Explore all emails from Wes Kao

View this post on the web at https://newsletter.weskao.com/p/im-an-introvert-this-is-how-i-get-myself-to-speak-up 👋 Hey, it’s Wes. Welcome to my bi-weekly newsletter on managing up, leading teams, and standing out as a high performer. Check out my intensive course on Executive Communication & Influence [ https://substack.com/redirect/03b1b960-a8c0-425a-95aa-dead9a56222e?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. You’ll learn alongside mid-career operators from Netflix, Stripe, Meta, Figma, Anthropic, etc. → Join the May 2026 cohort [ https://substack.com/redirect/03b1b960-a8c0-425a-95aa-dead9a56222e?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] ⛑️ If you’re looking to dramatically improve your communication and leadership, learn more about 1:1 coaching [ https://substack.com/redirect/a04561a6-2571-4388-bea5-6f3308b89b6c?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Read time: 6 minutes Subscribe and be the first to read future posts: I often get readers who ask, “Wes, if I’m not naturally loud, how do I speak up or talk about my accomplishments? How do I gain more visibility, either internally in my company or externally online?” As a fellow introvert, I can relate. No joke, in elementary school, I was so shy I used to not raise my hand to use the bathroom during class because I didn’t want 30 of my classmates to look up when I came back into the classroom. That’s right, I chose physical discomfort to avoid drawing attention to myself. So I’ve come a long way over the years, as a founder who’s been on ~50 podcasts (including Lenny’s Podcast [ https://substack.com/redirect/d6d350bf-4dd9-4eb3-a3da-40d09f77c213?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]), spoken at SXSW twice, taught as a guest lecturer at top 10 MBA programs, in addition to leading countless internal team meetings, speaking at all-hands, sharing business updates, etc. Here are a few ways I get myself to speak up and share more. 1. Decide to speak before the meeting starts. Tell me if this sounds familiar: You: “Hmm I don’t know if I agree with what Joe just said. Should I say something? I’m not sure. What if I don’t explain myself well? What if people disagree with me? Okay, I should speak. No I shouldn’t. Okay yes, I should. Oh no, the group has already moved on.” Is this you? This was me too. If you try to decide during the meeting, you’re going to miss your window. Decide BEFOREHAND that you’ll share your point of view [ https://substack.com/redirect/c884f7d3-e3e1-4b95-aa56-8eb53a7ac649?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] and speak at least once during the meeting. This way, you’re not debating whether to speak, you’re looking for an opening of when to do it. 2. Try to speak early on in a meeting. I’ve worked with many coworkers who were naturally extroverted. They didn’t overthink, and they felt comfortable speaking up when they were 60% confident they were right. It’s hard to compete with colleagues who don’t rehearse what to say in their mind before saying it. This is why I try to speak first in big meetings. I try to get it out of the way and prevent someone else from saying what I wanted to say. Is this at odds with the advice of “leaders should speak last”? I would say no. The variable here is power dynamics. If you are nervous about not being able to speak up, presumably it’s because you’re not the most senior person in the room. Many managers are confident speaking to their direct reports or folks more junior, but get self-conscious when presenting to senior leadership, peers, or the entire company. This is very normal. So when you are among peers and higher ups, it’s fine if you speak first, especially if waiting to speak means you might end up not speaking at all. 3. Share more in writing. Not all “speaking up” has to happen verbally. Another way to speak up more is to share more in writing. A well-written doc can get circulated in your organization and get shared in rooms you’re not in, with leaders much more senior than you. Some docs even outlive the person who wrote them. If you have an idea that’s hard to describe in 45 seconds to an impatient audience, I recommend drafting a doc that’s easy to read and pitches your idea. In your doc, you can describe the problem, cost of inaction, potential solutions, etc. When you make a business case [ https://substack.com/redirect/80f32f0e-58eb-455b-87bc-3a4a58cef8c9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] and share an evidence-backed point of view [ https://substack.com/redirect/548c82a1-194b-48ac-9093-176c5cc621a8?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ], you show good judgment. If you show that X problem is costing your company money, you may get senior leaders’ ears to perk up. When you write, you create an artifact. You create a concrete record of yourself contributing useful solutions, which builds your credibility. In terms of sharing ideas externally, writing a newsletter/blog or sharing on LinkedIn is great too. I started my blog in 2010, where I shared teardowns of ad campaigns (like my analysis of this Airbnb ad [ https://substack.com/redirect/67f639c3-9704-4ca4-9ffb-0a2a595adf56?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]), marketing insights, etc. Writing regularly helped sharpen my thinking back then, and still does every week. It shows you’re passionate about your craft and actively thinking [ https://substack.com/redirect/548c82a1-194b-48ac-9093-176c5cc621a8?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] about the world around you. More on how to speak up, even if you’re afraid of being wrong [ https://substack.com/redirect/8bcef81b-62ee-451c-8360-40234981c788?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. 4. Prepare go-to phrases to insert yourself. When you're armed with a few go-to phrases, you’ll be able to jump in before the moment passes. So get ready to unmute yourself on Zoom and say: “Yes, to add some color on that...” “That's a great point. My POV on this is...” “I love that you brought that up. The thing we need to remember is…” The other benefit of having go-to phrases: you buy yourself time. Even an extra second can help give yourself a beat to think of how you want to articulate your idea. 5. Look more authoritative on Zoom. I find it a lot easier to chime in on Zoom than in IRL meetings. If you work remotely, use this to your advantage. Sit higher in your chair so you don’t look short on camera. Get a $50 box light on Amazon so you’re well lit. Try to have a good “shoulder line” so your shoulders look defined against your background. When you fill the frame and look good, you'll feel powerful and remind yourself you have a lot to share. I actually think Zoom meetings are amazing for introverts. In an IRL meeting, it’s easy to get nervous if you see 10 or 15 or 20 people sitting around a table. But in Zoom, everyone is in a one inch box on your screen--this can help reduce anxiety from a public speaking perspective. More on how to prevent insecure vibes [ https://substack.com/redirect/75ff80b0-2cc7-4adc-8653-45df4b871031?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. 6. Ask a colleague to keep you accountable. One of my direct reports wanted to practice speaking up more in meetings. I asked how I could best support her, and here’s what we agreed on: If we were in meetings together, I would send her a Zoom chat DM saying, “Hey I think you could share something on this. No pressure.” Then she would often unmute herself to chime in. If you aren’t in a position to ask your manager for help, do this with a trusted colleague. Give each other a gentle nudge and help boost each other up. If you’re enjoying this, join 80,000+ tech operators & subscribe (it’s free): To recap, here are the tactics you can try: Decide to speak before the meeting starts. Try to speak first, or early on. Share more in writing. Prepare go-to phrases to insert yourself in meetings. Look more authoritative on Zoom. Ask a colleague to keep you accountable. Thanks for being here, and I’ll see you in two weeks on Wednesday at 8am ET. Wes Course update: May 2026 cohort is now 55% full I just wrapped up an incredible March cohort two weeks ago. Every time I run the course [ https://substack.com/redirect/03b1b960-a8c0-425a-95aa-dead9a56222e?