WPP's Ford Account Review and What It Shows About Incumbent Vulnerability
What the Ford–WPP account review reveals about why long-standing agency relationships end — the signals, the timeline, and the lesson for anyone defending a client.
The studies behind the sales advice, with the sample size and the limits included
Persuasion research gets popularised fast and qualified rarely. Each entry here names the study, the sample and what it does not show, and says whether the finding replicated.
Read what the 2023 anchoring meta-analysis actually shows See whether buyers can spot an AI-written proposalNew studies on persuasion and negotiation, read past the headline
What the sample size was, what the study did not test, and whether anyone has since reproduced it.
HS2 Contract Awards and the Cost of a Losing Tender
What major UK infrastructure tender outcomes reveal about bid cost, team credibility and why the technically superior bid does not always win.
When the Funding Pitch Fails: Lessons from Public Post-Mortems
What founders who published their failed fundraising post-mortems reveal about investor psychology, pitch structure and the mistakes that kill a round.
Anchoring in Negotiation: What the 2023 Meta-Analysis Actually Shows
A summary of the latest meta-analysis on anchoring effects in negotiation — sample sizes, effect strength, when it works, when it does not, and what it means for your next price conversation.
Can Buyers Tell When a Proposal Is AI-Written? The Evidence So Far
What the studies on AI-generated text detection show about proposals, cover letters and pitch documents — who spots it, how, and what it costs you.
Social Proof in B2B Sales: What Replicated and What Did Not
An honest update on the replication status of the social proof studies most cited in sales training — which held, which failed, and what the current evidence supports.