Friday Field Notes: Patterns I'm Seeing with Clients
THINK Business with Jon Dwoskin
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Show Notes
1 – Conferences don't end when the conference endsThe most important part of working a conference is actually after the conference.
Most people do the "meeting before the meeting" well—setting up conversations ahead of time.
Where 90–95% fall short is post-conference follow-up.
Your follow-up plan should: -Be intentional -Start on day one of planning -Have a 6–12 month shelf life
If the follow-up isn't tight, the conference ROI disappears fast.
2 – Your value shows up in the questions you askI keep seeing this: As someone's sense of value goes up, the quality of their questions improves.
Simple. Direct. Curious.
Too many people: -Take orders instead of guiding -Avoid asking deeper questions -Stay on the surface to feel "safe"
But the real work happens below the surface.
Better questions → better listening → clearer understanding of client pain.
If someone is in the room with you, they already see your value. Step into it.
3 – Clarity removes friction—every timeHere's a simple rule I give clients: When managing people → they should always know what to do now and what to do next
When working with clients → they should always know what you're doing now and what's coming next
Over communicate. Confusion is optional.
4 – Knowledge isn't enough—translation is everythingYes, stay up-to-date with: -Podcasts -Articles -Real-time data -Industry signals
But the biggest gap I see is here: Not explaining what it means to the client.
They don't care how much you know.
They care about: -What this means for them -How they should execute differently now -Translate. Simplify. Target it to their world"