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ], I’m humbled by the talented operators who join and learn together. Of the 1,700+ tech operators who have taken the course so far, there’s a wide range of functions represented, with the largest groups from product, engineering, and marketing: New student reviews from this month’s cohort are rolling in. Here’s what folks are saying: “At the risk of being hyperbolic, spending these 6 hours in the course may have been some of the most insightful and impactful hours of my career. The course was concise and extremely tactical, and illuminated countless improvements I can make to communicate more effectively with leaders, and be seen as a leader myself.” - Cadence Greenberg, Senior Research Manager @ The New York Times “I was skeptical with the value the training can bring in such a short time, but Wes managed to change my perspective on multiple concepts in minutes. The bonus material also gives me things to read and implement in the coming weeks and months.” - Barbara Bihari, Senior Integration Manager, Strategic Partnerships @ Kayak “This course is packed with frameworks and insights, and delivered in a way that is digestible and immediately actionable. I feel equipped with the right tools to out into the world and put this new information into practice. Wes is an engaging presenter and makes a large Zoom feel very communal. It’s also really well-paced for the amount of content we move through. Highly recommend.” - Kaela Chandrasekaran, Staff User Researcher @ Asana “This course is a gold mine and worth every penny. I’ve struggled with communicating my ideas, being concise, and ensuring I’m giving the right amount of context depending on my audience. Everything in this course was super actionable and I’ve already put some of these learnings into practice.” - Beth Saunders, Senior Community Manager @ Amplitude “I wish I had taken this course earlier. Wes shared some incredibly practical tools that, if applied, can meaningfully uplevel the way you work and communicate.” - Manohar Sripada, Engineering Manager @ Meta The upcoming May cohort is already 55% full. So far, the cohort includes operators from Adobe, Experian, OpenTable, Webflow, Visa, Google, Robinhood, Discord, Hims & Hers, Zendesk, Yelp, 1Password, Shopify, etc. If you’ve been thinking about joining, I hope to see you in class. Learn more about the course [ https://substack.com/redirect/03b1b960-a8c0-425a-95aa-dead9a56222e?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Connect with Wes Is this your first time here? Subscribe (it’s free) [ https://substack.com/redirect/75cee140-9963-4ddb-9726-a639f0c54f96?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Follow me on LinkedIn [ https://substack.com/redirect/57b4b80e-07c7-4478-b72e-36dffeaaf758?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] for more insights Learn more about 1:1 coaching to sharpen your executive presence [ https://substack.com/redirect/a04561a6-2571-4388-bea5-6f3308b89b6c?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Improve your ability to sell your ideas, manage up, gain buy-in, and increase your impact in a 2-day workshop. Over 1,700 tech operators have taken this course, and every cohort so far has sold out. → Save your spot [ https://substack.com/redirect/03b1b960-a8c0-425a-95aa-dead9a56222e?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Unsubscribe https://substack.com/redirect/2/eyJlIjoiaHR0cHM6Ly9uZXdzbGV0dGVyLndlc2thby5jb20vYWN0aW9uL2Rpc2FibGVfZW1haWw_dG9rZW49ZXlKMWMyVnlYMmxrSWpvME1qWTFNVFV3TkRBc0luQnZjM1JmYVdRaU9qRTNNamd4T0Rnd09Td2lhV0YwSWpveE56YzFNRFEwT1RVMUxDSmxlSEFpT2pFNE1EWTFPREE1TlRVc0ltbHpjeUk2SW5CMVlpMHlPRGt5TURnaUxDSnpkV0lpT2lKa2FYTmhZbXhsWDJWdFlXbHNJbjAubXpfWFpDYXJTaktPUDQtNGNtRG1rNnFlMU5sNEFHYUNGMGdKd3d6RmQ2YyIsInAiOjE3MjgxODgwOSwicyI6Mjg5MjA4LCJmIjp0cnVlLCJ1Ijo0MjY1MTUwNDAsImlhdCI6MTc3NTA0NDk1NSwiZXhwIjoyMDkwNjIwOTU1LCJpc3MiOiJwdWItMCIsInN1YiI6ImxpbmstcmVkaXJlY3QifQ._UwWerqVhncRLlgvQBRKKlhDJXj7jQrAZETCaMjUNw0?

View this post on the web at https://newsletter.weskao.com/p/technical-leaders-make-these-4-common 👋 Hey, it’s Wes. Welcome to my bi-weekly newsletter on managing up, leading teams, and standing out as a high performer. For more, check out my 2-day course on Executive Communication & Influence [ https://substack.com/redirect/5d5e43d2-07d2-4a77-9155-78012205ac0b?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] → The May cohort [ https://substack.com/redirect/5d5e43d2-07d2-4a77-9155-78012205ac0b?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] is now open ⛑️ If you’re looking to dramatically improve your communication and leadership, learn more about my coaching approach [ https://substack.com/redirect/84cc2fab-f269-4725-8ee7-c5388c8cf6dc?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. I originally published a version of this essay in September 2018, and have since expanded on the topic. Enjoy. Read time: 5 minutes Did a friend forward this to you? Subscribe to get my posts directly in your inbox: I give a talk called “Storytelling for Technical Leaders,” where I share how technical founders and operators can tell better stories and be more compelling to their audiences. About 1/3 of my private coaching clients are technical (eng managers, staff engineers, startup CTOs, VPs of data science, etc). From working with dozens of technical leaders, here are the most common storytelling mistakes I see: 1. Over-reliance on technical details Real-life is non-linear, but stories are linear. Therefore, stories are always a simplification. Read that again. Stories are always a simplification. In order to simplify, you as the presenter will need to decide which details to include and exclude. Many technical folks are afraid their audience will call them out for not being comprehensive enough. The paranoia is real and I’ve felt it myself. But the solution is not to be extremely comprehensive all the time, and to treat all details as weighted equally. Your audience doesn’t want a story weighed down by caveats and technicalities in every other sentence. Your audience wants to be wooed, entertained, and taken on a journey — in addition to learning about your project and vision. If you lose your audience because they’re asleep, they won’t appreciate all the context and details you’re sharing anyway. What about fellow technical folks or subject matter experts who have questions about specific details? They’ll ask. And you’ll be ready to answer and impress them with your depth. Anytime you feel the urge to say, “Well, technically…,” you’re about to kill a good story. Remember: What gets someone in the door isn’t necessarily what gets them to stay. For example, think about J.Crew. The front of the store has tables with a rainbow assortment of t-shirts in fun patterns and neon yellow. Nine times out of ten, I walk in…and buy a neutral color (white, black, navy, grey). Most customers do this , which is why retailers plan the inventory accordingly and have stockrooms full of basic SKUs. But if they put only the most basic stuff on display, you would keep walking and never enter the store. Hook your audience so you get them in the door. If your audience is eager to hear more, you’ll earn the opportunity to share details. Ask yourself: Can I simplify my story to make it even more powerful? Can I remove tangential comments, so I can focus on my main point? Am I spending precious time describing context of secondary importance that I could share later? More on the importance of sales, then logistics [ https://substack.com/redirect/d0b18e9b-0e70-42ff-ae2e-10097d4c7a1d?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. 2. Trying to remember too many tactics When you are in the moment, don’t try to remember a list of storytelling tips and strategies. This is more likely to make you anxious and worsen your performance. By all means, practice your pitch. But once you’re out in the wild (in front of a room of colleagues, prospective customers, or at a networking event), let go of the laundry list of things you learned in preparation for telling your story. Don’t feel pressure to stick with word-for-word scripts. Instead, stay present and focus on eliciting emotion: “How can I make this person’s eyes light up [ https://substack.com/redirect/fd2c7fc8-4320-4b75-b484-cace08f005ea?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]?” I call it “ELU” for short. ELU is the moment when your audience gets emotionally invested. We all know when people are listening to us to be polite. And you can tell when someone suddenly wakes up during the conversation and wants to hear more. It’s hard to anticipate what will resonate with your audiences, so experiment with what you say   and look for that spark. Ask yourself: How can I stay present, enjoy telling this story, and look for moments when my audience leans in with excitement? More on Eyes Light Up [ https://substack.com/redirect/fd2c7fc8-4320-4b75-b484-cace08f005ea?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. 3. Too much backstory If you’re telling a story about your camping trip, don’t start when you were brainstorming options for tents and carpooling. Start right before you almost get eaten by a bear on a 13 mile hike. I constantly remind myself to cut backstory, and am usually glad for it. Backstory can easily take up the majority of the time you have during an introductory call or meeting, so be mindful to avoid backstory scope creep [ https://substack.com/redirect/0357550e-5307-4e79-bb5a-8e1693491961?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Ask yourself: Can I cut out more of the backstory? Does my audience really need to know this part? What’s the bare minimum I need to set the context, so I can spend time on the juicy stuff? 