign seems like the worst possible choice: trying to sap fossil capital by means of capital.

Mother didn’t want to be a midwife. Midwifery had been Dad’s idea, one of his schemes for self-reliance. There was nothing he hated more than our being dependent on the Government. Dad said one day we would be completely off the grid. As soon as he could get the money together, he planned to build a pipeline to bring water down from the mountain, and after that he’d install solar panels all over the farm. That way we’d have water and electricity in the End of Days, when everyone else was drinking from puddles and living in darkness. Mother was an herbalist so she could tend our health, and if she learned to midwife she would be able to deliver the grandchildren when they came along.

What is this business trying to accomplish? How does it want to position itself in the market? Has the strategy changed recently or is it likely to change soon? Does my function contribute to our competitive advantage? What must each function contribute to that strategy? How does my function’s effort impact the strategy? How does my function impact the other functions’ ability to contribute? How is the money made in this business?

Only from our position of power can we afford to ignore where things really come from, because we know that all things drain, like syrup through a pipeline, from the edges of the world into the centre. What we want will appear, as if by magic, on the shelves of our supermarkets because were have the money to pay for it. We don’t have to know - other people grow it and process it, and buy it and sell it until all we see is the brand, a language we understand without effort. All those strange substances are fuzed together for our convenience, our health, our pleasure.

Cockroaches are survivors. Turn on the lights and you will see a scattering of casino hosts in three thousand dollar bespoken suits, corporate fruit flies in empty suits, lawyer-class slime on their way to the courthouse to go shopping for other people's money, bankers shilling bad loans by bundling them together with good ones and sending them down the financial pipeline knowing that they stand protected by the political scum from every level of government who have risen to breathtaking heights of mediocrity, tossing a couple of bucks from the public till to the obedient myrmidons in exchange for their votes. While decaying empire crumble, cockroaches multiply among the ruins. - Bonjour Amigos

What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Cold Calling 2.0: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in awhile, it generates actual results!

Another obstacle was the stubbornness of the countries the pipeline had to cross, particularly Syria, all of which were demanding what seemed to be exorbitant transit fees. It was also the time when the partition of Palestine and the establishment of the state of Israel were aggravating American relations with the Arab countries. But the emergence of a Jewish state, along with the American recognition that followed, threatened more than transit rights for the pipeline. Ibn Saud was as outspoken and adamant against Zionism and Israel as any Arab leader. He said that Jews had been the enemies of Arabs since the seventh century. American support of a Jewish state, he told Truman, would be a death blow to American interests in the Arab world, and should a Jewish state come into existence, the Arabs “will lay siege to it until it dies of famine.” When Ibn Saud paid a visit to Aramco’s Dhahran headquarters in 1947, he praised the oranges he was served but then pointedly asked if they were from Palestine—that is, from a Jewish kibbutz. He was reassured; the oranges were from California. In his opposition to a Jewish state, Ibn Saud held what a British official called a “trump card”: He could punish the United States by canceling the Aramco concession. That possibility greatly alarmed not only the interested companies, but also, of course, the U.S. State and Defense departments. Yet the creation of Israel had its own momentum. In 1947, the United Nations Special Committee on Palestine recommended the partition of Palestine, which was accepted by the General Assembly and by the Jewish Agency, but rejected by the Arabs. An Arab “Liberation Army” seized the Galilee and attacked the Jewish section of Jerusalem. Violence gripped Palestine. In 1948, Britain, at wit’s end, gave up its mandate and withdrew its Army and administration, plunging Palestine into anarchy. On May 14, 1948, the Jewish National Council proclaimed the state of Israel. It was recognized almost instantly by the Soviet Union, followed quickly by the United States. The Arab League launched a full-scale attack. The first Arab-Israeli war had begun. A few days after Israel’s proclamation of statehood, James Terry Duce of Aramco passed word to Secretary of State Marshall that Ibn Saud had indicated that “he may be compelled, in certain circumstances, to apply sanctions against the American oil concessions… not because of his desire to do so but because the pressure upon him of Arab public opinion was so great that he could no longer resist it.” A hurriedly done State Department study, however, found that, despite the large reserves, the Middle East, excluding Iran, provided only 6 percent of free world oil supplies and that such a cut in consumption of that oil “could be achieved without substantial hardship to any group of consumers.

