Dec 8, 2025 | AI
AI is stripping out the commercial friction that previously required middle management as coordinators.
The old vertical model, with layers of functions passing work up and down the organisational pyramid, is being replaced by horizontal flows of cross-functional orchestration.
Traditional organisations run on vertical alignment. Each function optimises its own sequence of tasks, reporting neatly up the line. It looks tidy on a chart but in reality can be chaotic. Customers don’t live in your vertical world. They move sideways, across sales, production, logistics, and service, expecting a seamless experience.
AI is flipping that organisational pyramid on its side. It can connect once-isolated functions into a single horizontal process. What was once delegated up and down now needs to be orchestrated across.
Sequential processes, the bread and butter of functional work, are predictable. They’re easy to automate and improve. But the processes that serve customers aren’t sequential. They are coordinated, and they demand awareness of what’s happening across functions, not just within them.
This difference matters. Sequential work relies on delegation. Coordinated work requires orchestration. The first is mechanical; the second is more like music.
To orchestrate effectively, AI needs agency. It must be allowed to make choices within parameters, not just follow a script. Without that, automation collapses into the same bottlenecks middle management used to create while claiming to fix them. True orchestration demands that machines can choose the next note when the music changes.
This is gold for the cost hawks and process zealots who love squeezing inefficiency from sequential work. It is also gold for the customer-facing teams, because orchestration delivers something far more valuable: speed. When everything else is roughly equal, price, specification, guarantees, two things decide who wins.
- Delivered In Full, On Time, what was promised when it was promised, without error.
- Cycle time, how fast an order moves from request to fulfilment.
Do both better than the competition and you are operating inside their OODA loop, seeing, deciding, and acting faster than they can react.
AI will not just make work faster. It will force organisations to decide whether they develop and trust their AI systems more than existing their manual processes. That is not a technical question, it’s cultural: and it is coming faster than most hierarchies can flatten.
Nov 27, 2025 | AI
Three years ago, on a quiet Australian evening at the end of November 2022, I opened a browser tab, typed “ChatGPT” and fell down a rabbit hole.
What looked like a clever party trick now sits inside almost every screen we touch.
It writes, codes, designs, answers emails, joins meetings, and offers to “think” for us while we make a coffee.
In just 36 months we moved from clunky GPT‑3 guesses to multimodal systems that listen, speak, watch, and generate video on demand.
On one side you have GPT‑5 and its cousins baked into productivity suites and operating systems.
On the other, Google’s Gemini stack now spins out images, videos, and live voice conversations as easily as a teenager scrolls TikTok.
AI grew from toy to infrastructure in about the same time it takes a toddler to stop falling over and start raiding the kitchen drawers.
That speed should excite you.
It should also scare you.
Because the real story of the last three years is not just about what the machines can now do.
It is about what we have quietly stopped doing in our own heads.
The brain’s original productivity stack
Our brains came with a built‑in performance optimisation system long before anyone wrote an API.
Evolution tuned us to manage cognitive load.
We ignore most of what hits our senses, notice the noisy or dangerous bits, and save deep thinking for the moments that matter.
Daniel Kahneman’s System 1 and System 2 language still earns its keep.
System 1 reacts fast, with stories, shortcuts, and habits.
System 2 turns up late, asks annoying questions, and burns a lot of glucose.
Most days we spend our time trying to get through life with as little System 2 effort as possible.
AI slots neatly into that wiring.
It feels like the perfect extension of System 1.
You type a vague prompt, it hands you a fluent answer.
No sweat, no friction, no uncomfortable silence while your own brain strains to find the words.
That convenience is the real seduction.
It doesn’t just save time; it removes the discomfort that usually forces us to think.
From go‑kart to Formula One
When I first wrote about ChatGPT in late 2022, I compared it to moving from a dinghy to a hydrofoiling catamaran.
The old chatbots the banks abused us with felt like wobbly go‑karts compared to this new Formula One car.