4. Trying to tell a story that’s too long Your colleagues do not have time to listen to a full hero’s journey story in a quarterly business review meeting. Seriously, do not attempt to do a 12 step (some say 17 step!) hero’s journey type of story. Your business or project does not warrant this, and everyone will be catatonic by the time you finish. Am I against long stories? No. Am I against boring, pointless, wtf are we talking about stories? Yes. Long stories can be good IF you are a good storyteller. Most of us (technical or not) aren’t in this bucket. In order for storytelling to work, the story needs to hit a certain threshold of quality, and that bad is higher than people realize. Therefore, storytelling is not as practical of a tool for most people who don’t have time to invest in getting good at it. It’s like tango. I’ve heard it takes a minimum of ten years for one to look even remotely passable doing tango. Compare that to lindy hop: it’s a forgiving dance. There are obviously professionals who are next level, but amateurs don’t look terrible and they still have fun. Most founders and leaders should tell short stories where the narrative arc is a few minutes long at most. I might not even call them stories. I’d call this using evocative vocabulary or sharing a quick anecdote, where you use visual language to paint a picture for your audience. This, you can easily do in as little 5-15 seconds. I did this often on Maven sales calls and internally when coaching my direct reports, and it led to the same positive outcome of telling stories but was much faster and easier to do well. — As usual, it’s not complicated . It’s just hard. There are hundreds of permutations and combinations of ways to tell your story, so it’s part art and part science. If it feels unnatural for you at first, it’s totally normal. Developing your muscle memory with storytelling is part of the process. Join 80,000+ tech leaders who are growing their influence. Subscribe (it’s free): Thanks for being here, and I’ll see you in two weeks on Wednesday at 8am ET. Wes Connect with Wes Is this your first time here? Subscribe (it’s free) [ https://substack.com/redirect/e72cac32-1883-4c0f-a093-ec7b71d4a4d7?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Follow me on LinkedIn [ https://substack.com/redirect/156347eb-b2e4-4ce3-87dd-8e746219f6a3?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] for more insights Learn more about 1:1 coaching to sharpen your storytelling and executive presence [ https://substack.com/redirect/84cc2fab-f269-4725-8ee7-c5388c8cf6dc?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] ✨ Improve your ability to manage up, gain buy-in, and increase your impact in a 2-day workshop. Over 1,700 students have taken the course and rated it 4.6/5 stars. → Save your spot in the May cohort [ https://substack.com/redirect/5d5e43d2-07d2-4a77-9155-78012205ac0b?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Unsubscribe https://substack.com/redirect/2/eyJlIjoiaHR0cHM6Ly9uZXdzbGV0dGVyLndlc2thby5jb20vYWN0aW9uL2Rpc2FibGVfZW1haWw_dG9rZW49ZXlKMWMyVnlYMmxrSWpvME1qWTFNVFV3TkRBc0luQnZjM1JmYVdRaU9qRTNNVFF3T1RBd05Td2lhV0YwSWpveE56Y3pPRE0xT0RNd0xDSmxlSEFpT2pFNE1EVXpOekU0TXpBc0ltbHpjeUk2SW5CMVlpMHlPRGt5TURnaUxDSnpkV0lpT2lKa2FYTmhZbXhsWDJWdFlXbHNJbjAuNlJQZkFSa25mV2lNRnNscTJYa2J3enk3VHJoblI4Z01Ka3NLemJobGJiYyIsInAiOjE3MTQwOTAwNSwicyI6Mjg5MjA4LCJmIjp0cnVlLCJ1Ijo0MjY1MTUwNDAsImlhdCI6MTc3MzgzNTgzMCwiZXhwIjoyMDg5NDExODMwLCJpc3MiOiJwdWItMCIsInN1YiI6ImxpbmstcmVkaXJlY3QifQ.krgOa6fnPftpVJQTD1ydBmCHahzbsbMIFwLlWRV9E_w?

View this post on the web at https://newsletter.weskao.com/p/fundamentals-question-behind-the 👋 Hey, it’s Wes. Welcome to my bi-weekly newsletter on managing up, leading teams, and standing out as a high performer. For more, check out my intensive course on Executive Communication & Influence for Senior ICs and Managers [ https://substack.com/redirect/697b659e-a72d-42bc-96c5-8f58b10f48a9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Over 1,500 operators from Netflix, Anthropic, OpenAI, Figma, etc have taken the course. ✨ UPDATE: The March cohort is sold out, but the new May 2026 cohort [ https://substack.com/redirect/697b659e-a72d-42bc-96c5-8f58b10f48a9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] is now open. → Save your spot [ https://substack.com/redirect/697b659e-a72d-42bc-96c5-8f58b10f48a9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Read time: 4 minutes Fundamentals is a new series that highlights my core concepts in communication, leadership, and influence. Even as my newsletter has grown to 75,000+ subscribers, I often find myself referencing these principles with clients and in my own work. Whether you’re new here or a longtime reader, this concept deserves a spot in your toolbox. This week’s fundamental principle: Question behind the question Updated thoughts Before you launch into an answer that is overly tactical or too in the weeds, consider the QBQ. This will help you answer at the right altitude. (Practicing how to answer at the right altitude is a concept I teach in my live course [ https://substack.com/redirect/697b659e-a72d-42bc-96c5-8f58b10f48a9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ].) Thinking about the question-behind-the-question might feel like an extra step, but once it becomes part of your muscle memory, it only takes a few extra seconds. It becomes second nature. Many times, I don’t even actively think about the QBQ because my brain naturally goes there. Some readers ask, “Can we just straight up ask ‘what’s the question behind the question?’” Personally, I don’t like doing this because it can sound a bit aggressive. I don’t want to risk insinuating that my recipient is being coy. Instead, I like probing to get a bit more context, or even better: asserting my interpretation [ https://substack.com/redirect/341d172a-9f14-4f4a-b979-af743a7954a8?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] and asking them to correct me if I’m wrong. Most people are very happy to tell you if you’re wrong. Iff a journalist asks me a question, their underlying QBQ might be: “What is newsworthy and quotable here?” So I try to answer questions in punchy sound-bites that highlight what’s new/interesting. This gives the journalist what they want and is win-win. If a senior exec asks you a question, the underlying QBQ might be, “How does this impact the business?” Execs are further removed from your work, and they usually care about driving revenue or saving on costs. Avoid diving straight into logistics [ https://substack.com/redirect/4f5a813a-0b90-4592-a8ff-580f2456a1d3?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. If a prospect/customer asks you a question, they might not be able to articulate what’s really gnawing at them. I’ve noticed the best salespeople answer my tactical surface question AND go deeper to get at the root of the issue. Here are a few reader comments I want to highlight: “Earlier in my career, my instinct was to answer as fast as possible to show I was on top of it. Taking a moment to consider the question behind the question was something I had to learn and practice. Not an easy skill but important to learn. I have found that taking a quick pause before answering gives me a chance to gather my thoughts and decide what approach to take.” - Josh “I’m familiar with the QBQ and I’ve [been] practicing a lot… especially this part: ‘Your question-asker might not know why they feel skeptical, so you're trying to hit a moving target,’ made me realize that I too often take for granted that people know and have clear what they want to ask. Which is rarely the case. This will definitely help me not get stuck in never-ending back-and-forth as I often do, moved by my goodwill.” - Concetta Cucchiarelli Read the full article → [ https://substack.com/redirect/be0db934-c570-4478-8494-2157d5926b90?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Do this today After you read the article [ https://substack.com/redirect/be0db934-c570-4478-8494-2157d5926b90?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ], reflect on these prompts: Think about a recent situation where you felt like you kept repeating yourself or getting random follow-up questions. What signs did you notice that suggested there was a deeper question you weren’t addressing? Consider the colleagues you interact with regularly. What are their typical underlying concerns or priorities? How can you proactively address these issues? Watch out for the next time someone asks you a question you don’t feel like you have enough context to answer. Use this script to uncover their true concern:“Great question. If you could share a bit of context on what's top of mind for you, it’ll help me get a sense of what’s most relevant to share.” Thanks for being here, and I’ll see you in two weeks on Wednesday at 8am ET. Wes Connect with Wes Is this your first time here? Subscribe (it’s free) [ https://substack.com/redirect/7cfd3b20-7100-4e82-85d9-39c26a18c0a8?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Follow me on LinkedIn [ https://substack.com/redirect/45ecb17e-d79e-40b5-b2d2-f5a1d7393910?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] for more insights Learn more about 1:1 coaching to sharpen your executive presence [ https://substack.com/redirect/57f5c591-b6ba-45bc-a457-6420ab91c144?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] ✨ Course: The March cohort has sold out. The new May 2026 cohort is now open. Improve your ability to sell your ideas, manage up, gain buy-in, and increase your impact in a 2-day workshop. Over 1,500 tech operators have taken this course. → Save your spot [ https://substack.com/redirect/697b659e-a72d-42bc-96c5-8f58b10f48a9?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Unsubscribe https://substack.com/redirect/2/eyJlIjoiaHR0cHM6Ly9uZXdzbGV0dGVyLndlc2thby5jb20vYWN0aW9uL2Rpc2FibGVfZW1haWw_dG9rZW49ZXlKMWMyVnlYMmxrSWpvME1qWTFNVFV3TkRBc0luQnZjM1JmYVdRaU9qRTNNamd5TURFMU1pd2lhV0YwSWpveE56Y3hOREU1T1RnNUxDSmxlSEFpT2pFNE1ESTVOVFU1T0Rrc0ltbHpjeUk2SW5CMVlpMHlPRGt5TURnaUxDSnpkV0lpT2lKa2FYTmhZbXhsWDJWdFlXbHNJbjAuaEdaRXFhNm5jbUxpTXFXZHQ1LTlaVmtOT3hLSVJyUnctLWIxd1daWDBDcyIsInAiOjE3MjgyMDE1MiwicyI6Mjg5MjA4LCJmIjp0cnVlLCJ1Ijo0MjY1MTUwNDAsImlhdCI6MTc3MTQxOTk4OSwiZXhwIjoyMDg2OTk1OTg5LCJpc3MiOiJwdWItMCIsInN1YiI6ImxpbmstcmVkaXJlY3QifQ.jswFnQgwvPD9mVhJTGM1Nj1Ck_cIc-UjGwB4m8zhcWw?

