Tools for Buzzword Compliant Business Models

Written by Sean Murphy. Posted in 1 Idea Stage, skmurphy, Tools for Startups

A collection of humorous tools that generate buzzword compliant business models.

Web Economy Bullshit Generators

First there was Dack Ragus‘ (@dack)Web Economy Bullshit Generator.” He started with sketches (“Kinda like Da Vinci’s sketchbook, except for bullshit”): “I made this massive list of potential bullshit terms while sitting on Miami Beach in January, 2000. Add a little JavaScript and it turned into the Bullshit Generator.” The archives of are also worth a peek.

At about the same time 37Signals launched with a manifesto and the e-NORMICOM parody site of the dotcom branding process for naming, logos, and taglines.

Then Stavros the WonderChicken (@wonderchicken)–no I cannot find his real name–did the “Web 2.0 Bullshit Generator™” noting that “Profits for your Web 2.0 company are not guaranteed.” It’s funny how that has not changed with firms like Box and Dropbox competing in some oddly configured on-line potlatch designed to provided services at a loss in exchange for new investment at ever increasing valuations.

Andrew Wooldridge launched Web Two Point Oh! to help with naming as well.

Parodies of Web 2.0 Business Models

Stavros later lamented in “Lomans not Shamans” at what the Web had become: “My god, it’s full of ads!” Here I think his anxiety was misplaced: most new media is advertising supported; the original newspapers were simply classified ads that gradually added news items to differentiate themselves.  Stavros references “What Puts the ‘2’ in Web 2.0” by Brandon Schauer who was inspired by “Design Patterns and Business Models for the Next Generation of Software(2005)” by Tim O’Reilly and John Batelle. They followed up in 2009 at the Web 2.0 Summit with  “Web Squared: Web 2.0 Five Years On” (see also the white paper: “Web Squared: Web 2.0 Five Years On” [PDF]).

Cloud Models

Next in 2010 the Lunatech Ventures team launches  PlanCruncher as an attempt to compress a business plan into a single page using a couple icons. From their About Page:

“Plan Cruncher creates a standard one-page summary of a business plan for a start-up company that is looking for external investment. You do this by choosing icons that represent some of the standard answers that a business plan must provide.

Why investors want entrepreneurs to use Plan Cruncher:  Plan Cruncher saves investors’ time. To investors, business plans all look more or less the same, which is not necessarily a bad thing, and they are always too long, which is. Before an investor decides to wade into your ten or twenty-page document, he wants straight answers to a few basic questions about your plan.

Plan Cruncher generates a standard one-page summary that investors can use to screen business plans and compare them to each other.”

I don’t believe Plan Cruncher is a parody site, I listed in in my roundup of Business Model Canvas tools.

And in 2012 Norman Clarke (@compay) has launched Bullshit 3.0: Bleeding Edge Bullshit Generation in the Cloud which embeds the ability to launch a Google search for your tagline to see if it’s already real.

Strategy Statement MadLibs

Alexander Fiore offers what may be either high value strategic consulting or unintentional parody in his HBR blog post “How To Execute a 15 Word Strategy” [Registration Required]

Once upon a time there was (insert a name who exemplifies your target customer/consumer) …. . Every day he/she (insert here his/her frustration or job to be done) …. . One day we developed (insert here the product/solution and what are actually the 2-3 things we offer or not) … . Until finally (insert here the end result for the customer/consumer compared to competition) … .

The most recent example is Simon Wardley’s “A Quick Route to Building a Strategy” which is purely a parody.

Our strategy is [..]. We will lead a [..] effort of the market through our use of [..] and [..]  to build a [..]. By being both [..] and [..], our [..] approach will drive [..] throughout the organisation. Synergies between our [..] and [..] will enable us to capture the upside by becoming [..] in a [..] world. These transformations combined with [..] due to our [..] will create a [..] through [..] and [..].

Wardley’s template has been implemented by Bill West as a web tool at Reload the page to get a new strategy. West  might be able to charge for a version of Fiore’s.

Clue Train is Not Bullshit

I still find the 1999 Clue Train Manifesto a useful guide to marketing: it’s argument for real conversation between individuals is as compelling now as it was 15 years ago. Business models have changed with the advent of new technologies and many of these sites are parodying two real needs that every entrepreneur must satisfy: a succinct and comprehensible explanation of their product benefits to customers and a compelling description of their business model to investors.




