Q: I am in the process of forming a scientific advisory board for my startup in the healthcare / facility management space and I would welcome any insights or suggestions.
Q: Forming a Scientific Advisory Board Read More »
There are a lot of misconceptions about finding early adopters of a new product or technology. It’s a question that comes up often in early market exploration: this post is a summary of my experience and current best thinking.
Q: Best Practices For Finding Early Adopters Read More »
Here are some questions to ask yourself before you start negotiating a complex business relationship: for example a software license, SaaS subscription, or a reseller or OEM relationship. Entire books are written on negotiation, I am trying to highlight some questions that can get overlooked.
Questions to Answer Before You Start Negotiating Read More »
The customer determines the details that matter in assessing the quality of your product. Here is a true story where this was brought home to me.
The Customer Determines The Details That Matter Read More »
Painful cofounder experiences are more common than happy ones, and especially so when the parties don’t know each well to begin with and the business startup fails. Here is a real email exchange that explores some ways to minimize the risks.
Q: What Lessons Should I Draw From A Painful Cofounder Experience? Read More »
The targets that founders set for a startup, and the metrics they choose to measure their progress toward these targets, are key decisions in the definition of the business. The wrong targets–in particular selecting only targets that are easily achievable–will not only postpone difficult choices that will bring clarity but may doom a team from
Choosing the Right Targets and Metrics Read More »
A startups social capital, the network of relationships that the founders have with friends, former co-workers and associates, and friends of friends represent a key resource for the team. It’s possible to activate this network to help you solve a variety of problems–e.g. finding a cofounder, finding early employees, finding contractors, finding early customers, finding investors,
Five Tips For Activating Your Network of Relationships Read More »
To make effective use of your advisory board you have to provide them written material in advance that offers context on your situation and the questions you want to explore with them.
Q: Making Effective Use Of Your Advisory Board Read More »
Here are fifteen quotes that each communicate a different truth about negotiation. I have added some commentary to suggest how to apply them.
Fifteen Quotes on Negotiation Read More »
Entrepreneurs can be paralyzed by the rich set of possibilities they face. It seems almost paradoxical that when you have one choice you can start immediately, when you have two you can flip a coin, but as possibilities multiply the desire to make the best choice can paralyze you. To fully embrace your creativity you
Kierkegaard: Creativity Must Master Dread of the Unknown Read More »
I am giving a talk on “Extracting Competitive Insights from Software Demos: Crafting and Refining Your Company’s Message Through the Analysis of a Competitor’s Demo” at the Silicon Valley Chapter of the Society for Competitive Intelligence (SCIP) Tue-May-24 at 6PM.
Extracting Competitive Insights From Demos: SCIP Tue-May-24-2016 Read More »
Trying to take on established competitors using their same business model and value proposition is called “attacking a walled city.” It’s important to understand what your customer is actually paying for and find some way to offer a different value proposition.
Be Wary of Attacking a Walled City Read More »
A common mistake technical entrepreneurs can make is to focus on what’s easy to build, and enter a market with dozens of competitors without thought to differentiation. Or to hope that by making it “free” they can make money by selling ads.
Q: A Google Search Finds Dozens of Competitors, What Now? Read More »
I have learned the hard way whenever I wish for smarter prospects it means I need to improve my presentation, demo, or proposal: whatever it is that I have offered them that they didn’t understand, or believe, or decide to act on.
If You Need Smarter Prospects, You Need a Better Message Read More »
You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as
Q: How Can I Maximize ROI and Minimize Risk? Read More »
You may have been the smartest person in the room for a long time, but getting into a room with a customer changes that because a key knowledge domain of interest is the customer’s situation and needs. Here are some suggestions for how to keep learning instead of acting like the smartest person in the
When You Are No Longer The Smartest Person In The Room Read More »
A recent question from an office hours session on how to handle a prospect asking you to critique a competitor when both of you have new offerings in a new application area.
Q: How To Critique a Competitor? Read More »
We are offering our “Getting More Customers” workshop 9:00am-1:30pm on Sat-Apr-23-16. Spend a morning working on your business with a mix of lecture, discussion with peer entrepreneurs, and reflection and writing. You will leave with a plan for getting the phone to ring and your inbox to fill with inquiries.
Getting More Customers Workshop April 23, 2016 Read More »
Getting better at customer discovery conversations requires preparation, practice, note taking, and follow-up. It can also be tremendously helpful if you can arrange for a partner who can observe, contribute, take notes, and de-brief with you. Even if you are a solo entrepreneur “trade interviews” with another entrepreneur: agree to help them with one of their
Getting Better at Customer Discovery Conversations Read More »
One of the most common questions I hear in conversations with entrepreneurs at a Bootstrapper Breakfasts, in Office Hours calls, or with clients–and not infrequently from myself when comparing notes with peers–is, “Am I making a fool of myself?” Here are some questions you can use to clarify your situation when you are starting to feel like a
Am I Making A Fool Of Myself? Read More »