View this post on the web at https://newsletter.weskao.com/p/how-to-coach-your-team-without-making 👋 Hey, it’s Wes. Welcome to my bi-weekly newsletter on managing up, leading teams, and standing out as a high performer. ⛑️ If you’re looking for 1:1 coaching, I work with tech leaders on managing up, advocating for your ideas, and strengthening your executive presence. Clients include operators at Amazon, Meta, DoorDash, Atlassian, OpenAI, etc. Learn more about my coaching approach [ https://substack.com/redirect/562bb3c9-4a40-42e0-8a54-bd6328ed7205?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Read time: 4 minutes Did a friend forward this to you? Subscribe to get my posts directly in your inbox: I once knew a CEO who had a habit of telling people, “I know you better than you know yourself.” They’re reaction was, “You don’t know me. GTFO.” The thing is, the CEO often had good insights about his team. But folks were too busy feeling unfairly labeled to listen. If you try to tell people how they are, their natural reaction will be to push back. The solution: Avoid overly broad claims. Stick to facts of what you are able to observe. And frame your ideas as what they are: observations. For example: 🚫 “You are X.” ✅ “You come across as X.” ✅ “You might come across as X.” ✅ “You seem X.” This language is intentional because I don’t want to trigger people to argue with me. It is harder to argue with me if I say, “You come across as X” vs proposing that I somehow have special insight into who you are deep down. As a manager, I only see a slice of who you are. I don’t presume to know who you are at your core—I only know how you show up at work, and how you come across based on how you behave and what you say. So my feedback will be rooted in that. Why you do not want to trigger people to debate you Sometimes a debate is healthy and exactly what you’re looking for. Other times, a debate is a distraction. You have a point, but your recipient is too hung up on some other comment you made, that they can’t focus on your main point. I’m hyper-rational, and many of my coaching clients are tech operators who are hyper-rational [ https://substack.com/redirect/15b8485a-c755-484a-b517-9333e06844ac?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] too. If they sense BS, they will call you out on it. They will want to debate you. They will want to show how you are making a logical leap, and how you don’t actually have the grounds to be making such a sweeping claim. This is not productive. I do not want to trigger someone to debate me, especially if I’m pretty sure about my point and I want them to focus on my point. Therefore, it’s to your benefit NOT to over-reach. Don’t give your counterpart anything to get distracted by. Speak accurately Many problems can be avoided if you simply speak accurately [ https://substack.com/redirect/059564ba-b33c-4cf2-8460-5731a1608d95?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. For example, see these two statements: “X will Y.” “X tends to Y.” These two statements are not the same. The first implies complete certainty. The second implies that X generally does Y, but not always. [Note: Don’t be too literal here. I’m not saying to never say “X will Y.” The context matters. If you are writing a strategy doc, you might say: “Investing in this channel will lead to more users.” The context itself implies that this is an assertion. Your reader likely knows that you can’t guarantee that this channel will lead to more users. In this case, the sentence structure is a reflection of your high conviction that this is the right path.] Here’s an example of an overly-broad claim vs a narrower, more right-sized claim: 🚫 “You lack emotional regulation.” ^ This is a broad sweeping statement that assumes the person always lacks emotional regulation. Even if this is true, they are likely to feel threatened by this and want to prove how I’m wrong. ✅ “When you do X specific thing, you seem like you lack emotional regulation.” ^ This is a narrower claim. It’s more accurate and more objective. I point to the specific thing that leads me to believe the person could lack emotional regulation. There is a difference in positioning, and it impacts whether your recipient hears you. It’s not only semantics. If I say you lack emotional regulation, you might say, “Well Wes, I regulate myself plenty well in 90% of situations” and start debating me on this point. If I say you SEEM like you lack emotional regulation, well, there’s not much you can debate there. I’m sharing how I’m interpreting your actions, and I’m clear that this is my interpretation, which might be how others see you, too. Most people are glad to hear how they might be viewed by other people. More on the importance of speaking accurately [ https://substack.com/redirect/8848130f-3914-45b8-aa00-fe5d5af68900?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. By phrasing your feedback more thoughtfully (which takes two seconds, as shown in the examples above), you can increase the chances your team actually listens without getting defensive. Join 75,000+ tech leaders who are growing their influence. Subscribe (it’s free): Thanks for being here, and I’ll see you in two weeks on Wednesday at 8am ET. Wes PS Related reading for managers: Connect with Wes Is this your first time here? Subscribe (it’s free) [ https://substack.com/redirect/b2f802e1-ae35-4164-8980-2c1e8c4c282b?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Follow me on LinkedIn [ https://substack.com/redirect/257ee9ef-f214-4d62-9d0b-60cb507e6774?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] for more insights Learn more about 1:1 coaching to sharpen your executive presence [ https://substack.com/redirect/562bb3c9-4a40-42e0-8a54-bd6328ed7205?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] ✨ Course: Improve your ability to sell your ideas, manage up, gain buy-in, and increase your impact in a 2-day workshop. Over 1,500 tech operators have taken this course, and every cohort so far has sold out. → Save your spot [ https://substack.com/redirect/0e40b680-9446-4302-aa15-9a804ca5cffd?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Unsubscribe https://substack.com/redirect/2/eyJlIjoiaHR0cHM6Ly9uZXdzbGV0dGVyLndlc2thby5jb20vYWN0aW9uL2Rpc2FibGVfZW1haWw_dG9rZW49ZXlKMWMyVnlYMmxrSWpvME1qWTFNVFV3TkRBc0luQnZjM1JmYVdRaU9qRTNNekk0TVRRMk9Dd2lhV0YwSWpveE56Y3dNakV3TWpZekxDSmxlSEFpT2pFNE1ERTNORFl5TmpNc0ltbHpjeUk2SW5CMVlpMHlPRGt5TURnaUxDSnpkV0lpT2lKa2FYTmhZbXhsWDJWdFlXbHNJbjAuM0FydUx2M2tqWU9Xay1XYjNNeGNLX0FFX3RCSXYydHdGSnY3UEhJdm92cyIsInAiOjE3MzI4MTQ2OCwicyI6Mjg5MjA4LCJmIjp0cnVlLCJ1Ijo0MjY1MTUwNDAsImlhdCI6MTc3MDIxMDI2MywiZXhwIjoyMDg1Nzg2MjYzLCJpc3MiOiJwdWItMCIsInN1YiI6ImxpbmstcmVkaXJlY3QifQ.Y7ZDd3zF_ToD39j4AbB2hXIgUbmBe7pY7BAWe_SNQrg?