Discovery Kanban Helps You Manage Risks and Options In Your Product Roadmap

Written by Sean Murphy. Posted in Customer Development, Lean Startup, skmurphy, Tools for Startups

I came across this presentation from LLKD13 (#LLKD13  / storify) by Patrick Steyaert (@PatrickSteyaert) of Okaloa on Discovery Kanban after following some links off a Kanban discussion group last year:



It’s a complex and challenging presentation that connects a number of different concepts–including fitness landscape models, the Cynefin framework  and its concept of probes, the OODA loop, optionality–into a coherent synthesis: Kanban models can be used not only for managing execution or delivery flow by minimizing the amount of work in progress, but also for managing the discovery process of curating a portfolio of risks and options.

At a high level an execution focus yields a prioritized network of interdependent tasks; exploration yields a portfolio of risks and options.

I had the good fortune to meet Arlette Vercammen of Okaloa a the Lean Startup Conference 2013 and we had a conversation that has sparked an ongoing collaboration around helping Okaloa evolve their Discovery Kanban model both for startups and change agents in larger firms.

Patrick will be providing an updated version of the presentation June 16 in Leuven, Belgium:  “More Agility and Predictability with Visual Management and Kanban.”

Related blog posts and articles

FounderSuite Worth a Look for Saving Time On Your New Startup

Written by Sean Murphy. Posted in 1 Idea Stage, 2 Open for Business Stage, Founder Story, Legal Issues, Tools for Startups

There are a number of forms packages now available for entrepreneurs that provide templates for incorporation, investment term sheets, hiring employees and contractors, etc.. And there are several business model canvas tools that are designed to facilitate useful discussions among founders and advisors (and potential investors) about a new startup. But Nathan Beckord‘s Foundersuite is the first to offer not only forms but facilitate workflows and communication among founders, advisors, prospects, investors, and other interested parties.

I used the idea validation module for the BeamWise planning and launch and found it helpful. Nathan is a friend but I am not an investor or otherwise affiliated with Foundersuite. I think it can make you think and save you time if you are in the early market exploration stages of your new startup.

“In the spring of 2009 I started on ‘Startup: An Owner’s Manual’ a how-to instructional guide for building new companies.”
Nathan Beckord (@startupventures) “Foundersuite Origin Story Part Deux

Enterprise Change Agents Need to Add Process Mining to Their Bag of Tricks

Written by Sean Murphy. Posted in 1 Idea Stage, Rules of Thumb, skmurphy, Tools for Startups

“Process Mining Camp is where professionals gather to learn from seasoned experts. A place where you can meet fellow explorers and exchange ideas and business cards. Old-timers and greenhorns alike, this is where we get down to business and share stories from the frontier at the campfire.

Whether you are an expert or have just recently heard of process mining, here you can meet other people who are just as curious and passionate about process mining as you are. Learn about how others are using process mining, and what they have to tell you.”

Opening lines to Process Mining Camp 2012 home page

You can learn a lot from interdisciplinary efforts and the connections they explore between seemingly unrelated fields.  I think process mining tools are going to become an essential part of the enterprise change agent’s toolkit, and that includes any startups selling to the enterprise who perform a “before and after workflow analysis” as a part of their engagement process.  For a better definition of process mining I quote the opening paragraphs of the  2011 “Process Mining Manifesto” developed by the IEEE Task Force on Process Mining.

Process mining is a relatively young research discipline that sits between computational intelligence and data mining on the one hand, and process modeling and analysis on the other hand. The idea of process mining is to discover, monitor and improve real processes (i.e., not assumed processes) by extracting knowledge from event logs readily available in today’s (information) systems. Process mining includes (automated) process discovery (i.e., extracting process models from an event log), conformance checking (i.e., monitoring deviations by comparing model and log), social network/ organizational mining, automated construction of simulation models, model extension, model repair, case prediction, and history-based recommendations.

More fundamentally I think this is a recognition of the implications that we no longer manage businesses by paper records, software is the new paper for coordination, communication, and collaboration in the enterprise. A spreadsheet, a shared document directory, or a content management system of some sort typically mediates what we call a “manual process” today. There has always been a certain amount of analysis of these records for what I would call an autopsy: auditors determining after the fact where things went wrong. I think the analysis of these records is going to play a much more important role in diagnosis and prescription, so that there is less need for an autopsy.

Today many change initiatives (and new software sales almost always involve the key elements of a change initiative) rely on interviews and replicating the results from an existing “manual system.” Both are still requirements for initiating and completing a successful improvement project and remain critical to gaining a deep understanding of the culture, key assumptions , and unwritten rules of a firm. But change agents will need to become more skilled at assembling and analyzing the records not only of primary processes but the interstitial connections between them: processes mining tools and techniques will play an important role here.

