All successful institutions have a rational basis, not

“The great achievement of the Enlightenment had one enormous and unfortunate side-effect. We gained a false sense of the power of reason. It made us think that all successful institutions have a rational basis and that there are no limits to what we can achieve by rational action” (Suri Ratnapala in 100 Books of Liberty. )

I think this is a fantastic quote and one that is quite instructive. Many of us that are endeavouring to being new products to prospective clients and who are absolutely convinced that these products will significantly enhance bottom lines and often materially impact positively on the environment are staggered not to receive a ready hearing and enthusiastic take-up. Only tenacity can win the day.

Why is this so? Many reasons certainly; perhaps the product is not as good as we think it is, perhaps it will upset the status quo and challenge fiefdoms or perhaps we're just not good enough salespeople. I could go on but the reality is that rational thought is often overwhelmed by fear, that the adventurous spirit claimed by many people and companies is just that, a claim but with no substance and more prosaically people want to buy but they do not want to be sold to, a difficult conundrum if they don't know what the product or or can do in the first place.

The solution, just work harder but also smarter. Use the network to find the right people to help you. Make it in their best interests to do and be prepared to share the profits with them. Talking my own book? You betcha but that doesn't mean I'm wrong.