The leadership journal · 2026
I examine two distribution proposals through the relationship each would create, retaining projected premium, partner incentives and the responsibilities that still needed agreement.
Read the essayI consider a niche-product decision in which the growth programme ended but a servicing plan remained, and why the two accounts needed to be read together.
Read the essayI revisit an early distribution-strategy error and the difference between a relationship that exists, one that has produced business and one that might contribute later.
Read the essay