Back then, the outputs wobbled as well.
We all laughed at confident nonsense and obvious hallucinations, and the smart users treated it as a useful idiot.
Good at grunt work, dreadful at judgement.
Three years on, the idiot has become frighteningly competent at the grunt work.
You can hand it a video, a spreadsheet, three PDFs, and a cryptic prompt, and it will respond with a structured summary, charts, and a draft board paper.
In marketing, tools that Christopher Penn and others have championed now automate analysis that once absorbed whole analytics teams.
In social media land, Michael Stelzner’s tribes test and adopt AI helpers across content planning, scheduling, and reporting.
The scaffolding of digital work now assumes an AI layer.
The productivity upside is obvious.
Small teams now do work that once demanded a department.
Solo consultants carry an army of junior analysts in their laptop.
The cost of running experiments, simulating scenarios, and visualising ideas has collapsed.
The upside: a cognitive exoskeleton
Used well, AI behaves like a cognitive exoskeleton.
It doesn’t replace your muscles; it lets you lift more.
You can:
- Ask better questions and get a structured first pass at the answers.
- Stress‑test your strategy by asking a model to argue the opposite case.
- Turn messy meeting transcripts into actions, risks, and decisions.
- Compress a week’s background reading into an evening.
For curious people, this remains a golden age.
If you bring a clear point of view, a half‑decent mental model, and a willingness to challenge the output, AI expands your reach.
You see more, faster.
You turn half‑formed hunches into interrogated options.
This is the optimistic story I see from the best AI practitioners.
Penn talks about clear use cases, measurement, and governance.
Stelzner urges marketers to become the AI expert inside their organisation rather than the victim of it.
Mark Schaefer reminds us that in a world of infinite content, only the work grounded in real human insight and community connection stands a chance.
Treat AI as leverage on your thinking, and you win.
Treat it as a substitute for thinking, and you slide quietly into trouble.
The downside: content shock on steroids
The economics of content changed long before ChatGPT.
Mark Schaefer called the problem “Content Shock” a decade ago: content supply would eventually exceed human attention, and the returns to yet another blog post would fall off a cliff.
Gen‑AI turned that slow trend into a vertical line.
The cost of creating “something that looks like content” has collapsed towards zero.
You can train a model on your brand voice, press one button, and watch it spit out a month of LinkedIn posts, emails, and scripts.
The web now fills with beige word‑soup.
Technically correct.
Emotionally vacant.
Indistinguishable from the next post in the feed.
Lazy prompts produce lazy answers.
Lazy answers tempt lazy publishing.
Lazy publishing teaches audiences to ignore everything.
Most of what passes for AI‑generated thought leadership is the intellectual equivalent of supermarket white bread.
Easy to slice, melts in the mouth, leaves you hungry ten minutes later.
For strategists and marketers, this matters.
If you turn your brain off and let the prompt box rule your calendar, you don’t just waste time.
You train your customers to expect nothing of you.
The deeper risk: turning off the tools in our heads
The part that bothers me most at AI’s third birthday is not the hallucinations, the copyright fights, or even the job displacement.
It is the quiet atrophy of judgement.
Our evolved cognitive tools do several important jobs:
- They force us to sit with ambiguity instead of rushing to an answer.
- They nudge us to compare new information with our lived experience.
- They help us detect bullshit: in others, and in ourselves.
Every time we outsource those jobs to a model, we rob our System 2 of practice.
We still get an answer, but we no longer earn it.
It feels efficient in the moment.
In the long run, it erodes the very muscles that strategy and leadership rely on.
Worse, AI answers arrive wrapped in the fluency of natural language.
They sound like us.
They sound like authority.
That fluency can smuggle untested assumptions, shallow reasoning, and comforting half‑truths straight past our defences.
Three years in, I see two diverging paths:
- People who use AI to expand their curiosity, test their thinking, and widen their circle of competence.
- People who use AI to avoid the discomfort of thinking altogether.
