The Sunk Cost Fallacy: Why Smart People Keep Throwing Good Money After Bad

A deep dive into one of the most costly — and most human — traps in decision making.

There’s a pattern that shows up across three very different business problems — and once you’ve seen it, it’s hard to look away.

There’s a moment — if you spend enough time listening to good podcasts — where something clicks in a way that sends you down a rabbit hole.

There’s a meeting happening right now in your organization.

It might be called a strategy session. Or a steering committee. Or a “check-in on the initiative.” Whatever it’s named, you know exactly what it is: the same room, the same faces, the same problems on the whiteboard that were there six weeks ago.

The Information–Action Fallacy is silently killing your sales and L&D initiatives. Here’s how to fix it with behavior design

Manufacturing and professional services leaders did not enter 2026 with a shortage of ambition.

Manufacturing and professional services leaders did not enter 2026 with a shortage of ambition.

How Manufacturing and Professional Services Leaders Can Turn January’s “Not Again” into “What If?”

It’s that time of year again. The sales kickoff season is upon us, and if you’re like most revenue leaders, you’re somewhere between excited and exhausted. You know the stakes—this is your one shot to align your team, energize your sellers, and set the strategic direction for the entire year. But you also know the

Most organizations have a collaboration problem they don’t know how to name. It’s not that people don’t want to collaborate. It’s not that they lack communication tools. It’s not even that they’re fundamentally bad at working together. The problem is this: their systems for collaboration don’t exist. And when systems don’t exist, good intentions fail. Brilliant

The 2025 college football season has become a coaching graveyard. Brian Kelly’s firing from LSU—complete with a $53 million buyout—joined Billy Napier at Florida, James Franklin at Penn State, and Jay Norvell at Colorado State in what’s shaping up to be one of the most chaotic coaching carousels in history. Schools have already spent $169

The executive slumped in her chair at 4 PM, staring at an inbox that seemed to multiply with each refresh. Marketing wanted approval on three campaigns. Finance needed sign-off on Q4 budget allocations. HR required a decision on remote work policies. Each choice felt monumental, yet collectively exhausting. She wasn’t alone. Research reveals that executives

Your sales team just finished another methodology training. SPIN, Challenger, MEDDIC—pick your poison. Everyone nodded in the right places. The role-plays went smoothly. The assessments scored well. Three months later, you’re staring at the same dismal pipeline reports, watching deals die slow deaths in “verbal commitments,” and wondering why your 353% ROI training investment feels

The numbers tell a sobering story. Only 27% of B2B purchases result in high-quality, low-regret decisions. Meanwhile, 80% of buyers initiate first contact when they’re already 70% through their purchasing process, having wrestled with decision paralysis in isolation. The culprit isn’t lack of information—it’s the absence of structured support when teams need it most. We’re

In today’s competitive business landscape, fostering a motivated sales team is essential for driving company growth. One of the most effective ways to enhance motivation and productivity is through employee sales incentives. These incentives not only boost individual performance but also contribute to the overall success of the organization. As businesses consider various strategies to

In today’s rapidly evolving business landscape, the ability to adapt and transform is no longer optional; it’s absolutely essential. Organizational change consulting offers specialized expertise to help businesses navigate the complexities of transformation smoothly and effectively. Whether you’re aiming to improve operational efficiency or embrace digital transformation strategies, investing in expert guidance can be the

Growing a small business can be both exciting and challenging. As an entrepreneur, you’re constantly looking for creative ways to expand your reach, improve your services, and boost your bottom line. With the right strategies, you can turn your small business into a thriving operation—even in a crowded market. Let’s dive into a few smart,

In today’s competitive job market, fostering a great working environment is crucial for attracting and retaining top talent. A positive workplace not only boosts employee morale and productivity but also enhances the overall success of the business. As business owners or managers, it’s essential to create a supportive and engaging work atmosphere that drives both

In today’s rapidly evolving business environment, consulting practices need to adapt and grow to remain competitive. To take your consulting business to the next level, it’s crucial to not only refine your existing skills but also embrace new strategies for client engagement and service delivery. By leveraging innovative approaches and understanding industry trends, you can

In today’s competitive business world, cultivating a positive company culture is essential for success. A strong company culture can boost employee morale, enhance productivity, and reduce turnover. With many organizations striving for excellence, understanding and implementing strategies to enhance company culture and make organizational changes may give your business the competitive edge it needs. 1.

