Manage 95 percent of your business down to the last penny, spend the last 5

The first courses receive excellent wine chosen within a tighter limit. The final pairing receives the exceptional pour.

Same total allowance. Different memory.

Even allocation is attractive because nobody has to choose where delight belongs. Every moment gets a respectable share and the complete experience becomes pleasantly unremarkable. The 95/5 idea introduces a peak: protect the baseline, then concentrate enough resource for one moment to feel qualitatively different.

The split is no sacred formula. Ninety-five mediocre units cannot be redeemed by one expensive flourish. Nor does rarity guarantee relevance. A guest who dislikes Burgundy may experience the triumphant final glass as somebody else’s hobby arriving at their table.

Concentration requires judgement about sequence, anticipation and what the customer values. The memorable moment might be extra care during a failure, an unexpectedly human explanation or permission granted when rules would allow refusal. Cost can be tiny. Specificity matters more.

There is an ethical edge. A spectacular ending should never distract from a basic obligation left undone. Surprise is generous only after the basics work consistently.

At one dinner, every pairing is evenly good. Guests praise the meal and forget the individual wines.

At another, the early glasses do their jobs quietly. The rare final pour starts a conversation that continues after dessert. One guest still preferred the third glass. The sommelier writes that down.

Behavioural principles

Behavioural ideas at play in this post

Short, plain-English explanations of the principles behind this post, with links to related books and examples in the archive.