Harness > Model
80% returns come from the harness — the system around the model. Model choice is the last 20%.
Company as Token Flow
Inbound tokens (contracts, meetings, messages) → outbound tokens (PRs, decisions, customer responses). The firm is a graph updating in real time.
Personal OS
CLAUDE.md + naming convention + context directory + 3 working skills. The minimum viable system for a single operator.
Top-10 Processes
Process audit: frequency × time × errors × scalability. Pick 10 candidates before touching automation.
Influence Model
McKinsey 4 levers adapted for AI: role modeling × understanding × formal mechanisms × skills. Behavior change, not awareness theater.
AI Champion
Explorer → Translator → Strategist. Trusted peer who drives adoption without top-down pressure. Citi has 4,000 of them.
«Moat — это не модель. Moat — это человек-оркестратор.»
— Степан Гершуни, Lecture 1