He shook his head. “Did you tell him he should expand the Odessa-Brody oil pipeline up to Poland?” I smiled. “Yes. Yes, I did. You should definitely expand the pipeline. Think of all the money you could make if you sold your oil to the EU. You could build a whole new children’s hospital and a research center. You’d have enough money to buy real toilets for the university so women don’t have to crouch over those holes in the floor.” I shook my head. “I’d like to see you try that in five inch heels!

The solutions to this systemic risk overhang are surprisingly straightforward. The immediate tasks would be to break up large banks and ban most derivatives. Large banks are not necessary to global finance. When large financing is required, a lead bank can organize a syndicate, as was routinely done in the past for massive infrastructure projects such as the Alaska pipeline, the original fleets of supertankers, and the first Boeing 747s. The benefit of breaking up banks would not be that bank failures would be eliminated, but that bank failure would no longer be a threat. The costs of failure would become containable and would not be permitted to metastasize so as to threaten the system. The case for banning most derivatives is even more straightforward. Derivatives serve practically no purpose except to enrich bankers through opaque pricing and to deceive investors through off-the-balance-sheet accounting.

Where things get really complicated is when the philanthro-capitalists use their money to finance a political agenda that dovetails with their personal business interests or with the interests of the plutocratic class as a whole. The Koch brothers, for instance, have pushed for less government regulation of industry, including state efforts to protect the environment. They are lifelong libertarians who are genuinely skeptical about climate change. They also happen to own a company whose assets include oil refineries, oil pipelines, and lumber mills—all businesses that would benefit from a weakened EPA.

In the postwar period, democratic politics was transformed not only by the switch to oil, but by the development of two new methods of governing democracies, both made possible by the growing use of energy from oil. One of these was an arrangement for managing the value of money and limiting the power of financial speculation, which was said to have destroyed interwar democracy – a system built with the pipelines, oil agreements and oligarchies that organised the supply and pricing of oil. It was accompanied by the construction of the Cold War, which provided a framework for the policing of the postwar Middle East that replaced the need for mandates, trusteeships, development programmes and other scaffoldings for imperial power. The other new mode of governing democracies was the manufacture of ‘the economy’ – an object whose experts began to displace democratic debate and whose mechanisms set limits to egalitarian demands.

My conclusion at the time was that finalizing the story before production began was still a worthy goal—we just hadn’t achieved it yet. As we continued to make films, however, I came to believe that my goal was not just impractical but naïve. By insisting on the importance of getting our ducks in a row early, we had come perilously close to embracing a fallacy. Making the process better, easier, and cheaper is an important aspiration, something we continually work on—but it is not the goal. Making something great is the goal. I see this over and over again in other companies: A subversion takes place in which streamlining the process or increasing production supplants the ultimate goal, with each person or group thinking they’re doing the right thing—when, in fact, they have strayed off course. When efficiency or consistency of workflow are not balanced by other equally strong countervailing forces, the result is that new ideas—our ugly babies—aren’t afforded the attention and protection they need to shine and mature. They are abandoned or never conceived of in the first place. Emphasis is placed on doing safer projects that mimic proven money-makers just to keep something—anything!—moving through the pipeline (see The Lion King 1½, a direct-to-video effort that came out in 2004, six years after The Lion King 2: Simba’s Pride). This kind of thinking yields predictable, unoriginal fare because it prevents the kind of organic ferment that fuels true inspiration. But it does feed the Beast.

