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Why is an Enterprise Sale So Complex?

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.

Working Capital Vol1

Download Working Capital Worksheets

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 …

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Making Business Decisions in Uncertain Times

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 …

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Key Questions to Answer Before Adding A Feature to Niche Software

A niche software supplier provides expertise and functionality that individual firms in an industry would find more expensive to develop on their own. Managing the feature content and evolution of the feature set requires that a reasonable fraction (for example at least 30-40%) of the customer base needs the feature so that they feel they …

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Am I Making A Fool Of Myself?

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 …

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