Charming clients; untariffed books; avoiding backsplash: Newsletter 9 April 2025

Newsletter 89: Why charm, competence, and respect aren’t just good for business, but are a way of life. Plus Shopify won’t hire for what AI can do better; suing Trump to preserve libraries, Amazon recaps books with AI, plus three people to follow and three books to read.

Charm, Competence, Respect

How in heck was I able to stay in business as an editorial consultant and ghostwriter for more than ten years?

It certainly wasn’t because I had a careful plan and executed it. I operated mostly on instinct. And yet, I consistently win over clients and do big, desirable projects for excellent compensation.

Looking back, I realized my modest success is based on three principles: charm, competence, and respect. Call it the CCR method, with apologies to Credence Clearwater Revival.

First, charm. It’s strange to write that, because I doubt very many people would call me charming — and also because it sounds smarmy and fake. It’s not. For me, charm just means that I treat every prospect as a fellow human being.

I’m interested in who you are. I’m interested in what you want. I want to understand what makes you fulfilled and happy. And I want you to know who I am. Who I am is a crusty old smartass who makes wisecracks and doesn’t treat business as a deadly serious endeavor. We’re all just connecting with our dreams and each other, so that’s what I’m trying to do. In the short run, this means I miss out on some overstarched business types, but it also means that I leave nearly everyone I interact with — whether they become a client or not — with a positive impression.

Second, competence. I write. A lot. Thousands of words a week, millions of words every year or two. I know writing. I know books. I know math. I know technology, strategy, and the psychology of authors. Whatever you are trying to do, and I’m trying to help with, I’ve probably done it before, whether that’s pitching a publisher, establishing a brand, explaining something complex, or predicting the future. It’s not just about knowing how to do all that, it’s about sharing as much as I can of that knowledge, both in my public posts and in personal interactions. If you ask me about something I don’t know about, I’m happy to admit it, and take it as an opportunity to learn more. This tends to rapidly generate confidence.

Third, respect. I may be a smartass with a touch of arrogance about my abilities, but I also understand that you have your own impressive expertise. Whoever you are, it probably took you a while, a lot of knowledge, and a lot of hard work to get where you are. I assume that you know at least as much about your field as I do about mine. I communicate that respect as well and as frequently as I can.

CCR is not really a strategy. It’s a way of life. It’s instinctive. As it turns out, I’m much better at doing it by email and videoconference than I am in person. That fits well with my work, which is 95% remote.

These interactions are not just how I make my living, they are a large portion of my social life. They keep me energized and allow me to make new friends (yes, some of those friends pay me, but they are still my friends).

I have no idea if this would work for you. But for me, it’s the only way to live.

Imagination sets in, pretty soon I’m singin’

Doot, doot, doo, lookin’ out my back door

News for writers and others who think

Shopify’s CEO says if you want to hire someone, you need to show you can’t get the work done with AI instead. This stance is getting politicized, but it’s fundamentally reasonable: if an AI can actually help you get the work done with fewer people, then a hire is a bad business decision.

Jay Acunzo is debuting a new idea for thought leaders: the “platform of impact.” This guy understands influence and expertise more deeply than anybody else I know. Take a look.

The American Library Association sued the Trump Administration for ending its contribution to funding libraries.

Books are exempt from tariffs (except for the tariff on books printed in China that was in place before the recent Trump tariff hikes). On the other, much of the paper that American printers would use to print books is tariffed as it comes in from Canada. So, at least until the tariff situation changes (which is basically, every 15 minutes), it’s incenting publishers to print overseas rather than import paper and print in the USA.

If you’re reading books in a series, Amazon now uses AI to generate recaps of the previous books. Fine, but could it soon be creating summaries of all of its books? And if so, what compensation will it give to authors and publishers? I see this as a trial balloon.

Yes, some fluid dynamics-minded professionals have finally redesigned the humble urinal to prevent backsplash. If urine the appropriate half of the peeple streaming this newsletter, you’ll instantly want to take a step back and recognize this breakthrough.

Three people to follow

Zack Kass , artificial intelligence futurist who believes tariffs will reveal the value of AI

Toni Serofin , book designer: shouldn’t your book look as great as it reads?

Richard Coffin , head of research for USAFacts, an organization showcasing the best of government data

Three books to read

Fact Forward: The Perils of Bad Information and the Promise of a Data-Savvy Society by Dan Gaylin (Wiley, 2025). An informed and passionate cry for the essential value of data integrity, transparency, neutrality, and literacy — a great and timely read.

The Next Day: Transitions, Change, and Moving Forward by Melinda French Gates (Flatiron, 2025). Meditations on transitions from a woman who’s experienced quite a few big ones.

The Founder’s Dilemmas: Anticipating and Avoiding the Pitfalls That Can Sink a Startup by Noam Wasserman (Princeton University Press, 2013). Startups demand impossible decisions; here’s how to make them.