Passage Four: From Functional Manager to Business Manager This leadership passage is often the most satisfying as well as the most challenging of a manager’s career, and it’s mission-critical in organizations. Business mangers usually receive significant autonomy, which people with leadership instincts find liberating. They also are able to see a clear link between their efforts and marketplace results. At the same time, this is a sharp turn; it requires a major shift in skills, time applications, and work values. It’s not simply a matter of people becoming more strategic and cross-functional in their thinking (though it’s important to continue developing the abilities rooted in the previous level). Now they are in charge of integrating functions, whereas before they simply had to understand and work with other functions. But the biggest shift is from looking at plans and proposals functionally (Can we do it technically, professionally, or physically?) to a profit perspective (Will we make any money if we do this?) and to a long-term view (Is the profitability result sustainable?). New business managers must change the way they think in order to be successful. There are probably more new and unfamiliar responsibilities here than at other levels. For people who have been in only one function for their entire career, a business manager position represents unexplored territory; they must suddenly become responsible for many unfamiliar functions and outcomes. Not only do they have to learn to manage different functions, but they also need to become skilled at working with a wider variety of people than ever before; they need to become more sensitive to functional diversity issues and communicating clearly and effectively. Even more difficult is the balancing act between future goals and present needs and making trade-offs between the two. Business managers must meet quarterly profit, market share, product, and people targets, and at the same time plan for goals three to five years into the future. The paradox of balancing short-term and long-term thinking is one that bedevils many managers at this turn—and why one of the requirements here is for thinking time. At this level, managers need to stop doing every second of the day and reserve time for reflection and analysis. When business managers don’t make this turn fully, the leadership pipeline quickly becomes clogged. For example, a common failure at this level is not valuing (or not effectively using) staff functions. Directing and energizing finance, human resources, legal, and other support groups are crucial business manager responsibilities. When managers don’t understand or appreciate the contribution of support staff, these staff people don’t deliver full performance. When the leader of the business demeans or diminishes their roles, staff people deliver halfhearted efforts; they can easily become energy-drainers. Business managers must learn to trust, accept advice, and receive feedback from all functional managers, even though they may never have experienced these functions personally.

email to the target-company’s employees. If just one employee clicked the email’s attachment (and all it took was one), the computer would download a webpage crammed with malware, including a “Remote Access Trojan,” known in the trade as a RAT. The RAT opened a door, allowing the intruder to roam the network, acquire the privileges of a systems administrator, and extract all the data he wanted. They did this with economic enterprises of all kinds: banks, oil and gas pipelines, waterworks, health-care data managers—sometimes to steal secrets, sometimes to steal money, sometimes for motives that couldn’t be ascertained. McAfee,

A good metric changes the way you behave. This is by far the most important criterion for a metric: what will you do differently based on changes in the metric? Drawing a line in the sand is a great way to enforce a disciplined approach. A good metric changes the way you behave precisely because it’s aligned to your goals of keeping users, encouraging word of mouth, acquiring customers efficiently, or generating revenue. Unfortunately, that’s not always how it happens. At one company, Alistair saw a sales executive tie quarterly compensation to the number of deals in the pipeline, rather than to the number of deals closed, or to margin on those sales. Salespeople are coin-operated, so they did what they always do: they followed the money. In this case, that meant a glut of junk leads that took two quarters to clean out of the pipeline—time that would have been far better spent closing qualified prospects. Of course, customer satisfaction or pipeline flow is vital to a successful business. But if you want to change behavior, your metric must be tied to the behavioral change you want. If you measure something and it’s not attached to a goal, in turn changing your behavior, you’re wasting your time. Worse, you may be lying to yourself and fooling yourself into believing that everything is OK. That’s no way to succeed.

The party for those addicted to markets has been the “make it rain” free-money printing game run since 1971. They may call it “Quantitavive Easing”, (QE) or “monetary policy” or “Asset purchases by the Fed”, or any number of terms which cause 99% of humans to stop listening. I urge everyone to demand better from governments, professionals and public servants. To demand real “service” from those who claim to be in this role. Right now we are letting those addicted to money, play with “self” accountability, which is creating addicts and poverty at a faster rate than our western economies can create prosperity. “Asset purchases” means the Fed printing money, to give this money to banks in exchange for some of the banks bad assets that need to be purged. How wealthy would your family be if each losing investment could simply be taken off your hands…using borrowed money that the taxpayer must then repay? How poor would your neighbors be if they did not have this money pipeline working for them? The newly printed money for asset purchases, is backed by US Treasury IOU’s, or similar notes and borrowings, for which the public must now repay through income taxes…forever. Banks thus get billions in freshly created cash, while the US public gets the bad assets, or gets stuck with the bill to pay back the money created to purchase the bad assets. I could probably refine that description a bit, but for now I am going to let it lay here. Any corrections are welcomed with gratitude. Dousing the flames of the 2008 mortgage bubble disaster, using government money issued in this manner, was said to be needed to prevent complete financial system meltdown. A better choice would have been to let those with a gambling addiction, suffer the consequences of their addiction, like we demand of every addict in Downtown LA. But the Fed is the perfect tool for dumping bank gambling losses and bad assets upon the taxpayer, and to make taxpayers pay to give the banks a clean-money start each time. The only thing left to do for the recipients of some of those newly printed billions, is to “launder it”, to get

Today, in 2020, I cannot see the future, but my instincts tell me that we are going to experience a replay of the first Great American Depression of the 1930’s, and that it will happen before the 100 year anniversary of that last one. (Keep in mind the uselessness of such personal premonitions) (Update September 2020 in light of record setting stock market valuations (for some companies) while economies were still under water) The above made so little sense, it became possible to imagine that certain companies had a pipeline to free Federal reserve cash.

