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A Room Full of Trophies
How Waterford crystal and the right golf partner helped a small integrator compete with Nortel, GEC and Nokia
Oct 27
•
Founder's Field Manual
1
Nobody Drives to Cornwall in February
Why the visit that is least convenient is the one a customer remembers.
Oct 20
•
Founder's Field Manual
2
1
The Customer Who Bought the Company
Vitsœ was weeks from closing when its biggest customer stepped in. Thirty years on, it still will not hold a sale.
Oct 13
•
Founder's Field Manual
4
1
I Let the Revenue Win
Why a value you have never paid for is only a preference.
Oct 6
•
Founder's Field Manual
1
2
September 2026
The Bill Lands in Another Department
Why the team absorbing the damage is rarely the team causing it.
Sep 29
•
Founder's Field Manual
1
He Said I Was Not the Person for the Job
Why a verdict on who you are is worth less than one honest note on your plan.
Sep 22
•
Founder's Field Manual
2
2
What the Retreat Was Worth
Hotel Chocolat closed its American shops, wrote off Japan and lost nearly half its value in a day. Sixteen months later it sold for £534 million.
Sep 15
•
Founder's Field Manual
1
3
Ahead of the Mistake
The value of experience is seeing the mistake before you make it.
Sep 8
•
Founder's Field Manual
4
3
You Are Just Wrong
How intelligent people make inconvenient evidence support the plan they already believe.
Sep 1
•
Founder's Field Manual
1
3
August 2026
Worth a Punt
Why small experiments beat endless overthinking.
Aug 25
•
Founder's Field Manual
1
5
The Inner Narrator
Why confidence is not the absence of doubt but the management of narrative.
Aug 18
•
Founder's Field Manual
4
2
2
Start Here
Field notes from the middle of building something, for anyone betting on themselves.
Aug 15
•
Founder's Field Manual
3
2
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