Both groups think they are being more productive.
Only one group is actually becoming more capable.
The economics and the power shift
There is another angle to AI at three that we usually duck. The money.
In three years we have concentrated astonishing economic power into a very small group of firms. A handful of hyperscalers, one or two chip designers, and a short list of frontier labs now sit in front of almost every serious AI workload. Everyone else rents from them.
The scale of the bet looks heroic. Trillions in planned data‑centre and chip spending, and a market that prices the leaders as if they will own that future for decades. You can call that confidence. You can also call it a hostage note written to the next interest‑rate cycle.
Take the current market darlings. The world’s favourite chip supplier books tens of billions in revenue and trades at several trillion in market value. A leading frontier lab chases double‑digit billions in annualised revenue while it still burns oceans of cash on compute. These are real businesses with real customers, but the step between those numbers and their valuations contains a huge block of hope.
We have been here before in a softer form. Around 1970 most of the value in large listed companies sat in things you could touch: plant, property, inventory. Twenty‑five years later that picture had flipped. Intangibles – brands, patents, software, customer relationships – carried most of the market value, and the accountants struggled to keep up.
AI pushes that logic to an extreme. The market is not just pricing current earnings. It is trying to price the option value of owning the picks and shovels for the next general‑purpose technology. In that world traditional ratios look broken, yet sooner or later cash flow still matters. Hope does not pay for electricity.
So are we in a bubble? My answer: not quite, but we are definitely out over our skis. The technology is real and the revenues are non‑trivial, unlike much of the dot‑com era. At the same time, the capital going in and the valuations attached to it assume a smooth path to dominance that history rarely grants.
For strategists and boards the question is not, “Is Nvidia or OpenAI overvalued?” You and I do not control that outcome. The better question is, “If AI infrastructure ends up concentrated in a few platforms, where do we want to sit in that stack, and how much bargaining power will we have?” If you ignore that question, you will find your future margins decided in someone else’s data centre.
A third‑birthday challenge
So where do we land, three years after Chattie kicked off the AI party?
On balance, I still count myself as an optimist.
The tools have already changed how I research, model, and communicate.
They have improved decision quality in businesses that choose to interrogate their assumptions rather than decorate them.
But optimism without discipline becomes delusion.
If AI turns into just another way to avoid hard thinking, we will get a short‑term productivity sugar‑hit followed by a long‑term loss of capability.
We will trade the craft of judgement for the convenience of a cursor.
My challenge to clients, and to myself, at AI’s third birthday looks something like this:
- Write the first page yourself.
Before you open a model, force your own brain to articulate the problem, the context, and your best first answer.
- Use AI as a devil’s advocate, not a rubber stamp.
Ask it to attack your favourite idea, not simply refine it.
- Refuse to publish first drafts.
If an AI system writes something for you, treat it as scaffolding.
Pull it apart, rebuild it, and add the scars of your own experience.
- Keep one craft sacred.
Choose at least one discipline – writing, interviewing, analysing numbers, designing experiments – that you refuse to automate completely.
That is where your edge will live.
- Stay interested.
Curiosity is the one trait the machines cannot fake.
The moment you stop asking, “What is really going on here?” you hand your agency to an algorithm.
AI at three is noisy, uneven, and moving faster than the regulators and board papers can track.
It will get smarter, more capable, and more deeply embedded over the next three years.
The question worth asking is not, “What will the next model be able to do?”
The better question is, “What will I still insist on doing with my own brain?”
NOTE: The post is entirely AI. That is a first for me, something I have avoided, as generally entirely AI written posts are of little value.
While I have used AI to research posts, and help me fill in holes in logic, I have never just posted output without extremely heavy editing.
It seems AI has actually increased the time it takes me to get a post to publishable form. Not the expected outcome.
The reason is there is so much AI slop out there, mangled, generic stuff that adds little if anything to the intellectual capital I am trying to feed, but it blots out the originality I strive for. While AI is a great helper, it is in no way a creative one. To stand out amongst the slop, each post now takes more time than three or four years ago.