In today’s competitive business landscape, forging successful partnerships is crucial for growth and success. However, maintaining these partnerships requires continuous effort and strategic communication. By implementing effective strategies to positively enforce business partnerships, companies can ensure mutual benefits and stronger long-term collaborations. Below, we explore three key strategies that are essential for nurturing and solidifying

In today’s competitive job market, attracting and retaining top talent is crucial for any organization’s success. One of the most effective ways to achieve this is by offering employee sales incentives that make employees feel valued. Employees are more likely to stay with a company and contribute to its growth if they feel appreciated and

In today’s rapidly evolving business landscape, the ability to adapt and change is crucial for any organization’s success. Often, organizations hold on to outdated practices and structures, fearing the effort and disruption that changes may bring. However, recognizing the signs that indicate a need to make organizational changes can be the first step towards revitalizing

Motivating your sales team is critical for driving success. While cash incentives like bonuses are common, non-cash sales compensation can be equally effective in encouraging high performance and fostering a positive work environment. With the statistic that 18% of small businesses fail within their first year of operation, according to the U.S. Chamber of Commerce,

Data-driven decision making has become an essential element for achieving sustainable business growth. Organizational change consulting firms are increasingly relying on quantitative data and analytics to guide strategic decisions, enabling their clients to stay ahead of the competition. By leveraging data, businesses can make more informed decisions, minimize risks, and maximize returns. Identification of Patterns

The effectiveness of business development consulting initiatives is a critical factor for success. To ensure these initiatives yield tangible benefits, companies must rely on Key Performance Indicators (KPIs) to measure progress and outcomes. According to the U.S. Small Business Association Office of Advocacy, there are 33,185,550 small businesses in the United States, and the right

Businesses often seek help from growth consulting companies when they experience stagnation. These professionals know the tactics necessary to help businesses continue expanding, from sales strategy consulting services to market research. Let’s look at five proven strategies that growth firms use when working with clients. 1. Sales Strategies Sales strategies are crucial to success, especially

As a business, your sales strategy can easily lead to success. Nearly two-thirds of small business owners expect their revenue to increase, according to data reported by NerdWallet. However, having a proper sales incentive plan is critical to ensuring success. This article will cover all the tips and tricks you need to know to upgrade

The current business landscape moves at a breakneck pace. In order to keep up and stay competitive and relevant, it’s crucial for organizations to keep a sharp eye out for organizational challenges that could be affecting effectiveness and efficiency. When strategic planning is ignored, or the fear of change wins over innovation, the consequences for

You know your sales team is the driving force behind your company’s revenue. As their leader, you’re always looking for new ways to motivate them and boost performance. This year, consider leveraging the power of non-cash sales compensation incentives to maximize revenue. According to data reported by Creative Group Inc, non-cash incentives actually improved performance

Employees are the backbone of any successful business. What do you do when they seem disengaged? As you work with a revenue growth consulting team, follow these three tips. 1. Provide Feedback and Establish Clear Expectations Most employees want to do a good job, but many are unsure of the best way to go about

Incentives remain an essential component of revenue growth strategies. According to NerdWallet, 64% of small business owners predict their revenue will increase. However, it takes more than building a fantastic service or product. Non-cash incentives can help you see the growth you want in several ways. Personalization Non-cash incentives allow owners to tailor rewards to

The economic landscape is becoming more and more competitive each year. In order for companies to stay relevant and profitable, it’s crucial to find effective strategies that drive revenue growth. According to the U.S. Chamber of Commerce, 18% of small businesses fail within their first year of operation. When increasing sales revenue is a top

If your business relies on sales, you need the best professionals for the job. Of course, your employees will need to be paid accordingly. Therefore, you must consider your ongoing sales compensation strategy and be ready to make changes if needed. Here are some signs your company needs a new sales compensation strategy. 1. Recruitment

Thanks for visiting, this is our first blog post. We wanted to take the time to thank you for your interest! What We Do Data-Informed Revenue Growth Strategies for Mid-Size Organizations We help businesses unlock sustainable revenue growth through sales strategy optimization, organizational transformation, and expert workshop facilitation. Our proven methodologies have helped organizations achieve