Linkedin, Twitter, and GMail Need a Read Only Password

Written by Sean Murphy. Posted in Tools for Startups

I have been exploring the use of several analysis applications that could access my LinkedIn account, my twitter account,  and my GMAIL account. They want to help me leverage private information that requires my account password.

So far so good, except that LinkedIn, Twitter, and Gmail don’t appear to have any provision for just granting read only access. So if I want to use one of these analytic services I also have to grant them the ability to update my LinkedIn profile, tweet using my identity, and send e-mail using my identity.  I haven’t been comfortable allowing write access.

If there is a way to do this please leave a comment. The closest I have been able to come is to take advantage of a LinkedIn feature that allows me to create a private RSS feed for announcements that I receive from my connections.


Three Useful Tools: MyPermissions, SocialMention, HackerFollow

Written by Theresa Shafer. Posted in Funding, skmurphy, Startups, Tools for Startups

MyPermissions: Checks for third party application access to your Facebook, Twitter, Google, Yahoo, LinkedIn, Dropbox, Instagram, and Flickr accounts.

SocialMention: Allows you to do keyword and phrase search across more than one hundred social media sites including Twitter, Facebook, FriendFeed, YouTube, Digg, Google, etc…

HackerFollow: follow comments and posts by your favorite Hacker News contributors

What Are Your Stable Browser Tabs?

Written by Sean Murphy. Posted in Tools for Startups

I was rummaging around in Mr. Google’s basement–you can get lost done there in a maze of bright and shiny objects if you are not careful–and I came across this quote by Justin Rosenstein in “How is Asana’s Beta Going” (I am not using nor contemplating using Asana but it’s the next part you should pay attention to):

While getting there sometimes requires a learning curve, once users fully adopt Asana, they really love it, use it every day, devote a stable browser tab to it alongside their email and calendars, and are very disgruntled if it goes down even briefly.  We’ve taken this as strong validation for the product’s vision and early direction.

I think that’s a great test for a category of product: does it become so important that you launch it when you start your browser and leave it logged in all day.  Here are my stable browser tabs:

  • Central Desktop
  • Webex Office
  • LinkedIn
  • News.Ycombinator

What are yours?

New Capabilities We Plan To Develop in 2011

Written by Sean Murphy. Posted in 5 Scaling Up Stage, skmurphy, Tools for Startups

To ensure that conversations and requests for help were productive, Anthony Scampavia kept a question at the top of his whiteboard in his various offices at Cisco for more than a dozen years:

What is the problem you are trying to solve?

Here are three problems we have identified and capabilities we plan to develop this year to manage them:

Problem: Rich audio, video, and other multi-media are clearly emerging as a requirement for effective business communication. We will need to learn and deploy new systems to specify, create, edit, and manage a richer set of content than our current text oriented systems can support. It also means we need to develop a much deeper understanding of how to leverage media for effective business communication.

Solution: We need to develop a complex set of new capabilities, but will attack different aspects with different methods:

  1. Partner for technical creation and editing capabilities. Already active–and delighted–with DreamSimplicity and LectureMaker, we will likely add one or two more partners that have audio and animation capabilities.
  2. Systems for managing both finished audio and video pieces but also building blocks that are reusable assets.
  3. Develop internal expertise in specifying content requirements.

Problem: As a consulting organization we are delivering our value primarily as a direct service, whether it’s scripted or improvisation. This puts a lower bound on what we can charge to help our clients and makes it difficult to impact the many bootstrapping startups who might benefit from our tools and methods.

Solution: Develop knowledge products such as e-books, simulation models, interactive planning tools, and other simple applications to assist startups in customer development and scaling their business. Near term objective is half a dozen e-books that collect content from blog and workshops with checklists and other material to make them useful stand-alone. We continue to evaluate other customer development applications and would be happy to leverage those that are appropriate for B2B markets. Please contact us if you have something you feel we could incorporate into our practice.

Problem: the Bootstrapper Breakfasts® work very well as platform for early stage entrepreneurs to compare notes–to “eat problems for breakfast®” to coin a phrase–on their technology businesses as they wrestle with the challenges of organic growth. The breakfasts’ unconference format allows for anyone to drop in as they need and has fostered a number of business partnerships and co-founder relationships. But they don’t work well to support focused execution and provide ongoing support from a small group of trusted peers.

