Customer Development

I Don’t Understand, We Won the Argument, Why Didn’t We Win The Sale?

It’s Rare That You Are Actually Bringing Fire To The Savages If you think you are so much smarter than your customers that you are “bringing fire to the savages” you will find it hard to learn from them and hard to actually close deals. What follows are three true stories. We Won The Argument, …

I Don’t Understand, We Won the Argument, Why Didn’t We Win The Sale? Read More »

Saras Sarasvathy’s Effectual Reasoning Model for Expert Entrepreneurs

Update Feb-24-2011: Since I first wrote this in 2010 the Effectuation.Org site has been considerably upgraded and contains a lot more information on research on entrepreneurship by Saras Sarasvathy. Recapping ideas, papers, and books that had changed my life yesterday reminded me of Saras Sarasvathy’s Effectual Reasoning Model from her 2001 paper “What Makes Entrepreneurs …

Saras Sarasvathy’s Effectual Reasoning Model for Expert Entrepreneurs Read More »

Customer Development Proceeds in Parallel with Product Development

Steve Blank had a great post today “Building a Company with Customer Data, Why Metrics Are Not Enough” that highlights the need–even for Web Startups–to get out of the BatCave and talk to strangers who may be potential prospects. Engineers in particular can feel that this is not as productive a use of their time …

Customer Development Proceeds in Parallel with Product Development Read More »

Conference Call on Customer Development for Entrepreneurs Thu-Jun-18

Brant Cooper and I are doing another conference call for entrepreneurs actively engaged in customer development. We facilitated one on June 3 and  have another planned for 1pm Thursday June 18. To participate, you must: be actively engaged in practicing customer development principles; clearly articulate one or two issues that you would like to discuss; …

Conference Call on Customer Development for Entrepreneurs Thu-Jun-18 Read More »

Conference Call on Customer Development For Entrepreneurs Wed-Jun-3

One of the challenges with customer development is that it involves not only formulating and testing hypotheses about your customer and their specific needs but also uncovering hidden assumptions that may be holding your team back. If you feel you’ve hit a brick wall in your efforts please sign up for a free teleconference session …

Conference Call on Customer Development For Entrepreneurs Wed-Jun-3 Read More »

Spanish Method: Pay For Customer Development Per Iteration

I came across a very thought provoking approach to customer development, or at least offering consulting services for customer development (a subject at least of personal interest to me). Juan Paredes’ “Spanish Method” is outlined in his “First Iteration of a New Minimum Viable Service“: I don’t price by project or by hour. I price …

Spanish Method: Pay For Customer Development Per Iteration Read More »

Steve Blank on Leaving the BatCave to Learn from Customers

Steve Blank’s “Four Steps to the Epiphany” was a source inspiration in founding SKMurphy, and I was delighted to see that Steve has started blogging and it seems clear to me that he is using his blog to develop a companion volume. This one is more personal and uses specific experiences from his life to …

Steve Blank on Leaving the BatCave to Learn from Customers Read More »

Other Customer Development Models

In “The Challenges of Measuring Non-Existent Markets” Scott D. Anthony outlines four principal challenges in measuring non-existent markets: Data does not yet exist. When a market doesn’t exist, there are no baseline market research reports or time-series data sets to analyze. Lack of comparable products. Without existing data, there is a natural tendency to look …

Other Customer Development Models Read More »

Rainmaking

Customer Development for a Consulting Practice in a Downturn

What follows are some real questions I have answered either face to face or in e-mail over the last 90 days in response to the current downturn in Silicon Valley. Q: I just completed my first two years of consulting–which were spectacular–after 20+ years of full time work. But long term clients have just dropped …

Customer Development for a Consulting Practice in a Downturn Read More »

Scroll to Top