“Skunk Works” by Ben R. Rich is a worthy sequel to Kelly Johnson’s “Kelly: More Than My Share of It All.” It brings the story of the Lockheed Skunkworks, founded by Johnson, up to 1995. There are a number of lessons for technology entrepreneurs.
Entrepreneurs often ask themselves “Is my product meh?” out of a fear of making a fool of themselves. Here are some objectives questions to ask yourself to get a more balanced perspective on your situation.
Work with trusted partners open kimono: disclose relevant financials, plans, and internal processes to increase synergy. Play a long game.
This is a practical overview of social capital, an essential concept for bootstrappers despite being hard to measure. I offer suggestions for growing your business network, and enhancing your reputation, explaining why increasing social capital creates value for your startup.
This is a ten minute interview (audio and edited transcript) I did with with Patricia Watkins on July 24-2020. Patrica is an experienced salesperson and sales executive who’s been helping companies drive sales for more than two decades. We discuss some of the challenges you need to manage during a major economic disruption. We look …
Interview with Patricia Watkins on Managing Sales In a Downturn Read More »
This post on B2B customer development interviews builds on one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews, contact us. Here are my lessons learned from taking part in interviews where the startup planned to offer a product or service to a business. …
An SKMurphy Mastermind Group is an ongoing series of facilitated conversations among serious entrepreneurs. It enables collaboration on problems and opportunities and fosters joint accountability around effective ongoing action.
Serge Toarca offers three good reasons to consider starting in a smaller market in “Why the hell am I building a product with a tiny market?” I offer another ten.
In “My Billion Dollar Mistake” Hiten Shah shares four lessons he learned from the early successes and ultimate eclipse of KISSMetrics.
My longer answer to “Do you ever get the feeling that everything you know is wrong?” The short answer is “yes, every few years.”
Professional services innovation requires deepening your understanding of customer needs and emerging problem areas, deepening expertise, and incorporating technology and specialized tools into service delivery.
Key points from Mary Sorber’s presentation on “Qualitative Research: Problem Exploration for Lean Startups” at Lean Culture July-31-2018.
The October 2018 Great Demo! Workshop at Embassy Suites by Hilton in Milpitas that past attendees have stayed at and enjoyed. A list of other nearby hotels.
A Bootstrappers Breakfast is “counter-cultural” to the VC ecosystem focus at many events for entrepreneurs in Silicon Valley. Here are seven ways that we take a very different approach to facilitating events for entrepreneurs compared to most others in Silicon Valley.
Suhail Doshi, founder of Mixpanel, shared a candid assessment of mistakes he made in the first 18 months of the six startups he has founded in “The first 18 months of starting a company: it’s life or death.” Here are 7 key pieces of advice that highlight mistakes first founders typically make.
The difference between scouting a new market and scouting a promising market is that the former may not exist–or come into existence–while the latter clearly exists because it’s already occupied.
Customer development–discovery driven sales–requires that you first understand the customer’s problem then present a vision of a solution. If that is acceptable you can proceed to a demonstration that provides technical proof of value.
I re-read “Up the Organization” by Robert Townsend and was struck by how many of his insights were still applicable. The first chapter offers a recipe for breakthrough impact: combine clear goals with delegation based on expertise.
“So Good They Can’t Ignore You” by Cal Newport offers a very good model for creating a good career or prospering as an entrepreneur.
Offering expert consulting means developing a specialization and focus that enable you to execute with distinction. The phrases “finding the niche for your product” and “product market fit” are essentially equivalent. A key definition of a market is that members reference each other’s buy decisions and therefore building up a set of references lowers your …
How Do I Move From Being Capable to Offering Expert Consulting? Read More »