However, it is getting better every day. Theis post was done after I dictated a number of disconnected ideas that had been rattling around without much form, or hope of becoming anything useful. So, I dictated into Chat, and the output is there for you to judge.
In my view, it needs some editing!!
Nov 18, 2025 | AI
AI is stripping out the commercial friction that previously required middle management as coordinators.
The old vertical model, with layers of functions passing work up and down the pyramid, is being replaced by horizontal flows of cross-functional orchestration.
Traditional organisations run on vertical alignment. Each function optimises its own sequence of tasks, reporting neatly up the line. It looks tidy on a chart but in reality, can be chaotic.
Customers do not live in your vertical world. They move sideways, across sales, production, logistics, and service, expecting a seamless experience.
AI is flipping that organisational pyramid on its side. It connects once-isolated functions into a single horizontal process. What was once delegated up and down now needs to be orchestrated across.
Sequential processes, the bread and butter of functional work, are predictable. They are easy to automate and improve. However, the processes that serve customers are not sequential. They are coordinated, and they demand awareness of what is happening across functions, not just within them.
This difference matters. Sequential work relies on delegation. Coordinated work requires orchestration. The first is mechanical; the second is musical.
To orchestrate effectively, AI needs agency. It must be allowed to make choices within parameters, not just follow a script. Without that level of agency, automation collapses into the same bottlenecks middle management used to create while claiming to fix them. True orchestration demands that machines can choose the next note when the music changes.
This is gold for the cost hawks and process zealots who love squeezing inefficiency from sequential work. It is also gold for the customer-facing teams because orchestration delivers something far more valuable: speed. When everything else is roughly equal, price, specification, guarantees, two things decide who wins.
- Delivered In Full, On Time, (DIFOT) what was promised when it was promised, without error.
- Cycle time, how fast an order moves from request to fulfilment.
Do both better than the competition and you are operating inside their OODA loop, seeing, deciding, and acting faster than they can react. That’s the sharp edge of AI’s agency.
AI will not just make work faster. It will force organisations to decide whether they develop and trust their AI systems more than their existing sequential and often manual processes. That is not a technical question, it’s cultural: and it is coming faster than most hierarchies can flatten.
Nov 10, 2025 | AI
AI has been labelled many things from a fundamental driver of change to just another technology.
People say AI kills jobs and creativity. That’s lazy thinking. The real risk is comfort—the reflex to cling to old silos and familiar workflows while the world moves on, and competitors build better systems.
Organisational silos evolved to manage scale.
AI has given us an alternative that is quicker, better, and cheaper, but requires a revision of the way we think about the tasks that face us. The silos of yesterday must be destroyed.
The biggest threat is resistance to change, a reluctance to embrace the huge productivity gains that AI has made possible. We become too comfortable to work at leveraging the available benefits of embracing the tech.
The leadership task is to leverage the capabilities of AI to become a catalyst for organisational and cultural change.
Rather than thinking about our jobs in functional silos we should be considering the potential to broaden our capacity to think and create new value at every point in the job process, leveraging the time freed up by AI to enhance the scope of the job itself. This applies to every job at every level in an organisation
Completing tasks quicker is the dimension that attracts most attention.
Expanding the scope and importance of the tasks done is at least as important, and I would argue, are where the real productivity benefits beyond costs as currently defined in a P&L hide.
We risk becoming less conscientious, less determined to get the facts straight when they are delivered to our inbox, all packaged up. This is a danger, as it erodes the capacity for creativity and critical thinking. However, being aware of a risk is 90% of being able to set boundaries and manage it.
AI can deliver momentum. Simple, repetitive tasks can be automated, leaving time and headspace for the stuff that builds ‘flow’. This is the state from which the most valuable outcomes always emerge. Ignoring the potential for AI to deliver momentum will see your competition race past you.