Solution: offer one or more Mastermind Groups aimed at early stage technology businesses. There are a number of models that work well for CEO’s of larger firms, typically involving one four hour meeting a month with a dozen other members, where each members is the focus once per year. But smaller firms are operating with less structure and in comparatively more dynamic situations. So shorter, more frequent, interactions that leverage a mix of face to face and on-line environments are probably more appropriate for their needs. We will continue to support and expand the Bootstrapper Breakfast program as it’s meeting the needs of very early stage entrepreneurs, but will explore adding Mastermind Groups to complement it.

Please contact us if you have any suggestions or questions on any of this. Details as they unfold.

I mentioned Scampavia’s whiteboard in “Ben Yoskovitz: Start With Passion For Solving a Problem.”

Reminder: “Tips for Keeping Informed” Webinar Thu-Sep-23

Written by Sean Murphy. Posted in Events, Tools for Startups

Just a quick reminder that I will be presenting on “Feed Readers De-Mystified: Tips for Keeping Informed” this Thursday, September 23, 12:00-12:45 PM PDT. If you are not using feeds and alerts to track your competition, stay on top of  developments at major customers, and keep abreast of significant developments in your industry, then you are missing out on low cost–and often free–methods for keeping informed.

Register here:  People On the Go’s Free Lunchtime Webinar “Tips For Keeping Informed

Feed Readers De-Mystified at Sep-23 Lunch & Learn Webinar

Written by Sean Murphy. Posted in Events, Tools for Startups

I will be giving a short presentation on  “Feed Readers De-Mystified–Tips For Keeping Informed” at the September 23 Lunch & Learn Webinar hosted by People on the Go.

I will outline some important ways to monitor information about your business and industry on the web. The web has become the primary medium of business communication and information gathering: it is imperative that you learn to monitor new developments and relevant events for your job or business. We will explore a range of tools and time saving tips to keep abreast within your industry of clients, competitors, and relevant developments. This session will explore:

Some related blog posts:

This is a great overview by Dorai, I like his his five phase model for intelligence gathering and will address the first two–discovery and tracking–in my presentation:

There are about five stages in this process. This is a spiral model where you continuously enhance/refine every step based on what you learn from other steps.

  1. Discovery – Discovering Relevant sources of Information
  2. Tracking – Continuously monitoring these sources and discovering more in the process.
  3. Filtering – Filtering the noise and gaining the information most relevant to your business
  4. Extracting – Transforming information from free form into some kind of useful structure to distribute internally.
  5. Sharing – Sharing information at different levels of granularity, refining it and deriving actionable intelligence.

Interesting Trend: Nightowl Co-Working

Written by Sean Murphy. Posted in skmurphy, Tools for Startups

Jenna Wortham’s “Fraternity of the Wired Works in the Wee Hours” in the New York Times on July 25 highlighted an interesting new trend in co-working: the 10pm to 4am shift. Profiling the “New York Nightowls” (tagline “New York Nightowls is a late night co-working club for professionals”) she opens with: (hyperlinks added)

After college, most people do their best to avoid having to pull any more all-nighters. But for some, even after graduation, the wee hours of the morning are the most productive.

That is what led Amber Lambke and Allan Grinshtein to start a group called the New York Nightowls, a sort of study hall for entrepreneurs, freelancers and software developers who gather at 10 every Tuesday night and stay as late as 4 a.m.

“The goal is to come, get inspired, meet new people and get work done,” said Ms. Lambke, a creative consultant. “It’s six hours of uninterrupted, productive time where you’re surrounded by other creative people doing awesome things.”

It’s an interesting concept and complementary to Bootstrapper Breakfasts that start at 7:30am (although it’s hard to imagine much in the way of a common attendees). One of Cecily Drucker’s Startup Secrets was to “embrace the fertile void of sleepless nights. Lots of creativity can occur then.” I blogged about it in “Productive Larks and Creative Owls” inspired by Tim Berry’s observation: “As a morning person, I’m generally more productive. As a night person, I’m generally more creative.”

Also folks that are part of global teams may be up at this hour if it’s part of the workday for the bulk of their team. The New York Nightowls have met weekly for at least the last 17 weeks according to their Meetup site and groups have sprung up in a number of other cities:

I think there are interesting implications for co-working facilities, running a second and third shift in some locations might appeal to not only to natural nightowls but also members of global teams who are working time shifted.

Survey of Personalized News Aggregators

Written by Theresa Shafer. Posted in Tools for Startups

Gone are the days when you could read a couple of journals and get a good idea of what is going on in an industry. Today, the number of great sources has exploded.