View this post on the web at https://newsletter.weskao.com/p/avoid-asap-and-high-strung-words 👋 Hey, it’s Wes. Welcome to my bi-weekly newsletter on managing up, leading teams, and standing out as a high performer. For more, check out my intensive course on Executive Communication & Influence for Senior ICs and Managers [ https://substack.com/redirect/c2684aab-feaf-4243-b67a-619ee85914f3?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. NOTE: The upcoming March cohort is 90% full. If you’re interested, I’d love to see you in class. ⛑️ If you’re looking for 1:1 coaching, I typically work with leaders at companies like Amazon, Meta, Atlassian, DoorDash, Anthropic, etc. Learn more about my coaching approach [ https://substack.com/redirect/f2f5df85-0b75-4b1b-8b5a-e1b6c914c1a6?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. Read time: 4 minutes Did a friend forward this to you? Subscribe to get my posts directly in your inbox: Let’s say I send you a Slack DM that says, “Hey, this is a priority.” What do you think I mean? You should prioritize this over all other projects for the rest of Q1. Focus on this over other projects if you’re on the fence. This must be done by end of week. This must be done by end of day. Drop everything and do this in the next hour. Trick question, because there’s no way to know. To be clear, I like the word “priority” and use it myself. There’s nothing inherently wrong with the word, and I am not saying you should never use it. What I am saying is: Vague language can have a large (negative) blast radius when used haphazardly. It can create anything from avoidable anxiety to hours spent going in the wrong direction due to miscommunication. Yet, it’s surprisingly common in the workplace. Most of us have used vague language at work, and have been on the receiving end of it. Over time, I’ve realized it’s not helpful to say “ASAP” (and similar phrases like “time-sensitive” or “priority”) without additional context. So how do you convey time-sensitivity in a more productive way? Move from the abstract to the concrete Instead of talking about urgency in a vague sense, do these two things: Talk about the sequence Clearly define the timeline By doing this, we move from an abstract sense of “yikes this is important and time-sensitive” to a concrete sense of what to do about it. Here’s are scripts of what this looks like in action: 1. “Do this first. Then do this second, then this third.” I’ve used this with more junior team members, and they’ve shared feedback that being so clear and explicit was helpful. The benefit here is you show the stack rank of priorities. You reiterate the hierarchy of what to do, which is particularly useful if you have multiple tasks on the docket. 2. “By x date/time…” For example: “By tomorrow…” “By Thursday EOD…” I always say that “over-communicating” is usually the right amount of communication. This is especially applicable when working with new team members, junior staff, external vendors, contractors, etc. It’s even helpful with mid-level and senior folks: 🚫 “This strategy doc is a priority so we should review it soon.” ✅ “Let’s plan to review an initial draft of your strategy doc at our 1:1 on Thursday.” This approach is helpful when delegating too. (Here’s more on how to delegate while maintaining high standards [ https://substack.com/redirect/599647a5-2e8e-4622-8763-14400ad7c26f?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]). 3. “If you only have time to do one thing…” “If you only have time to do one of these tasks--do this one.” “If you were to prioritize one goal this week, make it this one.” This helps elevate one project/task over all others. This is useful if you want to emphasize one thing and really get your point across. 4. Mention what doesn’t have to get done yet “I’m going to leave this here for you. You don’t have to do it immediately, but can you handle it by today at 3pm?” “I need X today by EOW. Items 2, 3, 4 can wait until next month.” There are many things that aren’t hugely urgent, but still have to get done. It’s good to be clear on what can wait. Above, I show two different styles of communicating what doesn’t have to get done right away. The first is a bit more collaborative and the latter is more concise. I’ve used both styles depending on the person and project. For related reading, here’s more on how to be concise [ https://substack.com/redirect/63a80c39-a06c-4874-bcd3-6531d63b9dc3?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. 5. Default is moving forward* “Here’s what I’m going to do if I don’t hear from you by 5pm …” You should use this approach with judgment and finesse [ https://substack.com/redirect/9fb147fa-8ffb-4707-9be1-48bc5491a54b?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] because it can be easy to overstep. Use this approach for lower-risk items, like smaller/tactical decisions, tasks your manager has approved before, or ideas where you’re already generally aligned. 🚫 “Hey manager, if you don’t approve my proposal by EOW, I’m going to assume you’re on board with shutting down our current operations and launching this new business unit and having me lead it.” ✅ “Hey manager, if you don’t approve my email reply to our vendor by 5pm, I’m going to assume you’re good with it.” You may think, “Am I at risk of being too specific? Is this being too detailed?” Maybe. But I think both managers and direct reports can generally benefit from being more specific. As a direct report, you often to need to “assign” tasks to your manager as part of managing up [ https://substack.com/redirect/7f188d9a-cef7-4086-8953-5da5a27bc175?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ]. I loved when my direct reports were clear in sharing exactly what they needed from me, by when, and why. I could get back to them much sooner and remove myself from their critical path. I might say “I can’t do that,” but I at least knew what they needed from me without a doubt. As a direct report, I appreciated when my managers understood that I can’t read their mind. Being more concrete [ https://substack.com/redirect/5f930f53-de88-4cc3-9201-a75c7f10d5bb?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] allowed us to have more productive conversations and allowed me to allocate my bandwidth accordingly. In closing: You can use words like ASAP, time-sensitive, and priority. But don’t ONLY say that and expect your recipient to read your mind. Make sure to add more context by using the scripts above. If you’re enjoying this, join 75,000+ tech operators & subscribe (it’s free): Thanks for being here, and I’ll see you in two weeks on Wednesday at 8am ET. Wes Connect with Wes Is this your first time here? Subscribe (it’s free) [ https://substack.com/redirect/c62ca42a-790b-4267-9353-dc9c767b9c4a?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Follow me on LinkedIn [ https://substack.com/redirect/a60b0de4-2125-4475-b4dd-6a81de82f51a?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] for more insights Learn more about 1:1 coaching to sharpen your executive presence [ https://substack.com/redirect/f2f5df85-0b75-4b1b-8b5a-e1b6c914c1a6?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] ✨ Improve your ability to sell your ideas, manage up, gain buy-in, and increase your impact in a 2-day workshop. Over 1,500 tech operators have taken this course, and every cohort so far has sold out. NOTE: The upcoming March cohort is 90% full. → Save your spot [ https://substack.com/redirect/c2684aab-feaf-4243-b67a-619ee85914f3?j=eyJ1IjoiNzF4cDQwIn0.VLQsNiiAawz-DS2VtWTrcrG2IFeLIxnWNFcK9akSjpY ] Unsubscribe https://substack.com/redirect/2/eyJlIjoiaHR0cHM6Ly9uZXdzbGV0dGVyLndlc2thby5jb20vYWN0aW9uL2Rpc2FibGVfZW1haWw_dG9rZW49ZXlKMWMyVnlYMmxrSWpvME1qWTFNVFV3TkRBc0luQnZjM1JmYVdRaU9qRTNNVFE1TkRneE1Td2lhV0YwSWpveE56WTVNREF3TmpFNUxDSmxlSEFpT2pFNE1EQTFNelkyTVRrc0ltbHpjeUk2SW5CMVlpMHlPRGt5TURnaUxDSnpkV0lpT2lKa2FYTmhZbXhsWDJWdFlXbHNJbjAuY1dXTzI3WGl1UWZLYlZKQ1hnWmhHekpVdjFrbGtqZG91Q3NnWmR2dmhBUSIsInAiOjE3MTQ5NDgxMSwicyI6Mjg5MjA4LCJmIjp0cnVlLCJ1Ijo0MjY1MTUwNDAsImlhdCI6MTc2OTAwMDYxOSwiZXhwIjoyMDg0NTc2NjE5LCJpc3MiOiJwdWItMCIsInN1YiI6ImxpbmstcmVkaXJlY3QifQ.lhwUzfK_rx6RqagL349kp1XhvyD2zDnTcz7oZvwuHzw?

