Research · Notes

Intelligence

Working notes from the desk. Written to be useful to people who buy and sell complex work, not to rank for anything.

• Field Note 01

  Why public opportunities and private introductions are different businesses

  One is a published process with rules. The other is a relationship problem. Confusing them wastes everybody's quarter.

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• Field Note 02

  What makes a supplier worth introducing

  Capability is the entry ticket. What earns the introduction is specificity, honesty about limits, and the ability to answer quickly.

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• Field Note 03

  The economics of thin B2B markets

  When there are forty credible counterparties rather than forty thousand, volume tactics invert and become a cost.

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