The challenge is to manage all of these sources, fortunately almost all of them now provide a Really Simple Syndication (RSS) feed. Tools called feed aggregators merge the information from a set of RSS feeds into a single page that is, in effect, a “personalized newspaper.” This newspaper is always up to date from the latest blog posts and articles,  reducing the time and effort needed to check for new information from websites, blogs, and news sites.

Once subscribed to a feed, an aggregator is able to check for new content at user-determined intervals and retrieve the update. One of the problems with news aggregators is that the volume of articles can be overwhelming. As a solution, many feed readers allow users to tag each feed with one or more keywords which can be used to sort and filter the available articles into easily navigable categories.

I want to share my experience with using these familiar innovative news aggregators tools which allows me to build a collection of “industry-specific personalized newspapers”.

Survey of tools: Google reader, Netvibes, InfoMinder, and Eqentia

There are a number of simple tools like Google reader, Netvibes, FeedDemon, or Bloglines.  These feed aggregators are good at monitoring known RSS feeds. These tools offer very little assistance in finding new sources of information.  Also, they quickly fall apart when sorting through news items like press releases where duplicate copies show up on many different sources.  Sorting through duplicates is a waste of time and it makes it more likely for you to miss unique pieces of news.

These simple readers can be configured to display headlines, summaries, or the entire article. And, they may be configured as to how many articles to display. They don’t act like actual newspapers in that they will display the news for a given blog regardless whether the reader has seen it before.  For example one of my Google reader pages, still shows news from 2006, because that was the last time that blog was updated.  I have seen the article a hundred of times but Google reader does not remove it. Between the duplicate article issue and the lack of real-time updates of latest information, I have moved away from using Google reader type functionality.

Aggregators which offer enhanced functionality

Tools like iMorph’s InfoMinder offer more functionality to assist with duplicate article issue and focuses on real-time updates. Imorph’s InfoMinder is a hosted subscription service that allows you to track changes of web pages, blogs, RSS feeds and wikis.

I use InfoMinder because it combines Google Reader functionality with Google Alerts functionality to follow hundreds of vertical industry sources. Each day it sends me an email digest of all changes for the sites I am tracking. I can click through to a version of any of those pages to see all the changes since my last visit if needed.

Another tool that I use is Eqentia.  Like Google reader, Eqentia allows me to consolidate RSS feeds.  And like InfoMinder, Eqentia sends me a single email digest. Eqentia does a good job eliminating duplicate articles. Additionally, it has a knowledge portal that extracts key elements like company, people, subject, issues and regions. Filter and drilling down allows you to quickly find the latest news on a particular person, company or subject you are in search of.

Imorph’s InfoMinder consolidates multiple website and blog search tracking into a single email digest and continues to notify me of the latest updates of each site.  Equentia forwards a single email digest, eliminates the same (duplicate) articles produced by multiple streams, and provides additional knowledge settings which I set up to get specific information needed.

By using these specialized news aggregators, I now have gathered a large collection of “industry-specific personalized newspapers” and can quickly manage thousands of informative sites. This collection of personalized newspapers allows me to search for specific knowledge tracking, competitive intelligence, media monitoring and enhancing SEO quickly. I use the tools to track industries and maintain thought leadership.


  • Great Video by CommonCraft that explains RSS very well

Matt Perez on How Nearsoft Leverages Yammer

Written by Sean Murphy. Posted in 5 Scaling Up Stage, Consulting Business, skmurphy, Tools for Startups

I met Matt Perez in 2003 just as I was starting SKMurphy.  It was the tail end of nuclear winter in Silicon Valley and folks were trying to figure out what was next. We kept running into one another at various networking events and as we got to know one another realized that we both had a passion for technology and innovation.

After I facilitated the Conversation Central roundtables on “Global Teams” at the 2009 Design Automation Conference I decided that a significant shift was underway where not only were teams in larger firms more often global but startups and small technology firms were going global much earlier in their life cycle than had been the case in the 1990’s.  One of the enablers for this is a host of low cost collaboration tools. Some that are synchronous like Skype and real time dashboards,  and others that are “quasi-synchronous” like wikis, distributed source code management and Yammer. These tools  enable faster decision making because the team is able to maintain a “shared situational awareness.”

After a lunch with Matt in December where we had discussed this trend he agreed to share some of the ways that his firm, Nearsoft, was using Yammer and other collaboration tools to enable them to keep distributed teams providing development services and ongoing support in sync.