[https://eotrx.substackcdn.com/open?token=eyJtIjoiPDIwMjUxMjE3MjIyMDUyLjMuM2QyYzhmOTMwMDJmOTQ2Yi52dnVrdXRtbkBtZy1kMC5zdWJzdGFjay5jb20-IiwidSI6NDI2NTE1MDQwLCJyIjoiYkBlbWFpbC5nb21vZHVsci5jb20iLCJkIjoibWctZDAuc3Vic3RhY2suY29tIiwicCI6bnVsbCwidCI6bnVsbCwiYSI6bnVsbCwicyI6Mjg5MjA4LCJjIjoiZnJlZS13ZWxjb21lIiwiZiI6dHJ1ZSwicG9zaXRpb24iOiJ0b3AiLCJpYXQiOjE3NjYwMTAwNTIsImV4cCI6MTc2ODYwMjA1MiwiaXNzIjoicHViLTAiLCJzdWIiOiJlbyJ9.W2hMGjKtFAAvqkTA77ts24Fnc0NUQf-Pek78qu9XjK0] Thank you for subscribing to Wes Kao's Newsletter ͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­͏     ­ Wes Kao's Newsletter [https://substackcdn.com/image/fetch/$s_!QSDv!,w_80,h_80,c_fill,f_auto,q_auto:good,fl_progressive:steep,g_auto/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F1b53bd7d-121d-45b5-8b63-77c9cc08ffbd_1280x1280.png] Hey, it’s Wes [https://email.mg-d0.substack.com/c/eJxUkLsOozAQRb8Gd0HDgA0ULrbhN5CxB2LhR-RHUP5-RdLstjO65x5drQodMX3knogeFzkdPTEjRa92bhjJbhQCOgCOjLyybj0oUFKFzKrKP1-OyJ6S98PEhxmQxkmIfoRxRjOaeRRdNymOzEoE5B12IyICx7Zve4N62uceAPd5EFv7ftezFh-aAfzxMNDmuuWi9Nnq6JnN6-16u8iSKjEnn6W8ctP_aXBpcLmuq3U2nGRsuBMNLjbcd8qnig0u7FW3VUfva7Dls1JQmyPzg73q5qxWxcawWiNxmhEmluTWDPDtbI_oo6kufWVy3Uz0ygb5o7Py_5A1U7o5AwrecRiAvSX-DQAA___FeHem]. Welcome to my bi-weekly newsletter where I share my best frameworks for becoming a sharper operator, rooted in my experience as an a16z-backed founder. It’s good to have you here. My goal with this newsletter is to: 1. Dissect deceivingly basic topics most operators overlook 2. Give you the words to describe ideas that have felt fuzzy in your mind until now 3. Share no-BS insights that you can apply to your own work By encouraging you to question your defaults, you’ll be able to see with more nuance and make stronger, more intentional decisions in your work. SOME HOUSEKEEPING You will start receiving updates here in your inbox. You can access 50+ previous posts in my resource library at newsletter.weskao.com [https://email.mg-d0.substack.com/c/eJxUkD0O4yAQRk9juljDYBy7oNgm17AwDA4KPxE_iXL7lZNmtx7Ne0-f0Y2OXD7KFaLLm4LJkZhVs9BOWkaKX-cZOIBERlH7sB2UqOhGdtPtn6tEZHdFTq5WIOdaSC6uNDsHC62EtBiwEphXCCg58isigsRRjMKiWdwqANCt07yPr1d_9BbTMEE8LhbG2vfatHmMJkfm63a2ni2qlU4sqHtrzzqIPwPeBrwletdArVEZ31QfOp9vA97Ys--byTH25Ntno6T3QPbHePY9eKObz2nzVuGyIiysqH2Y4Ksajxyz7aF8G2rfbY7aJ_UzsPb_fr1SOTkTzpJLmIC9FP4NAAD__36Cdpk]. My posts are evergreen, so you can refer to them at any time. To make sure you get the emails, please mark this email as 'not spam’ and drag it to your ‘Primary’ inbox to make sure you get future updates. WHO IS THIS FOR? This newsletter is for individual contributors, managers, founders, and leaders. This is especially for you if: * You are on a lean team punching above your weight class * You believe there’s no upper boundary to how good you can be at your craft [https://email.mg-d0.substack.com/c/eJxU0LvOozAQBeCnwR1oGDAkhYtt8hrIl4FY8QXZ40R5-xX_3-zWoznn07Ga6cjlq_ZC1H8o2BxJOLVMepdOkBrXZYERQKKgqH3YDkpUNJPbNP9zlYjiqXa8m1Vau-hlhVnjCjjBPuKE0yhvoxFeIaAccVwRESQO0zA5tLf9PgHgfp8XM7zf7dU4pm6GePQOhtpMZW1fg81R-Lpd1suiuDQSQT2Zz9pNfzp8dPhI9KmBmKkMH6ovna-3Dh9nhw9uJfl09Lr_Ugj509czc-8T556f1NeWxNnMZnOMLXn-bpS0CeR-m85mgreafU6bdwpvd4SbKMp0M_yAhiPH7FooP9LajMtR-6R-HYL_X7lVKlfOjIscJcwg3gr_BgAA__-L8YP4] * You care about quality, rigorous thinking, and setting a high bar [https://email.mg-d0.substack.com/c/eJxUkD2OgzAQRk-DO9AwGAcKF9twDeSfgVjBNvJPotx-RdLs1qN57-kzqtAe01tuiah90WGiJ2alGNQ2WkayvwkBPcCIjLxyx7pToKQK2VWVP9cRkd0lV2ISiP1MXOnJCmOBepqIWyKwdmNOIuDYY39DRBixG7rBopm2eQDAbeZCd89nfdTiQ8PB762FLledizKPzkTPXF6v1qtFllSJHfJeypmb4afBpcEl0CsfVAql7kX5oeL11uByNrgk5TK15U6tVomdVa8mel-DK--VgtIH2S_0rPpwRhUXw-qsxGlGmFiSuuHwcXd79NHWI32ictU2euWC_CpZ-T9ozZQuDkcx9iNwYE-JvwEAAP__UGx9SQ] I’m fascinated by topics that are deceivingly basic. Topics that seem tactical or minor on the surface, but underneath there’s more nuance than most people realize. Almost every category and function is getting increasingly competitive. I believe by unpacking what’s usually taken at face value, you’ll have a more accurate mental model of the world and gain an advantage by pulling levers other people don’t even know exist. I also care a lot about judgment. As you advance in your career, variables like your hard skills, background, and years of experience matter less—and your judgment matters more. Judgment can be contextual, subjective, and hard to learn. So with every essay, I try to break down the “why” behind my observations and assertions, so you can better form your own perspective. IF YOU WANT TO BINGE READ, START HERE I recommend starting with these popular posts below: 15 principles for managing up [https://substackcdn.com/image/fetch/$s_!P3cz!,w_140,h_140,c_fill,f_auto,q_auto:good,fl_progressive:steep,g_auto/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Fd1293893-cae2-43b7-b6bc-84804a847604_1142x1142.png]https://email.mg-d0.substack.com/c/eJxU0EkOozAQBdDT4B3ILmOGhRe94RrIQ0GseEAeEuX2LZJN97pU_z99oyqeKX_kkRH7N3qTAhIrJ64OYQlKNk8TZZQKIBiU8_uJEbOqaHdV_7kKAPKQo5jWg8184oyN1i6wGL0yPduVMyP0SpwECoIBmwGAChj4wC2Y5Vg5pXCs46SH16s9Ww2xG2k4e0uH0nSpyjwHkwJxZb-tt0XW3JB4-aj1Kh3_08HWwRbxXTzWinl4Y3mqdL91sF0dbEz0V3bRuMtj6Y-U-6CiOl08-3aRq-ndpBBadPWzY1Tao_2VXE17Z1R1Ke7OSlhWoAvJUncj_VqGM4Vkm89fZGnapqBclD8Cqf8P3ArmO2eESTBBR0peEv4GAAD__-2ageA 