The way to earn more was a better conversation

I was in tech. I needed to make more money without working more hours, and what I found was that the answer was not more work. It was a better conversation with my clients.

For me that meant seeing the details of a business. The systems and the process, together with the people and the culture.

It took a few years. Then one day I was casually chatting with a client and they stopped the conversation and got up. When they sat back down they apologized. They had needed a pen and paper. They started taking notes.

Interesting.

A while after that, companies started reaching out who wanted that conversation and did not need the IT services at all.

Even more interesting.

I never had a step-by-step plan. It was natural to me, and I also developed it on purpose. Both are true. I could sit down with any business, on any topic, and find a way to be useful.

That is still the work. I do tech things, mostly around AI now. But what I actually do is help companies step into whatever is next.