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 [...]
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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. […]
I collect these quotes for entrepreneurs from a variety of sources and tweet them on @skmurphy about once a day where you can get them hot off the mojo wire. At the end of each month I curate them in a blog post that adds commentary and may contain a [...]
I recently did an in depth interview with Jen Berkley Jackson of The Insight Advantage on primary research tools. Jen works with companies to help them make sure that they understand their customers better than any competitor or potential competitor. Her firm performs primary research for clients, using a variety [...]
Mary Roach’s Stiff offers a tour of the afterlife: she answers the question what happens to our bodies after we die. She explores funeral homes, autopsies, medical training, medical research, crash testing, body armor testing, cremation, brain death, natural decomposition, and organ transplants among other topics. Is is meticulously researched. [...]
Theodore Zeldin gave a series of six lectures on conversation that were collected in slim book called “Conversation: How Talk Can Change Our Lives.” I found it offered a number of insights on what is needed for a serious conversation. And since serious conversation is one of the primary tools [...]
What seems natural, artificial, or supernatural is a function of familiarity. Nature is the background or context for innovation. The challenge is that we live in a world and culture formed by millennia of innovation so that some incredibly advanced technologies seem natural. The difference between technology and magic is [...]
I have known Jennifer Berkley Jackson of The Insight Advantage for the better part of a decade. I met her at a Breakfast for Management Consultants and have stayed in touch ever since. She wrote a great blog post last year on “Win/Loss Analysis, Your Secret Weapon for Success” and [...]
Q: I’m just about to get out of the building to validate hypotheses and start learning, but I have a problem with the business model canvas. I have been advised to develop detailed hypotheses before starting customer discovery. This is my startup and I have no idea how to fill [...]
We are diligent in getting feedback on our consulting performance. Here are four questions we use to help us to improve our practice. We also solicit feedback after every talk, seminar, and workshop that offer. We read all of it, and try and make new mistakes on the next iteration. [...]