15 PRINCIPLES FOR MANAGING UP [https://email.mg-d0.substack.com/c/eJxU0EkOozAQBdDT4B3ILmOGhRe94RrIQ0GseEAeEuX2LZJN97pU_z99oyqeKX_kkRH7N3qTAhIrJ64OYQlKNk8TZZQKIBiU8_uJEbOqaHdV_7kKAPKQo5jWg8184oyN1i6wGL0yPduVMyP0SpwECoIBmwGAChj4wC2Y5Vg5pXCs46SH16s9Ww2xG2k4e0uH0nSpyjwHkwJxZb-tt0XW3JB4-aj1Kh3_08HWwRbxXTzWinl4Y3mqdL91sF0dbEz0V3bRuMtj6Y-U-6CiOl08-3aRq-ndpBBadPWzY1Tao_2VXE17Z1R1Ke7OSlhWoAvJUncj_VqGM4Vkm89fZGnapqBclD8Cqf8P3ArmO2eESTBBR0peEv4GAAD__-2ageA] Wes Kao [https://email.mg-d0.substack.com/c/eJxUkM2OgyAUhZ9GdprrFbAuWMzG1zAIV0sKYvhp07ef2Nl01ufkO1-O0YX2mN5qS0Tti7yJgZhVctCbsIxUP0oJPYBARkE7v-x0UNKF7KLLVyoQ2V1JYXAbOe_BDpxwMqQRQW40SDkJw5lTCCh67EdEBIHd0A0WzW2bBgDcJi7X7vmsj1rC0XAIe2uhy3XNRZtHZ2JgLi-X6-WiSqrEvLqXcuZm-GlwbnD-bjc4nyluzlODMwcQYy_aF-X2oSM767qYGEI9XHkvdOjVk_1jnnX1zuji4rE4q_A2IdxYUmvD4TPd7TFEW336OOW62hi0O9SL8oUu__-smdLF4ShFL4ADeyr8DQAA___SmHpq] · October 25, 2023 Read full story [https://email.mg-d0.substack.com/c/eJxU0EkOozAQBdDT4B3ILmOGhRe94RrIQ0GseEAeEuX2LZJN97pU_z99oyqeKX_kkRH7N3qTAhIrJ64OYQlKNk8TZZQKIBiU8_uJEbOqaHdV_7kKAPKQo5jWg8184oyN1i6wGL0yPduVMyP0SpwECoIBmwGAChj4wC2Y5Vg5pXCs46SH16s9Ww2xG2k4e0uH0nSpyjwHkwJxZb-tt0XW3JB4-aj1Kh3_08HWwRbxXTzWinl4Y3mqdL91sF0dbEz0V3bRuMtj6Y-U-6CiOl08-3aRq-ndpBBadPWzY1Tao_2VXE17Z1R1Ke7OSlhWoAvJUncj_VqGM4Vkm89fZGnapqBclD8Cqf8P3ArmO2eESTBBR0peEv4GAAD__-2ageA] Rigorous thinking: No lazy thinking [https://substackcdn.com/image/fetch/$s_!z492!,w_140,h_140,c_fill,f_auto,q_auto:good,fl_progressive:steep,g_auto/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F533ee17f-93f4-4bdb-bb7d-aa30fc460f49_1024x1024.png]https://email.mg-d0.substack.com/c/eJxUkM0OqyAQRp9GdjU4ij8LFnfjaxh-BksUMDC06dvf2G7uXU_mnJPPKMI95Y90GfHxxtOkgMzKsVdOWIaym8aRd5wLYBiUP7cdI2ZFaDdF_1wFAHvKaURneLeo2YHoJuOUVsZoAYNywi0z8xI4iA66CQC4gLZvewtmdkvPObhlGHX7etWjUojNwMP-sLwtVRdS5mhNCsyX7W69WyTliuyUT6KrNP2fBtYG1ojvciIR5vaN5VDpfmtgvRpYs99TTrU86Onj4ePOrqo3k0Ko0dNnw6j0ifYHvqo-vVHkU9y8lTAvwGeWpW4G_vW3ewrJ1jN_w0rVNgXlo_xpGf0_ai2Yb84Ao-gEHzh7SfgbAAD__7TDf2o RIGOROUS THINKING: NO LAZY THINKING [https://email.mg-d0.substack.com/c/eJxUkM0OqyAQRp9GdjU4ij8LFnfjaxh-BksUMDC06dvf2G7uXU_mnJPPKMI95Y90GfHxxtOkgMzKsVdOWIaym8aRd5wLYBiUP7cdI2ZFaDdF_1wFAHvKaURneLeo2YHoJuOUVsZoAYNywi0z8xI4iA66CQC4gLZvewtmdkvPObhlGHX7etWjUojNwMP-sLwtVRdS5mhNCsyX7W69WyTliuyUT6KrNP2fBtYG1ojvciIR5vaN5VDpfmtgvRpYs99TTrU86Onj4ePOrqo3k0Ko0dNnw6j0ifYHvqo-vVHkU9y8lTAvwGeWpW4G_vW3ewrJ1jN_w0rVNgXlo_xpGf0_ai2Yb84Ao-gEHzh7SfgbAAD__7TDf2o] Wes Kao [https://email.mg-d0.substack.com/c/eJxUkM2OgyAUhZ9GdprrFbAuWMzG1zAIV0sKYvhp07ef2Nl01ufkO1-O0YX2mN5qS0Tti7yJgZhVctCbsIxUP0oJPYBARkE7v-x0UNKF7KLLVyoQ2V1JYXAbOe_BDpxwMqQRQW40SDkJw5lTCCh67EdEBIHd0A0WzW2bBgDcJi7X7vmsj1rC0XAIe2uhy3XNRZtHZ2JgLi-X6-WiSqrEvLqXcuZm-GlwbnD-bjc4nyluzlODMwcQYy_aF-X2oSM767qYGEI9XHkvdOjVk_1jnnX1zuji4rE4q_A2IdxYUmvD4TPd7TFEW336OOW62hi0O9SL8oUu__-smdLF4ShFL4ADeyr8DQAA___SmHpq] · November 1, 2023 Read full story [https://email.mg-d0.substack.com/c/eJxUkM0OqyAQRp9GdjU4ij8LFnfjaxh-BksUMDC06dvf2G7uXU_mnJPPKMI95Y90GfHxxtOkgMzKsVdOWIaym8aRd5wLYBiUP7cdI2ZFaDdF_1wFAHvKaURneLeo2YHoJuOUVsZoAYNywi0z8xI4iA66CQC4gLZvewtmdkvPObhlGHX7etWjUojNwMP-sLwtVRdS5mhNCsyX7W69WyTliuyUT6KrNP2fBtYG1ojvciIR5vaN5VDpfmtgvRpYs99TTrU86Onj4ePOrqo3k0Ko0dNnw6j0ifYHvqo-vVHkU9y8lTAvwGeWpW4G_vW3ewrJ1jN_w0rVNgXlo_xpGf0_ai2Yb84Ao-gEHzh7SfgbAAD__7TDf2o] How to be more concise [https://substackcdn.com/image/fetch/$s_!NWx5!,w_140,h_140,c_fill,f_auto,q_auto:good,fl_progressive:steep,g_auto/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Fadc0fe78-05b7-4529-bb64-27ce9b0a1825_1944x857.png]https://email.mg-d0.substack.com/c/eJxUkE2OhCAQRk8jOw2W4s-CxWy8himgtEkLGH7a9O0ndm9m1pV67-XTmGkP8S23SFRfdOjgiBk5dLgJw0i24zDwlnMBjBzaY93JU8RMZsX85yoA2EOiUrPgXGiD2A-t7rEbjNkmYUY0oyZmJXAQLbQjAHABTdd0BvS0zR3nsM39oJrXqzxLdr7qudtrw5tUVMqon40Ojtm03q13i8yxEDvkI-czVd1PBUsFi6crHZQzxeai9MRwv1WwnBUsj3DVOdSKah28tonYWdSqg3PF2_xeyaM6yHzBZ1GH1Zht8Ks1EqYZ-MSiVFXPP_5mDy6YcsRPWCrKBIfWy6-W5f-jlkTx5vQwiFbwnrOXhN8AAAD__4GGfus HOW TO BE MORE CONCISE [https://email.mg-d0.substack.com/c/eJxUkE2OhCAQRk8jOw2W4s-CxWy8himgtEkLGH7a9O0ndm9m1pV67-XTmGkP8S23SFRfdOjgiBk5dLgJw0i24zDwlnMBjBzaY93JU8RMZsX85yoA2EOiUrPgXGiD2A-t7rEbjNkmYUY0oyZmJXAQLbQjAHABTdd0BvS0zR3nsM39oJrXqzxLdr7qudtrw5tUVMqon40Ojtm03q13i8yxEDvkI-czVd1PBUsFi6crHZQzxeai9MRwv1WwnBUsj3DVOdSKah28tonYWdSqg3PF2_xeyaM6yHzBZ1GH1Zht8Ks1EqYZ-MSiVFXPP_5mDy6YcsRPWCrKBIfWy6-W5f-jlkTx5vQwiFbwnrOXhN8AAAD__4GGfus] Wes Kao [https://email.mg-d0.substack.com/c/eJxUkM2OgyAUhZ9GdprrFbAuWMzG1zAIV0sKYvhp07ef2Nl01ufkO1-O0YX2mN5qS0Tti7yJgZhVctCbsIxUP0oJPYBARkE7v-x0UNKF7KLLVyoQ2V1JYXAbOe_BDpxwMqQRQW40SDkJw5lTCCh67EdEBIHd0A0WzW2bBgDcJi7X7vmsj1rC0XAIe2uhy3XNRZtHZ2JgLi-X6-WiSqrEvLqXcuZm-GlwbnD-bjc4nyluzlODMwcQYy_aF-X2oSM767qYGEI9XHkvdOjVk_1jnnX1zuji4rE4q_A2IdxYUmvD4TPd7TFEW336OOW62hi0O9SL8oUu__-smdLF4ShFL4ADeyr8DQAA___SmHpq] · August 