Why pilots stall.
Most pilots prove a demo and never touch revenue. The pilots note names the missing pieces, usually an owner and a number to move.
Blog category
AI field notes.
Opinion and commentary from the people doing the work: why AI pilots stall, what waiting costs, and how we would decide between building and buying if it were our own business.
What these notes cover
Arguments, not announcements.
Field notes take a position and explain it. Read them to test your own thinking before you commit a team or a quarter to an AI project.
What delay costs.
The cost-of-waiting note looks at AI decisions the way a finance lead would, comparing the expense of acting with the expense of doing nothing.
Build, buy or wait.
The build-versus-buy note decides from the workflow rather than the vendor list, including when waiting is the right call.
Articles
Field Notes: 5 notes, newest first.
Jun 23, 2026
How to Win Clients With a Free AI System Scan
80% of B2B buying happens before a vendor call (Gartner). Lead with a free scan of their own site and let the honest read sell.
- 12 min read
- Field Notes
Jun 15, 2026
Claude as a Business Operating System: The Complete Guide
MIT found 95% of gen-AI investments showed no profit impact. The missing layer is persistent context; here is the Claude setup that keeps it.
- 4 min read
- Field Notes
Jan 31, 2026
Build vs Buy AI: Decide From The Workflow
Build vs buy is unanswerable in the abstract. Name the workflow, systems, owner, and stop rule first, and the answer usually names itself.
- 4 min read
- Field Notes
Jan 17, 2026
The Real Cost of Waiting on AI: A CFO's Perspective
The cost of waiting is not an industry benchmark. It is a visible revenue path breaking weekly with nobody assigned to own the fix.
- 3 min read
- Field Notes
Jan 3, 2026
Why AI Pilots Fail Before They Reach Revenue
Most AI pilots do not die on model quality. They die missing an owner, a metric, and a weekly revenue decision. The three fixes, in order.
- 4 min read
- Field Notes
Questions answered
Field Notes questions.
Why do so many AI pilots fail?
They are set up to impress rather than to change a number. Without an owner, a baseline and one workflow to improve, a pilot ends as a slide deck. The pilots note covers how to set one up differently.
Is it risky to wait on AI?
Waiting has a cost when competitors answer buyers faster or run leaner, and a benefit when your data and processes are not ready. The cost-of-waiting note helps weigh the two for your situation.
Can Claude run parts of a business?
It can run defined routines, such as drafting, summarizing and preparing reports, when the instructions, files and review steps are written down. The operating system note shows how that setup works.
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