Q:  Can talk you a little bit about what your firm does? I understand that your focused is on outsourced product development.

Nearsoft is a software product development firm with operations in Mexico.  We work best as innovation partner to ISVs, SaaS companies and consumer-facing sites.  These businesses understand that software is at the core of their business and they demand to work with people who are as dedicated and serious as they are about building great software.

We specifically avoid working with businesses that treat their software as a “backroom” operation or, worse, as a necessary evil.

Q: How do you work with clients?

We work in long-term relationships with our clients.  We create teams around each client, with the right skills in the appropriate technologies.  As the new team learns about the client’s business, they can contribute to all aspects of it, not just the raw coding.

Short-term, project-based engagements don’t work for us and I don’t believe they work for clients, either.  It may work for doing something of the side, some throw-away code.  But for the core product, you want to have a stable team of people that work well together.

We invest heavily in hiring the best and brightest and have created an environment that helps attract and retain that level of talent.  A big part of that is because of the opportunity to work with leading-edge companies in the Valley as part of their core team.  If we had people work on little projects here and there, we would not get the good ones; or, if we got them, they would not stick around for long.

Q:  What collaboration tools do you use internally and with clients to support your methodology and your engagement model?

A: The first that comes to mind is Yammer, a Twitter-like system but for private use.  Our folks are used to Twitter, so using Yammer was a natural.  It works great for geographically distributed teams because it helps maintain a team presence.

In the situation where everybody in a team works out of the same office, team presence is a function of being physically in the office at the same time.  Without consciously checking, you know when people are “there” and when they’re not.  Yammer serves a similar function in that even if I am not reading each posting individually, I get a sense of people being “there” as the stream flows through.

It’s also a casual environment where people can jump in and out without much protocol.  If I am looking for somebody, I can just ask “anybody seen Joe?” and one or more people will respond.  Also, if people are joking around a particular event, you can also jump in and do the water cooler thing that’s part of social cohesion of effective groups.

Besides Yammer, we use Skype a lot.  For example, a group of us keep a Skype “group chat” open all the time that we use a lot like Yammer.  The reason we do it on Skype is that it’s easier to switch to voice conferencing when the text chats get too convoluted.

One of our client teams uses video all the time.  They use both Skype and Adobe Connect.

Of course, we also use a number of tools to keep track of open issues, source code control, etc.

Q: What has been the impact of Yammer on your ability to deliver results?

Yammer and Skype and the rest of these real-time tools give us and our clients the benefit of being in touch constantly. Little problems and misunderstanding remain “little,” they don’t snowball into big, hairy messes.  One person may say, “I am going to implement X using Y” and immediately another will jump in with “No, you shouldn’t use Y for reason Z.”  They may go back and forth in the text stream, clarifying things.  Then switch to voice or video.  Misunderstanding is cleared before any major work is wasted building the wrong solution.

Without something as immediate as Yammer or IM tools, the question may sit in somebody’s email for a day before anybody looks at it.  By then, the wrong solution may be finished only to be thrown away.

BTW, that is true for the folks working physically in the same office.  In many ways, it is more convenient to casually ask a question or make a comment using one of the tools than in person.  You can ask your question without “imposing” on the other people to drop what they’re doing to answer your question.  The other people can choose when to respond.  If they glance at it and see a “Google It” question, then they can just ignore it.  If it looks important, then they can direct their attention to it at their convenience.

Q:  What, if anything would you do differently?

When I started the company I tried several models before settling on the way we operate today.  It would have been nice if somehow I could have gone through that part of it a bit more quickly.

We’ve had a couple of startup clients that didn’t make through the crisis in 2009.  I thought they were dynamite businesses and wished they could have been able to stay in business.  We helped all we could but in the end they didn’t make it.

Q: What else have you learned from working internally and with customers in this fashion?

The most salient thing for me is that cultural alignment is key.  Effective communications include a ton of stuff that’s never said; it literally goes without saying.  There’s a lot of “you know what I mean?” in there and it would be too costly, emotionally and in time, to explain every little subtlety that goes on in a conversation.  Likewise, it can very expensive when people miss out any of those subtleties.  To deal with this you need to make sure that everybody in the team is aligned with the goals of the business and that they “know” what it takes to get there.

One example I can think of is when a developer is asked when he can get something “done.”  If we both don’t have the same understanding of what “done” means, then we are going to end up in hot water.