Activists have not been passive. For decades, we have tried every tactic to shift the course of our governments. We have voted, written editorials and manifestos, donated money, held signs, protests in marches, blocked streets, shared links, signed petitions, held workshops, knitted scarves, learn to farm, turned off the television, programmed apps, engaged in direct action, committed vandalism, launched legal challenges against pipelines . . . and occupied the financial districts. All this has been for naught. A new approach to activism and a new kind of protest are desperately needed.

Nike, Microsoft Amazon and similar companies went public relatively early in their growth cycles. As a result, public investors had the opportunity to participate in 95 to 99% of their overall price appreciation. Founders, early employees and VCs took all the risk. Most of the reward was left for grabbing – anyone could’ve bought those stocks on the secondary markets.   As the Federal Reserve prints more money and interest rates remain low, an increasing percentage of capital is flowing into risky asset classes like venture capital and “angel investing.” This capital has chased up valuations in the pipeline preceding IPOs, making the IPOs feel more like the end of the journey, not the beginning. Thus,

the Bush energy act contained some $6 billion in oil and gas subsidies and $9 billion in coal subsidies. The Kochs routinely cast themselves as libertarians who deplored government taxes, regulations, and subsidies, but records show they took full advantage of the special tax credits and subsidies available to the oil, ethanol, and pipeline business,

Promotion stocks came to the retailer ahead of the rest of the market. Also, they usually got an extra lot even after the end of the promotion Newly launched products came to the retailer first. The customers got more choice, faster, leading to favourable word-of-mouth publicity Local display and consumer sampling budgets were always directed liberally at the retailer Vendors ensured that no slow moving inventory was stuck in the retailer’s stores; they wanted nothing to choke the pipeline The retailer also received the best in-class margin from the distributor If some items were in short supply, the vendor would ensure the retailer was the last one to go out of stock In effect, the consumers found more products, fresher stocks and more promotions in the retailer’s stores compared to the general market. This wasn’t something actively created by either the vendors or the retailer, but was a byproduct of good trading practices. Just one move based on a trading community insight— everyone has less money in the bank than needed — hurled the retailer into a virtuous growth cycle, with all the vendors pushing in one direction, with them. Most people in the business would not give a second look at changing these trading practices. If the payment norm is eight days why modify it? Surely the wholesalers, too, know what they’re letting themselves in for? And the vast volumes offered by organised retail should offset the stress of extending credit. Isn’t that how it works? One retailer managed to peep behind the curtain of wholesaler business practices and understood what a boon more money in the bank was to the trade. And look at the gains they reaped for this seemingly insignificant insight!

Aggressive tax minimization was not Khodorkovsky’s only sin. He began talks to build an oil pipeline to China, directly against the government’s wishes. He was seemingly unfazed by opposing the Kremlin on an issue central to Russia’s foreign policy. In contrast to Khodorkovsky’s vision, Putin wanted a pipeline that stretched all the way to the Pacific rather than delivering oil directly to China. The president repeatedly made his views on the subject known, pointedly declining to endorse Khodorkovsky’s pipeline plan while on a state visit to Beijing.

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the Developer Relations team should never carry a quota related to a particular number of leads or the amount of money they’ve contributed to the pipeline.

In these pages, Patty Krawec, an Anishinaabekwe, meditates on those moments of calm, which seem always on the brink of being entirely consumed by a terrible danger. It is the moment a Water Protector locks down pipeline equipment, silencing the guns and money people with a humble prayer, even if for a moment. It is the moment humble people try to make sense of why another brother, sister, mother, relative, river, mountain, and life is needlessly destroyed or stolen. A

here are some steps to identify and track code that should be reviewed carefully: Tagging user stories for security features or business workflows which handle money or sensitive data. Grepping source code for calls to dangerous function calls like crypto functions. Scanning code review comments (if you are using a collaborative code review tool like Gerrit). Tracking code check-in to identify code that is changed often: code with a high rate of churn tends to have more defects. Reviewing bug reports and static analysis to identify problem areas in code: code with a history of bugs, or code that has high complexity and low automated test coverage. Looking out for code that has recently undergone large-scale “root canal” refactoring. While day-to-day, in-phase refactoring can do a lot to simplify code and make it easier to understand and safer to change, major refactoring or redesign work can accidentally change the trust model of an application and introduce regressions.

