Hard Markets

One decision a week from seventeen years opening markets across Africa, the Middle East and the Gulf. What it cost, what I got wrong, and the rule it earned.

Latest

You do not need to own the factory to own the business

Oct 12, 2026

Quoting without feedback is not selling, it is filing

Sep 28, 2026

A fast no beats a slow maybe

Sep 14, 2026

Start at cost, not customers, and earn your GO or NO.

How to turn a tender into a sales plan

Sep 7, 2026

The gate kept us out, so we used the same event to get in

A big brand can still be bad credit

Aug 30, 2026

The ledger beats reputation. Classify accounts by observed payment.