My mistake was to speak to the CEO in the language of validity, which practically invited him to reject my argument out of hand. Had I had more empathy with my client and understood the language of reliability, I might have responded to his query using an illustrative example. I might have said, “None of our domestic competitors have done this. But a variant of this approach has been used by some of the best-performing European private banks for some time. It isn’t exactly the same, but it bears important similarities. And recall, our bank has succeeded in the past when it has taken an idea
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