Case studies are critical to convincing B2B prospects to investigate your product and encouraging them to buy. Here are our key principles for developing effective case studies.
Key Principles for Developing Effective Case Studies Read More »
Sean Murphy gave a workshop at PATCA in January of 2025 on Planning for 2025; here is the video, transcript, worksheet, and slides.
Workshop at PATCA on Planning for 2025 Read More »
A recent conversation between Micah Boster on market insertion. We discuss how B2B startups develop the right product for the right market, and manage the introduction.
Micah Boster on Market Insertion Read More »
Here are seven tips for taking full advantage of a conference: how to prepare, planning your schedule, effective networking, taking notes, and following up.
Seven Tips for Taking Full Advantage of a Conference Read More »
Our checklist of red flags for co-founders. Evaluating these signs early on can help co-founders and teams address issues before they escalate and determine whether a partnership is viable in the long run.
Red Flags: Identifying Incompatible Co-founders Read More »
A good nurture campaign is a process by which leads are tracked and developed into sales-qualified leads–prospects who are ready to buy.
Tips For A Good Nurture Campaign Read More »
We use a four phase project planning model we call 1-2-4-1 which allocates time to planning, prototyping key challenges, finishing the bulk of the work, and polishing.
Chalk Talk 1-2-4-1 Read More »
I had earlier blogged about the Incomplete Manifesto for Growth: Eight For Entrepreneurs, this is a follow on post that selects eight more statements by Bruce Mau for your consideration.
Eight More From An “Incomplete Manifesto for Growth” by Bruce Mau Read More »
An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. This article is the result of a collaboration with Brendan McAdams (@BrendanMcAdams), a sales and marketing professional focused on B2B clients in healthcare.
Why is an Enterprise Sale So Complex? Read More »
Copy or download our Intellectual Capital Worksheet Fill out my online form.
Download Intellectual Capital Worksheet Read More »
Copy or download our Financial Capital Worksheet Fill out my online form.
Download Financial Capital Worksheet Read More »
Please copy and download the worksheets. Social Capital Worksheet Building a strong social network is critical to every new business. This is the set of business relationships that have been established with customers, partners, suppliers, and prospects. These business relationships enable access to domain experts, introductions to potential cofounders and early employees, and conversations with
Download Working Capital Worksheets Read More »
Business leaders today are faced with business challenges and a level of uncertainty that is unprecedented in recent memory. Established approaches and well-tried options no longer work, forcing us to make business decisions in uncertain times. This article collects some useful tips for making better business decisions that I have learned over the last 40
Making Business Decisions in Uncertain Times Read More »
Austin Kleon has a short section, “Make Lists,” in his new book, “Keep Going.” He offers several suggestions for different types of lists; I have selected four to explore in some detail because I think they are most appropriate for entrepreneurs.
Austin Kleon on Making Lists: To-Do, Ideas, and Do’s & Don’ts Read More »
Take our self-assessment to verify that your team is working on the right risks. Identify the capabilities you need to develop next.
A Self-Assessment: Are You Working on the Right Risks? Read More »
A summary of my personal experience and our firm’s perspective on what practical steps early stage startups should take for competitive intelligence.
Competitive Intelligence for Bootstrapping Startups Read More »
Birds of a feather flock together: in addition to asking for referrals, entrepreneurs exploring a new market are well advised to ask early prospects what groups or communities they belong to. Here are some techniques we have found useful for getting oriented to a subculture or community of practice.
Getting Oriented to a Subculture or Community of Practice Read More »
Is it prudence or procrastination? Some simple tests for determining whether you need to gather more information or act now based on what you already know.
Is it Prudence or Procrastination? Read More »
In “Thinkertoys,” Michael Michalko (@MichaelMichalko) describes “The Phoenix Checklist” as a rich set of questions developed by the CIA designed to help agents look at a challenge from many different angles.
The Phoenix Checklist for Framing a Problem and Its Solution Read More »
Entrepreneurs need to focus on innovation or the first reduction to practice of an idea in a culture because this is the critical precursor to customer value.
Innovation is the first reduction to practice of an idea in a culture Read More »
