Month: October 2011

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.  Click  http://skmbhide111026.eventbrite.com/?discount=WowzaMedia to attend at …

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What Happens When The “Come As You Are Party” is Over

“Nobody makes a video game about the quartermaster division, but armies win and lose on logistics and supply, and politics and diplomacy, and the work people do on the homefront.” Mike O’Malley in “History-ness and Video Games“ The first stage of a bootstrapped startup is a “come as you are” party. The founders are living …

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Expiration Dates: Deadlines and Commitments

Bootstrappers need to make commitments and meet deadlines to achieve their cash flow objectives. Deadlines and commitments are inextricably linked. Be explicit up front about how long offer is good or how long a customer needs to wait for delivery. Get them to be explicit on payment terms.

notebook to Organizing Your Experiment Log

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 are my lessons learned from taking …

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Malcolm Gladwell Suggests Appreciative Inquiry Into Inner-City Schools

From a Time Magazine December 2009 interview with Malcolm Gladwell I’ve always been fascinated by the idea that in inner-city schools, the thing they do best is sports. They do really, really well in sports. It’s not correct to say these schools are dysfunctional; they’re highly functional in certain areas. So I’ve always wondered about …

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Customer Development Conversations With Busy Prospects

Question from an entrepreneur in the midst of customer discovery for a new product. Q: We are preparing to launch our first product in a few months. Next week there is a conference sponsored by a professional society that represents one of our potential target markets.  We have already done about a dozen customer discovery …

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It’s the Picture on the Box that Sells the LEGO Set

A common  complaint an entrepreneur voices when they first try to explain why a prospect should pay for their product: “It’s difficult expressing the value proposition in just a few words because there are so many different ways to use it.” Many an entrepreneur with a new product Here are some things to try to …

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Selling to a Business Requires Conversations that Build Trust

I am always interested in having a conversation with a prospect. If you are hoping to infer needs from seeing them press a menu button with an icon or one or two words on it I think that’s a poor substitute for a conversation. I know that people cannot always predict what they need or …

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