7, 2024 Read full story [https://email.mg-d0.substack.com/c/eJxUkE2OhCAQRk8jOw2W4s-CxWy8himgtEkLGH7a9O0ndm9m1pV67-XTmGkP8S23SFRfdOjgiBk5dLgJw0i24zDwlnMBjBzaY93JU8RMZsX85yoA2EOiUrPgXGiD2A-t7rEbjNkmYUY0oyZmJXAQLbQjAHABTdd0BvS0zR3nsM39oJrXqzxLdr7qudtrw5tUVMqon40Ojtm03q13i8yxEDvkI-czVd1PBUsFi6crHZQzxeai9MRwv1WwnBUsj3DVOdSKah28tonYWdSqg3PF2_xeyaM6yHzBZ1GH1Zht8Ks1EqYZ-MSiVFXPP_5mDy6YcsRPWCrKBIfWy6-W5f-jlkTx5vQwiFbwnrOXhN8AAAD__4GGfus] WHAT’S NEXT? Every other week, I’ll share practical insights, tools, and scripts you can use immediately. I only share what I’ve personally tried and have seen work well with my own team and clients. New issues are published bi-weekly on Wednesday mornings at 8am ET (because I love a good alliteration re: Wes on Wednesdays). It’s fun to be good at your job. I’m hoping this newsletter will help you get even better at what you do. Wes PS If you’ve faced a day of decision fatigue and can’t think of what to say, hit reply and use an emoji you’ve been wanting to use. I will reply with an emoji, and we will have a wonderfully wordless exchange. PPS If you want to go deeper on the topics covered here, over 1,500+ operators have taken my highly-rated, 2-day intensive course on Executive Communication & Influence for Senior ICs and Managers [https://email.mg-d0.substack.com/c/eJxU0LmypCAUBuCnkUwLjuASEEzia1gsR5tSoIvFnn77KXs6uDf-z_LVb1TBPaa33BJi-8LTRI_EyqFXm7AEJRuHgTJKBRD0yp3rjgGTKmhXVX6kAoA8JHCuxGQ0m5hlfNJmBDaNFNggFOKsiZNAQTBgIwBQAV3f9RbMtM09pbDNfNDdddWjFh8aTv3eWtrlqnNR5uhM9MTl9bbeFllSRXLKRynP3PR_GlgaWLy6MNyjDSwvzO2hYgML_kVTi7uwNdH7GpxRxcXQurCdFYNB8qx6_WblvWJQ-kT7_8Wz6vO7sDorYZqBTiRJ3XD6kXR79NHWM32IuWobvXJBvjAfKpLyu96aMd13OAyCCcopuST8CwAA__9eVYHv]. Or, learn more about 1:1 executive coaching [https://email.mg-d0.substack.com/c/eJxUkD2OgzAQRk-Du1jjARMoXGyTayD_DMQKtiP_BOX2K5Jmt57Re0-f1ZW2lN9qzUSXg3abAjGnxl6v0jFS4jqOIAAkMgra78tGkbKu5BZd_1wlIrsrQGElaOhnMjOBI4OzJaLJgHBiROYVAkqB4oqIIJH3vHdop3XuAXCdh9Hw16s9Wg2xGyBsFwe8NFOqtg9uU2C-LGfr2aJqbsR2da_1Wbr-p8Nbh7fjOPhB5aHT-d_hzSZt7z5u7NnMYlMILfr6Xihqs5P7Qp7N7N7q6lNcvFM4zQgTy8p0A3xcfEshubbnT0RpxqWgfVRfE6v_B2yF8skZcJRCwgDspfA3AAD__zQmdzU] to strengthen your executive presence. © 2025 Wes Kao 1049 El Monte Ave, Suite C #592, Mountain View, CA 94040 Unsubscribe [https://email.mg-d0.substack.com/c/eJxU0sFuqzoQBuCngV2RGWMKCxZpI1qiS6LetkmbDTK2IQYbR9iEJk9_RLo5Zz2aX_98GkadaM14zZpRiIdZKGa08HkWY9oQ7ossfIxjFCJEwBeaSlW1YhAjdYJX1P01JQD-KeMkCXH8KDBg3uCExA0jBIe4jjkAwdSXGSAgIYSPAIAIBDjAHFjSpBghaNIoroPLZeonpwcvQrp94CiwU20dZX3AjPalrZauS5fMjZPwVXZy7mw9vPIg9yAfxGyVcE6MwSxsT82y5kFOmZNm8CDn0tJaieqe4eHcmV4MHl6L6yZksL9-geqLzqCy-w7Lj895u17ZYni6MPx_Qw9vcqdJWL_MttDqxJ-LuPxgsO1WP-V6FZZylsev01x05md76_H24w3K9ef1v-fNmeFS7uRm5ofClV1Lym4VFXKWDO9l0Rl5fFG378PGHvepqg_5uX7epMF7JFKav6r3_Y0d8GqX3F5Q3uqnXcqHV8fctj9Ccpls37T-eaorZrSeBumulRiWK_kv0nmqlWR0EagkzyBJASX-mNVehO4OQWu04ZMa78h2qrnRVA7ZL6Hv_n2QyYpxyYkgJiFBEfIvGfwJAAD__3a_wy4] Get the app [https://substackcdn.com/image/fetch/$s_!IzGP!,w_262,c_limit,f_auto,q_auto:good,fl_progressive:steep/https%3A%2F%2Fsubstack.com%2Fimg%2Femail%2Fgeneric-app-button%402x.png]https://email.mg-d0.substack.com/c/eJxUkcFu7CAMRb8GdomICZlkweJJ1fxGZMBJ0QSIiJmqf_8000278eZeHR_LHpn2Ur_tVom6Lzp8SSSDnTRuJkiyw22a1KCUAUkJ47HulKkiU1iRf6UGQH5atanppmEEh2oe1IwLDvq2eeO9WQZCGS0oMAMMNwBQBnrd6wB-3hatFGzLOLn--WyPximLUaW9C6q_mrsY_aP3Jcl4rS_Xl4vl2kge9pP5vIT-J-Au4P67LeCO5_kzu4tLpa5SiJU8C31vnFaP6cS4Z6E_Xp2E9UEc8y5gesclM2UW-uO9sdtKYaqda8wly7O51ZeUWo78vVJGd1D4sTqbO6JHjiWvMViYF1CzrNaJUb1R_V5SCe2o76uu5kJJGLP9ouuBRfLfj7SL6oszwmQGo0Ylnxb-BwAA__9NX5RtStart writing [https://substackcdn.com/image/fetch/$s_!LkrL!,w_270,c_limit,f_auto,q_auto:good,fl_progressive:steep/https%3A%2F%2Fsubstack.com%2Fimg%2Femail%2Fpublish-button%402x.png]https://email.mg-d0.substack.com/c/eJxskU2O3CAQhU8Du7ZwgbG9YBHJ6QvkABaGsge1AYufnsztI3syUUeaJY-nr75SGV1wi-lDrQnx9o67iR6pVZLrtbMUVdtLyVrGOqDotdvnDQMmXdDOurz8dgD0TYleiBb50o9cSDC2Hawxg2BgpGR81NQpYNC10PYAwDpoeMMtmGEdOWOwjkIuzfNZH7X4QATz282yJtclF20ejYmeujyfrqeLKqki3dVbKUcm_AeBO4H7a_t8ui3Ug_B7LX7OsSaDhE9fJQLyzD1aVz3h08X9G5oYCoZC-LTGWDB9xdof2m2B8EnXEle372hv_yqn3K9r5s-LxaeFCHZxmy36aOuePtVkInzq29-HYPSoy2yi9zW48jFj0MuO9nO_oy67M7q4GGZnFQwjsIEm9T2W5rrY6LUL6h3zQ0da_r9tzZhOjgDZtR0TjD4V_AkAAP__4WetFw [https://eotrx.substackcdn.com/open?token=eyJtIjoiPDIwMjUxMjE3MjIyMDUyLjMuM2QyYzhmOTMwMDJmOTQ2Yi52dnVrdXRtbkBtZy1kMC5zdWJzdGFjay5jb20-IiwidSI6NDI2NTE1MDQwLCJyIjoiYkBlbWFpbC5nb21vZHVsci5jb20iLCJkIjoibWctZDAuc3Vic3RhY2suY29tIiwicCI6bnVsbCwidCI6bnVsbCwiYSI6bnVsbCwicyI6Mjg5MjA4LCJjIjoiZnJlZS13ZWxjb21lIiwiZiI6dHJ1ZSwicG9zaXRpb24iOiJib3R0b20iLCJpYXQiOjE3NjYwMTAwNTIsImV4cCI6MTc2ODYwMjA1MiwiaXNzIjoicHViLTAiLCJzdWIiOiJlbyJ9.tExYWZQzWVG_IS_aRwmb1kzvVT6_EJO_PTdXwvi4hKo][https://email.mg-d0.substack.com/o/eJxU0EtuwyAUheHVhFms6ws4ZsBaEI-Li2Kg4pEou6-SQdWOj_Tp1_F20FHbS8dGdH3S6WsmFvTGbZSBkV5v2wYrgERG2abTHFSo2UHB2PFnlYjsS7sIat1JWL47IooucIUoduIR8KYkSxoB5YrrDRFB4sIXHtDvUXEAjEpsbnk85n2OXC4C8nENsPTp-rD-vviaWerm3fpu0aNNYt_TGV9zniWNl6Fi3UnhdzqTtyPVYlLQuCuEnTXtLgI-wnLUXMM824fu04WabSr6Sf1uKxv_b5md2tsRuMlVggD20PgTAAD__yjhaO0]