What works to generate flows of new leads: Trial-and-error in lead generation (requires patience, experimentation, money). “Marketing through teaching” via regular webinars, white papers, email newsletters and live events, to establish yourself as the trusted expert in your space (takes lots of time to build predictable momentum). Patience in building great word-of-mouth (the highest value lead generation source, but hardest to influence). Outbound Prospecting (aka "Cold Calling 2.0"):: By far the most predictable and controllable source of creating new pipeline, but it takes focus and expertise to do it well. Luckily, you are holding the guide to the process in your hands right now. Building an excited partner ecosystem (very high value, very long time-to-results). PR: It’s great when, once in a while, it generates actual results!

the Koch brothers—owned virtually all of what had become under their leadership the second-largest private company in America. They owned four thousand miles of pipelines, oil refineries in Alaska, Texas, and Minnesota, the Georgia-Pacific lumber and paper company, coal, and chemicals, and they were huge traders in commodity futures, among other businesses. The company’s consistent profitability had made the two brothers the sixth- and seventh-wealthiest men in the world. Each was worth an estimated $14 billion in 2009. Charles, the elder brother, was a man of unusual drive, accustomed to getting his way. What he wanted that weekend was to enlist his fellow conservatives in a daunting task: stopping the Obama administration from implementing Democratic policies that the American public had voted for but that he regarded as catastrophic.

The Kochs never did play by the rules. They had their own playing field. They just didn’t abide by anything. Not the EPA or anything else. They constantly polluted. If they got fined, it didn’t matter, because they made so much money doing it. We never reported things like busted pipeline out in the field. Otherwise, we’d get fined. When we spilled oil, we never reported the real amount. We were told to do that, to keep our costs down. The Kochs expected us to lie and try to cover it up,

Twenty-six billion dollars of fraud: no felony cases. But when the stakes are in the hundreds of dollars, we kick in 26,000 doors a year, in just one county. You can drive yourself crazy trying to figure out how this makes sense, financial or otherwise. But it does make sense. It’s just not about money. It’s about fucking with people. It’s the logic of our new shadow government. It turns out that we’re too lazy to govern ourselves, so we’ve put society on bureaucratic autopilot—and autopilot turns out to be a steel trap for losers and a greased pipeline to money, power, and impunity for winners. This goes far beyond the oft-quoted liberal cliché about how we now have “two Americas,” one for the rich and one for the poor, with different sets of laws and

Looking back, a big reason we hit our goal early was that we decided to invest our time, money, and resources into three key areas: customer service (which would build our brand and drive word of mouth), culture (which would lead to the formation of our core values), and employee training and development (which would eventually lead to the creation of our Pipeline Team).

Stewart Brand: In any community, new people show up, and they want to participate, and the old hands typically close ranks and sneer at the newbies. I should have known that would happen at The Well. We should have made it the case where part of your job as a member of The Well was to make new people feel welcome. We never did that. It was a part of what kept The Well from growing. Kevin Kelly: After Stewart left, everything started to kind of get really big. This was the era of ISPs, and you had Pipeline and Echo and AOL, and it was clear that this was going to stick around. Some of them were growing fast. And so why can’t we grow fast? The problem was we were a nonprofit. Who’s going to invest into this nonprofit? And so that was the issue. I looked at it in different ways. Do we want to sell it? Do we want to turn commercial? What’s the point of that? So in the end it was like, No, I think we can be more useful being who we are. We could grow and we could make a lot of money, but a lot of people are going to do that. And that might have been the wrong decision or the right decision to make, but it was my decision to keep it sort of experimental. Stewart Brand: It was never a commercial success. It may have paid its own way, just barely. What could be tried with this medium? That was the thing. Kevin Kelly: Eventually it was sold to Salon, but it was really too late at that point.

