A Professional Always Specializes

I watched the Grey Fox recently as was struck by two pieces of dialog.   Richard Farnsworth plays Bill Miner, "the Grey Fox" a train robber and "gentleman bandit." When asked by another ex-convict to take up robbing banks instead of robbing trains he answers: Bill Miner: "A professional always [...]

By |2011-10-30T22:27:58-08:00October 30th, 2011|Rules of Thumb, skmurphy|0 Comments

Founder Story: Eric Deal, Cyclic Design

This originally appeared in EETimes on-line as "Eric Deal bounces back from a startup shutdown to establish Cyclic Design" on Dec-20-2010. I met Eric Deal, president of Cyclic Design, through the IEEE Consulting Network of Silicon Valley and was impressed by his energy and enthusiasm in bouncing back from one [...]

By |2014-05-11T19:25:54-08:00October 26th, 2011|Founder Story|0 Comments

Dave Stubenvoll Guest for “Origin & Evolution of New Business” Oct-26-2011

Our "Book Club For Business Impact" promises actionable insights for entrepreneurs and change agents, drawn from the panelist's experience and informed by the book's content. Dave Stubenvoll, CEO of Wowza Media, joins the discussion of Amar Bhide's "Origin and Evolution of New Business" this Wednesday October 26 at Noon PDT.  [...]

By |2012-12-08T15:24:53-08:00October 25th, 2011|Books, skmurphy|2 Comments

Founder Story: Ghislain Kaiser, Docea Power

This interview originally ran Nov-4-2010 at "Docea Power Successfully Bootstraps As a New EDA Player." I had a chance to catch up with Ghislain Kaiser, CEO of Docea Power, a promising new startup based in France. Their product, Aceplorer, has been gaining increasing acceptance in the power and thermal management [...]

By |2012-04-17T12:02:58-08:00October 24th, 2011|Founder Story|0 Comments

Business Model Representations

In a blog post last October entitled "Entrepreneurship as a Science – The Business Model/Customer Development Stack" Steve Blank suggested Alexander Osterwalder and Yves Pigneur defined a business model as how an organization creates, delivers, and captures value. More importantly they showed how any company’s business model could be defined [...]

By |2012-12-08T15:23:10-08:00October 22nd, 2011|Customer Development|6 Comments

Tips for B2B Customer Development Interviews

This post on customer development interviews is one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews please sign up for a no cost no obligation office hours session and I will be happy to help you rehearse or de-brief. Here [...]

Appreciative Inquiry Mind Set Essential to Customer Discovery

Appreciative Inquiry is a mind set that is essential in customer discovery. It encourages you to look for what’s working in an potential customer’s organization and “work with the grain of the wood.” It enables you to build on demonstrated strengths and accomplishments in framing your solution to a critical [...]

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