Dave Sutton @TopRightPartner
Transformational Marketing Thought Leader and Investor | @YPO bluerhinocapital.com Atlanta, GA Joined September 2009-
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HubSpot is cutting about 660 jobs in an AI restructuring. Co-founder Dharmesh Shah then apologized for his layoffs post, specifically and in public. I respect that. AI restructuring tests internal trust before it's a cost story. Six practices for CEOs: bluerhinocapital.com/insights/on-bu…
From last week's open letter: an AI agent got around a government portal's refusal and reached non-public files. The government wasn't told for 84 days. Principles state intent. Controls prove it. Who can pause your AI agent? When did you last test it? blog.lboro.ac.uk/vice-chancello…
"Trust does not eliminate friction. It keeps every new decision from starting at zero." (Built for Trust) Without it, every proposal re-argues your credibility. That's the persuasion tax. Where is your firm still paying it?
Clients forgive bad news. They don't forgive surprises. The deadline slips. The budget runs hot. The first result disappoints. None of that breaks trust. Hearing it late, or from someone else, does. Tell them early. Tell them first. When did early bad news earn your trust?
Trust is earned in the work you turn down. Every firm says yes. The ones clients believe can also say "that's not us." A clear no makes every yes believable. What's the best no you ever heard from an advisor?
Trust is built in the details nobody asked for. The recap sent within the hour. The risk flagged before the client found it. The deadline met without a reminder. Clients forget the pitch. They remember the rigor. What small detail earned your trust?
Trust dies in the handoff. The rainmaker wins the deal. A new team shows up. The buyer wonders who they actually hired. Design the transfer, or watch doubt rewrite the win. #TrustArchitecture
Buyers aren't buying your expertise. They're buying reduced risk. Case studies prove you can do the work. Trust Architecture proves you won't create new risk while you do it. That's what shortens the cycle.
Most firms market trust. Few design how it moves, from first click to handoff to renewal. That's Trust Architecture. Awareness is a campaign. Trust is an operating system. Where does your buyer lose confidence between touchpoints?
Your pipeline is a trust report. Stalled proposals, endless "one more stakeholder," discounting to win: those aren't pricing problems. They're trust gaps showing up late. Which stage of your funnel would you audit for trust first?
Trust isn’t just a personal attribute or marketing claim. It’s a growth system—creating access, better information, more ways to help and ultimately revenue growth. Thanks to Andrew Dietz for the thoughtful conversation. bluerhinocapital.com/insights/on-tr…
Trust is getting harder to earn and easier to lose. AI blurs what’s real. Data gets questioned. Platforms hide the rules. Employees feel the uncertainty. My new book explores how leaders must respond. bluerhinocapital.com/insights/on-fr…
I appreciated the opportunity to join Alan McLaren on Unmasked: The CEO Files and explore these ideas in a candid way. The mic was on. The masks were off. bluerhinocapital.com/insights/on-sc…
Fun news to share from the wine world. The 2023 DK Admire Pinot Noir was just named Wine Spectator’s “Value Pick of the Week” and received a 92-point score. That is a big deal for a wine at this price point —punches above its weight class! bluerhinocapital.com/news/admire-pu…
DK is crushing it with scores high enough to make the rest of your wine cellar question its life choices: 🍷 2023 Grail “The Approach” — 100 points 🍷 2021 Grail Campbell Ranch — 97 points 🍷 2021 Grail Rosella’s — 96 points Pick up a few bottles ! 🔗 lnkd.in/gtceAAtM
URGENT - my email has been hacked. Please do not click on any suspicious attachments that you may receive from my Blue Rhino Capital Email address
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