https://hernandomediallc.com/draft Field notes, frameworks, and arguments from Hernando Media. Strategy, systems, and the small craft of getting useful work done. en-us Fri, 05 Jun 2026 21:52:40 GMT https://hernandomediallc.com/draft/the-flinch-ratehttps://hernandomediallc.com/draft/the-flinch-rateFri, 29 May 2026 03:39:05 GMTSmall Business StrategyMost solo founders price on fear. There's a better signal hiding in your sales calls — and if you're not hearing it, you're leaving the work undercharged.Matt Hernando