We assume that you will make something to spec. We assume that the lights will go on when we flip the switch. We assume that the answer is in Wikipedia. All we’re willing to pay you extra for is what we don’t assume, what we can’t get easily and regularly and for free. We need you to provide the things that are unexpected, scarce, and valuable. Scarcity and abundance have been flipped. High-quality work is no longer scarce. Competence is no longer scarce, either. We have too many good choices—there’s an abundance of things to buy and people to hire. What’s scarce is trust, connection, and
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“I take care of my kids.”
“You’re supposed to.”
