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The so-called “death valley curve” represents a crucial early phase of new ventures, when substantial work on a new enterprise has begun but no sufficient revenue has been generated. During this period, companies deplete their initial capital in their quest to establish the business. To help navigate this tricky time, the authors have created a…

Why are leaders so reluctant to make ESG investments? Even those who know they’ll pay off are reluctant to do so, for five key reasons. The authors outline each — the numbers hide the truth about the real cost, our biases trick us, we focus on short-term benefits, we think about costs in silos, and…

April 12, 2022 Politics has traditionally been a taboo topic to discuss on the job. But as people get more vocal about their views — on everything from from climate change to racial justice, elections to invasions — it’s increasingly hard to keep debate out of the workplace. And that can lead to conflicts between…

How do leaders persuade people to do things they would rather not do? The author outlines two very different persuasive techniques based on social science: the “foot-in-the-door” technique and the “door-in-the-face” technique. Each of these techniques can work in the right situation, although neither of them translates perfectly from the ivory-tower world of social-science research…