But even the biggest Wall Street banks were at a disadvantage when they went up against the traders at Koch Industries, British Petroleum, or Amoco. The Wall Street banks didn’t have access to inside information. Goldman Sachs didn’t own refineries or pipelines and couldn’t get a sneak peek into where markets were headed. The banks had to resort to second-rate information that was publicly available, like government reports on monthly energy supplies. It was a losing proposition. In the mid-1990s, the Wall Street banks came to Koch Industries, asking for help. “We kept getting approached by banks, who say, ‘Hey, Koch. You guys are so good at this physical stuff, we’d like to partner with you,’ ” recalled a former senior Koch executive who was heavily involved in trading operations. The banks came to Koch with the same pitch: the banks would handle “all this financial stuff,” while Koch handled the physical end of trading and shared information from its operations. If Koch executives were flattered by the attention from Wall Street, they didn’t show it for long. “We kind of got curious—or, suspicious is the better term,” the executive recalled. Rather than help the banks out, Koch set up a team to study why the banks were so interested in their business. Koch hired the outside consulting firm McKinsey & Company to study what was happening in commodities markets during the 1990s. McKinsey reported that the world of trading had grown even larger and more profitable than Koch Industries had suspected. As it happened, the futures contracts that Koch was trading had become the “plain vanilla” products in a rapidly booming market. Now there were more exotic, more opaque, and far more profitable financial products on the market. These products were called “derivatives.” That’s where the real money was.

The machinery and supply chains that Dubose oversaw were exceedingly complicated. But the economic rules that he lived by remained relatively simple. The rules had not changed for him since he had been an oil gauger roving the backwaters of the bayou on a skiff back in the early 1970s. Dubose knew that his career still hinged on whether he was over or short. When he was an oil gauger, Dubose made sure he was over when he drained small oil tanks. Now he had to make sure he was over on a shipping network that covered many states. The reasons for this had to do with the nature of the pipeline business. Koch made its money in the transportation business by moving oil, not just by selling it. The actual value of the oil in its pipeline was of secondary importance to Koch Industries. What really mattered was ensuring that the oil was moving. When the oil was moving, Koch was paid to collect it and to deliver it. This means that Koch was somewhat protected from the volatility in prices that continued to roil markets during the 1980s.

Results of a good meeting: Facts — concrete, specific facts about what they do and why they do it (as opposed to the bad data of compliments, fluff, and opinions) Commitment — They are showing they’re serious by giving up something they value such as meaningful amounts of time, reputation risk, or money Advancement — They are moving to the next step of your real-world funnel and getting closer to a sale Signs you’re just going through the motions: You’re talking more than they are They are complimenting you or your idea You told them about your idea and don’t have next steps You don’t have notes You haven’t looked through your notes with your team You got an unexpected answer and it didn’t change your idea You weren’t scared of any of the questions you asked You aren’t sure which big question you’re trying to answer You aren’t sure why you’re having the meeting Writing it down — signal symbols: :)Excited :( Angry :|Embarrassed ☇ Pain or problem (symbol is a lightning bolt) ⨅ Goal or job-to-be-done (symbol is a soccer/football goal) ☐ Obstacle ⤴Workaround ^Background or context (symbol is a distant mountain) ☑ Feature request or purchasing criteria ＄Money or budgets or purchasing process ♀ Mentioned a specific person or company ☆ Follow-up task Signs you aren’t pushing for commitment and advancement: A pipeline of zombie leads Ending product meetings with a compliment Ending product meetings with no clear next steps Meetings which “went well” They haven’t given up anything of value Asking for and framing the meeting: Vision — half-sentence of how you’re making the world better Framing — where you’re at and what you’re looking for Weakness — where you’re stuck and how you can be helped Pedestal — show that they, in particular, can provide that help Ask — ask for help The big prep question: “What do we want to learn from these guys?

Within a few years of arriving in Springdale, John Tyson was running a steady pipeline of live chickens from Arkansas to northern cities as far away as Chicago, Detroit, and Saint Louis. The price disparities between those urban markets and the farms outside Springdale was so wide he made $250 from a single haul. He used the money to buy more birds and developed a regular coterie of farmers who built more, and larger, chicken houses to supply him. The chicken-house fires became rare as farmers figured out better ways to ventilate the big sheds, and the University of Arkansas extension system taught them which breeds grew biggest and fastest. John divorced and remarried, bringing Helen Tyson into the family home when Don was still a child. Over the years, as his small shipping company grew, John Tyson became a respected businessman in Springdale. But the income wasn’t dependable. Chicken prices swung fast, depending on the vagaries of big-city markets.