Q: Thanks for your time

For some outstanding examples of how to blend humor into an explanation of a complex service I would encourage you to take a look at  two of Nearsoft’s videos:

I really appreciate Matt’s willingness to talk about some of the practical challenges in working in a geographically distributed organization. If you would like to talk about lessons learned from your startup or innovative business practices that you would be willing to talk candidly about, please contact me and we can explore an interview that would be of interest to bootstrapping entrepreneurs.

Articles, Ideas, and Books That Have Changed My Life As an Entrepreneur

Written by Sean Murphy. Posted in Books, skmurphy, Tools for Startups

This is a start articulating a set of resources for entrepreneurs that are for the most part not yet widely appreciated as applicable to entrepreneurship but that have had a significant impact on my perspective. I welcome any suggestions or lists from readers for what has influenced you, and opened you to new perspectives on your entrepreneurial journey.

What follows are my two year old answers, in no particular order to a question on Hacker News:  Articles, Ideas, Books and/or Concepts that have changed your life.

I developed the list thinking about my approach to business and entrepreneurship, which is narrower than “life” and accounts for a lack of spiritual, marital, self-mastery, and personal improvement books and ideas.

  • Myers-Briggs Model for Personality
  • Four Steps to the Epiphany” by Steve Blank
  • John Boyd’s OODA Loop as a model for competitive decision making
  • Decision Analysis techniques: in particular decision trees, expected value of perfect information, and “good decision, bad outcome.”
  • BATNA (best alternative to a negotiated agreement) concept for negotiation planning
  • Secrets of Consulting” by Gerald M. Weinberg
  • Bionomics: Economy as Ecosystem” by Michael Rothschild
  • SimCity computer game
  • Analysis of Competing Hypotheses methodology
  • wiki (social process) model for small team collaborative document development
  • community of practice model for knowledge management
  • The Moon is a Harsh Mistress” by Robert Heinlein (in particular TANSTAAFL)
  • activation energy, catalyst, and phase change concepts from physics/chemistry
  • Amplify Positive Deviance model from Jerry Sternin (Save the Children)
  • The Empowered Manager” by Peter Block, in particular his trust vs. agreement matrix
  • Crossing the Chasm” & “Inside the Tornado” by Geoffrey Moore
  • Maneuver Warfare Handbook” by William Lind
  • “Change Your Brain, Change Your Life” by Daniel Amen
  • Micromotives and Macrobehavior” by Thomas Schelling
  • Appreciative Inquiry Techniques

Here are a few more techniques or perspectives that I have added upon some further reflection.

Two more after more reflection

  • TacOps computer game – you provide doctrine and guidelines to units with limited intelligence of overall situation but cannot micromanage.
  • Johari Window especially the blind spot and facade.

Three Useful Search Tools: Keskese, Surf Canyon, and WhosTalkin

Written by Sean Murphy. Posted in skmurphy, Tools for Startups

I have been using three tools on a regular basis that I think complement Google:

  • WhosTalkin searches a variety of conversations including twitter and blog feeds. It’s handy, quick and claims “Our search and sorting algorithms combine data taken from over 60 of the Internet’s most popular social media gateways.”
  • SearchCanyon is useful if you really want to drill down on a topic, you can click on intermediate results that were useful to refine your search. I find this approach to be more useful than Clusty.
  • Keskese searches Google, Bing, and Yahoo in parallel, it’s lightning fast, and overlays a set of suggestion keywords to help you to continue to refine your search. I think it’s more useful for “mapping out” a search, where SearchCanyon allows you to drill in much more deeply once you know what you are looking for.

SKMurphy Featured In Case Study For Central Desktop

Written by Theresa Shafer. Posted in Consulting Business, Rules of Thumb, Tools for Startups

SKMurphy was interviewed and selected as one of a dozen case studies on Document Management Solutions for Consulting Groups by Central Desktop. Read about our innovative approach at “Document Management Solution helps SKMurphy Consulting Group Increase Productivity.

We make some strong claims in the case study:

  • Increased productivity – approximately 5 to 10 times more productive
  • Significantly sped up decision making time on projects
  • Eliminated version control issues for faster review cycles

The baseline is E-Mailing documents and phone tag. We rely on the edit lock that Central Desktop show to prevent you from editing the same file at the same time as someone else (this happens more than you might think as you get close to a deadline) and find that setting update notification for two hours encourages other members of the team to contribute.

We use Central Desktop to work with all of our clients and have found that it allows us to respond with drafts much more quickly and to achieve a working consensus in a few hours to a day or two. We use it to rapidly prototype the content for key E-Mails, presentation outlines, datasheets, backgrounders, and other content or documents that are used in the sales or customer engagement process by our clients. Each of our clients has their own password protected workspace, as well as any attendee at a workshop who wants one. We also use them for projects with our partners.

