Pricing the seat, not the wearing
Price a structure to the seat someone actually holds, never to the one they wear. Arguing with the wearing only trips the machinery that was built to protect it, and a structure sized to the held seat never trips it
wearing
Meaning
Active performance of assuming the outward behaviors, prestige and governance authority of a commercial seat that one does not functionally occupy. The act of wearing manifests as ceremonial posturing, aggressive status defense and the public assertion of titles that have no backing in daily technical output. It introduces severe friction into commercial arrangements by creating a wide gap between claimed authority and actual capability.
Performed Authority
Participants engaged in this performance spend their energy attending high-level panels, issuing vague directives and demanding deference from the technical team. Because they lack the specific competence to execute daily tasks, they rely entirely on rhetorical flair and social manipulation to maintain their standing. This theatrical posture generates deep cynicism among the genuine operators doing the real work.
Protective Load
The continuous effort required to maintain a false professional image consumes vast amounts of psychological and emotional capacity. The performer must remain hyper-vigilant against technical questions, operational audits and performance reviews that might expose the underlying incompetence. Over time, the strain of sustaining the facade leads to acute paranoia, volatile outbursts and defensive sabotage of collaborators.
Pricing Boundary
Commercial stability returns only when founders refuse to engage with the performance and size all financial and governance structures to the work actually done. Challenging the theatrical display directly only triggers defensive counter-attacks and emotional drama. Structuring contracts around factual deliverables effectively neutralizes the commercial impact of wearing.