"Investment Banking is 10% Financial Analysis and 90% Psycho-analysis" – André Meyer  This blog is about the "other 90%"…

Whatever You Resist, Persist

Several years back, my driving instructor taught me how to survive slipping off the road. The way to get back to the tarmac is to shift focus from the tree the car is running towards, to the road where I want to steer back.  Looking ahead at the tree will keep it in the center […]

From Trauma thru Strength to Weakness

I attended a sales seminar today, where I learnt that some of our strengths are overcompensations of negative influences we had been exposed to early in our life… which, in overdose, can turn into weaknesses. One of the seminar participants told us how his father’s dissatisfaction with his silver medal performance in a children’s wrestling […]

Little Advantages

I have been searching for the secret for years. What is the one thing that separates the super-successful companies from the also runs. For a long time I thought there was no single secret and all companies succeed in their own unique way.  The recipe is: find an underserved niche and give it good value service […]

Credibility Account

Midmarket investment bankers, if they are worth their salt, are paid to cause pain. Let me explain. Negotiation, when the stakes are high, is unavoidably a painful process.  It involves give and take and what has to be given (price concessions, risk reversal, commitment) are painful to the party doing the giving.  Therefore, the parties […]

Entrepreneurial Bug

Are entrepreneurs born or made?  I think both.  There are business owners who started out for lack of an appropriate employment or income opportunity.  One of my former clients became an entrepreneur after his fifth child was born and could not anymore make ends meet from the salary of a medical researcher.  His wife gave […]