Use AI to smash those organisational silos and deliver the benefits.
Nov 6, 2025 | AI, Marketing, Uncategorized
Marketing loves a revolution, preferably one with fireworks, a celebrity CMO, and a paid Gartner report showing a hockey stick. Every new technology arrives promising to rewrite the laws of business.
Meanwhile, the laws never change.
Newton had it right centuries ago: every action has an equal and opposite reaction. Marketing keeps proving him right. The faster we chase shiny new digital tactics, the harder the pendulum swings back to the fundamentals we pretended we no longer needed.
The Hype Machine vs. Reality
AI evangelists shout that everything has changed. They’re half‑right. The tools have changed. The speed has changed. The expectation of real‑time response has changed.
But the bedrock?
Know your customer, serve them relentlessly, and build trust you don’t squander.
Peter Drucker’s reminder rings louder than ever: The purpose of marketing is to create a customer.
That was true before AI, it will be true long after whatever replaces AI evolves.
Newton’s First Law: Brands That Stay in Motion… Stay in Motion
A brand with momentum earns attention even when the tools shift. Strong positioning and consistent storytelling generate their own gravity.
Campaigns used to last years. Now we rotate creative at the speed of TikTok. But the brands that last, the ones that compound mental availability play the long game.
Eyeballs come from activation.
Profit comes from brand.
The long term enables the short term. Always has, always will.
Newton’s Second Law: Force = Mass x Acceleration
Digital acceleration gives marketers more force: faster cycle times, instant metrics, and dashboards that look scientific.
The result?
Everyone is reacting. No one is thinking creatively from first principles, and trust is the casualty.
Trust is earned by performance as promised — repeatedly, and can be lost in one failed moment. That hasn’t changed since merchants first haggled in a marketplace.
Newton’s Third Law: Every Action Sparks a Reaction
The more we optimise for clicks, the more customers lose patience.
The more noise we make, the more deaf they become.
This is why brand building matters more today than ever, not less.
It gives people a reason to care before you give them a reason to click.
The fact that it is much harder to build a successful brand today amongst the tsunami of competition for attention makes success more rewarding when it is achieved.
Proof From the Pub
Advertising platforms come and go. Positioning endures.
Remember the Tooheys ads from the early eighties? “I feel like a Tooheys.” A social beer for a social moment. That construct worked because it tapped into a universal truth: reward, mateship, the end‑of‑day ritual.
Three decades later, after a long hiatus, the idea and variation on the 40 year old execution still works. The brand physics didn’t change. The accountants who inherited the brand 30 years ago did not know these basic laws of market positioning. However, it seems a marketer is back in the drivers seat, as the positioning is being renewed.
The Only Trend That Never Ends
Every marketer faces the same trade‑off: harvest now, or plant for later.
Short‑term activation makes the CFO smile.
Long‑term brand keeps the organisation alive.
Ignore the fundamentals and you may win the sprint, but keep them central and you’ll win the marathon.
The more things change in marketing, the more they stay the same.
Plus ça change, plus c’est la même chose.
A Final Thought
If you want to avoid being whiplashed by every new tactic dressed up as a strategy, bring someone to the table who has lived through enough hype cycles to recognise what actually moves the needle.
A wise old head. With battle scars. Who knows where the shortcuts lead — and where the traps are hidden.
Give me a call before you change everything… and accidentally change nothing for the better.
Oct 30, 2025 | AI, Marketing
For most, the answer to the question in the header would be ‘Yes’, but I am not sure how.
Google has spent 20 years conditioning us to rely on the ‘Last click’ a customer makes in their purchase journey, and monetising the generation of that last click.
Any marketer worth the label knows that there is a range of factors that influence a buying choice that have little to do with the last click.
That way of thinking was always lazy. Now, with AI search answering questions directly and starting a journey that in my view leads to strangling traditional SEO, it’s also muddle-headed.