We think this approach offers them the following benefits:

  • The workspaces are searchable and both the wiki pages and attached files are under version control so they good visibility and control over our joint work product, whether it is in planning stages, in process, or had been delivered.
  • Meetings and conference calls are more productive. We use the same wiki page can be used the agenda, notes in process during the meeting, and for minutes and action items afterward. There is one place to look for anything about a meeting and it can have hyperlinks to other content that was discussed. This is an order of magnitude more productive than reconciling a stream of E-Mails for agenda and minutes.
  • The workspace is the first place to look and it’s more easily organized than anyone’s inbox. It’s not uncommon for us to run a Skype text chat session for conference calls and append that to the meeting page as well. This is a lightweight approach to making meetings more productive and because things get documented immediately you have more of a complete archive as you add folks to the team or want to look back in two or three months to see what was decided.
  • We normally include the cost of Central Desktop in our engagement fees but have turned over the workspace to clients at the end of an assignment. One client we worked with in 2006 through 2008 had more than 550 pages and attached files in the workspace.

We have been working in wikis since we started in 2003. We chose Central Desktop in 2006 and phased other wiki platforms out except where a customer is already using one. We have more than a hundred distinct workspaces (some are archived) that have been used with clients, workshop attendees, partner projects, and internal projects.

We are happy to have a phone conversation if you are interested in trying to incorporate them into your business: Sean has given a number of talks on them as well if you would like a briefing or presentation for your group or event. We do not resell Central Desktop and we were not compensated by them for the case study: we agreed to talk about it because we have been satisfied customers for more than three years.

Related blog posts on wikis:

Maintaining Perspective on the Entrepreneurial Roller Coaster

Written by Sean Murphy. Posted in skmurphy, Tools for Startups

We had a great Bootstrapper Breakfast® in Sunnyvale this morning. One of the comments from an entrepreneur who was doing his first venture and making good progress was that he hadn’t anticipated how much of an emotional roller coaster doing a startup was with “higher highs and lower lows” than his earlier jobs.

One technique you can use to maintain perspective is the “Morning Pages” approach concept from “The Artist’s Way at Work” Write three pages in longhand first thing in the morning every day. It can be stream of consciousness, a journal, a story, or even “I don’t know what to write” over and over. There are a number of good techniques in the book, but this is the best one to start with. If, like me, your handwriting skills have deteriorated to the point that writing out more than a 3×5 card is both painful and illegible you can use a typewriter or a computer, but do it in a way that it stands out from your regular work location. Write in a coffee shop or at the breakfast table or a place you can associate with this activity distinct from work. You can also do it in the afternoon or late in the day if that’s a “dead spot” but you have to do it in a way that it represents a clear break from work.

The breakfast also allow you to listen to other entrepreneurs describe your same issues, for some reason–at least for me–when I hear someone else describe a problem I am also having I am able to engage my analytic and creative problem solving skills in a way that they are not available during introspection.

Some posts related to the entrepreneurial roller coaster:

20 Ways To Generate Leads

Written by Theresa Shafer. Posted in Customer Development, Tools for Startups

Most entrepreneurs we talk to these days is asking “how can I bring more customers into my business?”

There are no quick or easy answers here. Just some encouragement to try a new technique or two. You will need to develop a multi-pronged approach for your business. Sometime it takes thinking of creative ways to expand your current techniques. There are many ways to generate new leads, none are right or wrong. It is very personal – which will work for you, and the people you are trying to reach.

Which one of these are you not doing that you should try next?

  1. Referrals (also see Discount for Referral and What Can I Do to Build Referrals)
  2. Website
  3. Brochures/ Flyers
  4. Direct Mail Letters or Cards
  5. Seminars
  6. Give A Talk
  7. Blog (also see Getting Started and Good Blogging is Good Linking)
  8. Strategic Partnerships
  9. Google Adwords
  10. Craigslist
  11. Newsletters
  12. Press Releases
  13. Articles and White Papers
  14. Keep In Touch With Past Clients and Nurture Prospects
    1. Phone Calls
    2. Invite To Lunch
    3. Letters
    4. E-Mail
    5. Invite Them To Attend An Event With You
  15. On-line Business Directories
  16. Networking Meetings
  17. Post Purchases Follow Up
  18. Joint Ventures
  19. Warm Call
  20. Trade Shows

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