I used to need hours to prepare for every customer meeting. Now most conversations don’t take much prep at all.

And I think that’s how it should be.

When we’re new to a topic, we have a to study and rehearse so we can remember our pitch. But as we get more comfortable with the material, the situation changes.

Imagine a good math teacher. They don’t need to read up on Algebra every time they teach a new student the Quadratic equation; they already know the material like the back of their hand.

So when they teach, they don’t have to waste effort and attention trying to remember what to stay. Instead, they’re able to focus their energy on the more important aspects of teaching, such as their delivery, the students’ body language, etc.

That’s the goal. To understand the material well enough that we can be present in the room. We know how to tell the story and we already know which questions are likely to come up.

The challenge is that there’s work to be done before we get to that point.

-Brandon