Sales Rampage – The Mistake of Selling Products that Don’t Exist

It seems obvious that you shouldn’t sell products that you don’t make (as an original equipment manufacturer). And, to be clear, I don’t mean products that you’ve developed through partnerships or complimentary equipment. At a previous job I worked as the lead motion control engineer for a company that sold capital equipment valued in excess … Continue reading

The Ellsberg Factor – Output versus Outcome

In Michael Ellsberg’s book The Education of Millionaires he outlines an important distinction between two metrics of productivity: output and outcome. Now, as it turns out, “output” is not a strong indicator of engineering ability, nor is it a strong indicator of project progress. In fact, focus on output instead of outcome is a strong indicator of … Continue reading