Be clear with customers about what is on your product roadmap. We recently did some win/loss interviews for a client to collect stories on why a customer purchased–and why a prospect failed to purchase. When we asked one customer about the quality of their support we got an answer that was initially a little surprising: “We […]
Be Clear on Product Roadmap to Customers Read More »
PATCA had a thought provoking dinner meeting tonight on “Time Management: An Hour Saved is an Hour to Earn Revenue.” Here is my recap.
PATCA Roundtable on Time Management Read More »
Verdafero adds predictive analytics to enable commercial property owners to forecast utilities costs for individual buildings or a portfolio.
Verdafero Adds Predictive Analytics Read More »
Kenopsia is a neologism coined by John Koenig for “the eerie, forlorn atmosphere of a place that’s usually bustling with people but is now abandoned and quiet” like the “bare ruined choirs” of Shakespeare’s Sonnet 73. What follows is one of my “Spiritual Sundays” posts. It’s a meditation on loss and impermanence.
Kenopsia: Bare Ruined Choirs Where Late the Sweet Birds Sang Read More »
Dr. Donald Barnhart of Optica Software walks through the new bidirectional interface between Optica and BeamWise that allows Optica users to create 3D mechanical models, assembly drawings, and costed bill of materials for their designs.
Demo of BeamWise Integration with Optica Software Read More »
Before you can close a deal you need the phone to ring–you need leads. This issue we look at lead generation.
Newsletter: Lead Generation Read More »
StartupLJackson was the alter ego of Parker Thompson (@pt) who tweeted insights for entrepreneurs from 2011-2016. Here are my pick for his seven best with some additional commentary.
Seven Best Insights From StartupLJackson on Startups Read More »
A common mistake technical entrepreneurs can make is to focus on what’s easy to build, and enter a market with dozens of competitors without thought to differentiation. Or to hope that by making it “free” they can make money by selling ads.
Q: A Google Search Finds Dozens of Competitors, What Now? Read More »
I have learned the hard way whenever I wish for smarter prospects it means I need to improve my presentation, demo, or proposal: whatever it is that I have offered them that they didn’t understand, or believe, or decide to act on.
If You Need Smarter Prospects, You Need a Better Message Read More »
You can follow @skmurphy to get these quotes for entrepreneurs hot off the mojo wire or wait until they are collected in a blog post at the end of each month. Enter your E-mail address if you would like to have new blog posts sent to you.
Quotes For Entrepreneurs–-March 2016 Read More »
Someone recently sent an E-mail began “At the risk of sounding like an infomercial…” to a list several thousand subscribers that I am a member of and I was moved to write down a list of phrases to think twice before saying (or writing).
Think Twice Before Saying Read More »
In 2006 Eben Moglen gave the keynote address at the Plone Conference 2006 that traced the evolution of economies from steel to software to collaboration. Here are some key excerpts with commentary.
Eben Moglen: Steel to Software to Collaboration Read More »
I found “101 Things I Learned in Engineering School” by John Kuprenas and Matthew Frederick very useful. It’s a great book full of very clear illustrations and examples for most of its 101 two-page chapters. Here are ten more rules of thumb for entrepreneurs from the second half of the book.
Ten More From “101 Things I Learned In Engineering School” Read More »
David Binetti, Using Innovation Accounting for Valuation and Risk Management David Binetti discusses the challenges of using traditional accounting methods to evaluate the ROI of innovative projects with highly uncertain outcomes. He proposes the use of “innovation options” as a way to better manage this uncertainty and align the interests of product teams and finance
David Binetti’s Innovation Accounting Model Read More »
P.T. Barnum wrote “The Art of Money Getting: The Golden Rules for Making Money” in 1880 at the age of 70 when he was already an accomplished businessman, politician, philanthropist, and author–after his hugely successful 1855 autobiography “The Life of P.T. Barnum: Written By Himself.”
P. T. Barnum’s Golden Rules For Making Money Read More »
You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as
Q: How Can I Maximize ROI and Minimize Risk? Read More »
Each interaction with a business prospect or a customer has to promise an exchange of value: their time or money for at least the strong possibility of benefit. Many of the startup fantasy camp customer development training models neglect this and teach beginning entrepreneurs to rely on the kindness of strangers. This may work in
Q: How Do We Get A Business Prospect To Talk To Us? Read More »
You may have been the smartest person in the room for a long time, but getting into a room with a customer changes that because a key knowledge domain of interest is the customer’s situation and needs. Here are some suggestions for how to keep learning instead of acting like the smartest person in the
When You Are No Longer The Smartest Person In The Room Read More »
You can follow @skmurphy to get these quotes for entrepreneurs hot off the mojo wire or wait until they are collected in a blog post at the end of each month. Enter your E-mail address if you would like to have new blog posts sent to you. Leap Year: What Are You Going To Do
Quotes for Entrepreneurs–February 2016 Read More »
We are offering our “Getting More Customers” workshop 9:00am-1:30pm on Sat-Apr-23-16. Spend a morning working on your business with a mix of lecture, discussion with peer entrepreneurs, and reflection and writing. You will leave with a plan for getting the phone to ring and your inbox to fill with inquiries.
Getting More Customers Workshop April 23, 2016 Read More »
