They die because you’re solving the wrong problem. Here’s the shift that changes everything: Stop selling features. Start hunting for lost money. Technical problems sound safe: • Manual work • Slow workflows • Broken tools But to a buyer, those are just annoyances. What actually gets budgets approved? • Revenue leaking • Customers leaving • Risks growing quietly • Opportunities slipping away A simple way to run discovery: Step 1 Ask the technical question to open the door. “How long does this take today?” “How often does this break?” Step 2 Keep digging until you hit business impact. “What happens when this delays a deal?” “How much does this cost you each month?” That’s the moment the conversation changes. You’re no longer pitching software. You’re showing them what it costs to do nothing. People don’t buy tools to be “more efficient.” They spend money to stop losses, avoid risk, and capture upside. Find the loss. Everything else becomes easy.

Automation is changing how banking and financial support operate by making services faster, safer, and more reliable. Routine processes like account updates, compliance checks, reporting, and customer inquiries now run smoothly in the background, reducing errors and delays. This allows financial teams to focus on judgment driven work while customers enjoy quicker resolutions and clearer experiences. When done right, automation builds trust at scale and creates systems that grow stronger over time.

The loudest fear around AI has always been job loss. But the quieter, more accurate shift is happening somewhere else. AI is not removing work, it is removing the space between work, and that is changing how roles feel, how value is created, and how people experience their day. ------------- Context ------------- Most modern jobs are not made up of one continuous task. They are made up of transitions. Moving from a meeting to notes. From notes to action items. From action items to follow-ups. From information to decisions. From one system to another. For years, these transitions have been the invisible glue of work. They are rarely written into job descriptions, but they consume enormous time and cognitive energy. People become the connectors, translators, reminders, and memory holders that keep organizations moving. AI is now stepping directly into those gaps. It summarizes conversations, drafts follow-ups, organizes tasks, routes requests, and preserves context across tools. The work still exists, but the friction between steps is shrinking fast. That is why this shift feels unsettling. When transitions disappear, the shape of work changes. And when the shape of work changes, identity and value can feel suddenly unclear. ------------- Why Transitions Have Always Carried Hidden Value ------------- Transitions may look like overhead, but they have always been where judgment lives. Deciding what matters from a meeting. Interpreting tone in a message. Knowing who needs to be looped in. Choosing when to escalate and when to wait. These are not mechanical steps. They are human sensemaking. Because this work is informal, it often goes unrecognized. It sits between roles. It rewards experience more than expertise. And it creates a sense of indispensability for the people who quietly manage it well. When AI absorbs parts of this transition work, it can feel like value is being taken away. But what is actually happening is exposure. The work was always there. It just was never named.

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A new month doesn’t magically change anything, but the choices you make in it can. This is a good moment to pause and ask yourself: What worked last month? What drained you? What do you need to do differently this time? Progress isn’t about doing more. It’s about doing what matters with intention. Happy new month to everyone here. What’s one thing you’re committing to improve or focus on this month?