Economists have two simple tools that expose how broken your attribution really is: the Lorenz Curve and the Gini Coefficient. Together, they can connect what is happening right now with SEO, AI answers, and the shift to “Answer Engine Optimisation” (AEO).
The Lorenz Curve is a way to show how unevenly something is shared. Economists use it to show income inequality. We can use it to show attribution inequality.
On the horizontal axis you line up all your marketing touchpoints: brand advertising, brochures, display ads, Google ads, word of mouth, showroom visits, social proof, installer van on the street, and so on. On the vertical axis you show how much “credit for the sale” each touchpoint gets.
If all touchpoints shared credit evenly, the curve would be a perfect diagonal line. That says: every channel mattered equally. When you only count that last click, usually a Google ad, everything else in the marketing mix looks like a rounding error. Reality never looks like that.
When you graph that unrealistic assumption that the last touchpoint is the key, the Lorenz Curve bends sharply down and across instead of sitting near the diagonal. The harder that curve bends, the more you are lying to yourself about what led to the transaction.
Now we give that bend a number.
The Gini Coefficient is a number between 0 and 1 that tells you how unequal the distribution is. Zero means “perfectly even”. One means “one thing took it all”.
A low Gini means you’re spreading credit across the full customer journey. You acknowledge brand, reputation, trust, word of mouth, proof, and follow up.
A high Gini means you are giving credit to one or two digital clicks and pretending everything else did not exist.
Call it your Attribution Gini.
When your Attribution Gini is high, you’re under-investing in the work that actually created demand. You’re starving the slow compounding stuff: reputation, perceived quality, remembered expertise, physical presence, referrals. You are funding only the “closer” at the goal line, and not the team that marched the ball 90 metres up the field.
Think about how people actually buy. A neighbour mentions you. They see your installer van parked in a nice suburb. They see your name in a social media group, hear your name in a casual conversation, or meet you in a group of some sort. When they have a relevant issue, there is some level of ‘mental availability’ built up by these non-attributable mentions. So, they visit your website, and probably those of your competitors, then right at the end, they Google your brand name, click a link, and request a quote. Google dashboards give overweighted attribution to that last step in the process. It’s like giving most of the credit for dinner to the waiter who carried the plate to the table, and none to the farmer, the chef, ambience, or location of the restaurant.
We all know it is nonsense, but it is a nonsense we have accepted because it is easy, relies on numbers which pleases the engineers and accountants who run the place, and we did not have an easy alternative.
Consider the following example, a marketing program with seven touchpoints that appeared in a set of successful sales, with the google allocated sales impact.
- Google Ad (last click). Drove 60% of sales.
- Instagram Ad. Drove 15% of sales
- Email follow-up. Drove 10% of sales
- Website research visits/. Drove 5% of sales
- Brochure as PDF download. Drove 5% of sales
- Brand advertising / PR coverage. Drove 3% of sales
- Word of mouth. Drove 2% of sales.
If you graph that on a Lorenz Curve, you get a big bend, as demonstrated in the header. Then you calculate the Gini Coefficient and it’s high. The google dashboard reports that almost all the credit goes to one channel.
That will never feel right, but to date we have run with it.
The migration of search from the familiar SEO ‘tricks’ that suit the last click environment to single answer responses to longer queries is a profound change. So far, the share of LLM generated queries is a small percentage of total searches, 1-3% depending on the source, but is rising at geometric rates.
Those who are successful in the future will figure out how to ensure their brand is returned when an AI initiated search is done. This requires a rethink of the way questions are asked, and puts far more weight on the communication channels currently largely ignored by the old SEO rules. Google now shows an AI generated “overview” at the top of many searches. Chat-style engines like Perplexity, and AI assistants baked into phones and browsers, give a direct answer and cite a few brands as proof. Users tend not to scroll and browse. They ask, they get told, they decide.
LLM’s gives us the ability to dig deeper into the drivers of attribution that we have ever had. We are moving into the world of ‘Answer Engine Optimisation’. Do not be left behind.