Worry about a good customer reference more than getting paid. A reference will lead to payment, but just because they pay does not mean they’re a reference. Plan for gaining customer references by starting with a request for feedback don the quality of your services and the business results you enabled.
Plan For Customer Reference as Much as Payment Read More »
Having a public reference, testimonial, or case study is a significant risk reducing asset for a startup. It’s prudent to negotiate the level of reference in parallel with price.
Negotiate the Level of Reference in Parallel with Price and Others Terms and Conditions Read More »
On Veterans Day 2008 we honor those who have served in the military and lived: thanks for putting your life on the line for all the things we hold dear.
There will be a birds of feather meeting for EDA bloggers at ICCAD 2008 on Wed-Nov-12-2008 at 4-6pm in the Fir Room.
EDA Bloggers’ BoF at ICCAD 2008 Wed-Nov-12 4-6pm in Fir Room Read More »
The challenge with overnight success in a startup–like many things–is the time needed to integrate many inputs, your own hopes and fears among them.
The closing slide in our Idea to Revenue Workshop says In The Beginning…The Founders Are The Business. To Keep The Business Viable, Learn Faster Than the Competition. Successful Entrepreneurship Is a Self-Improvement Project.
In the Beginning…the Founders are the Business Read More »
A look back over the last seven years to provide a context for an assessment of the EDA business climate and prospects for the future.
EDA Business Climate: A Retrospective Read More »
I have several rules of thumb I follow to avoid sending and email I regret. I don’t hit send after 8pm, or when I am angry, or when the other person is angry, or when a phone call is called for.
How I Avoid Sending Email I Regret Read More »
The history of Silicon Valley is properly anchored by the founding of Federal Telegraph in 1909 by Cyril Elwell, marked by California Historical Marker 836.
History of Silicon Valley: It’s 100 Years Old Read More »
I met Scott Sambucci when I spoke at TVC in July of 2007 in Menlo Park as a part of their “Entering the Entrepreneurial World” seminar. He was kind enough to blog about his takeaway from the talk in “Definition: Entrepreneurship” where he concluded that even though it was a noun it should be defined
Scott Sambucci on “An Entrepreneur’s Lessons Learned” Read More »
The last six weeks or so I have encountered a number of folks who have decided to use the downturn to launch their consulting career. Typically they have been encouraged in this by their former employer who has given them a large check a lot of free time. But some have chafed at cubicle life
Using the Downturn to Launch Your Consulting Career Read More »
Many start-up founders believe that the sales process should be this straightforward: Get the phone to ring (or e-mail inbox or skype or web contact form) Tell your prospect about your offering Take the order Alas it is normally not this simple, especially if you are selling to businesses. We do encounter some startups that
How To Measure Your Lead Generation Effectiveness Read More »
The third form of happiness, which is meaning, is again knowing what your highest strengths are and deploying those in the service of something you believe is larger than you are. There’s no shortcut to that. That’s what life is about. Martin Seligman interview in Edge “Eudaemonia, The Good Life“ Here are three activities to
Getting Your Startup Through the Downturn is a Marathon Not a Sprint Read More »
In April of this year I started to post quotes for entrepreneurs on @skmurphy. Enter your E-mail if you would like new blog posts to your inbox.
Quotes For Entrepreneurs – October 2008 Read More »
What follows is an e-mail thread converted into a blog entry. I got a suggestion on our contact form related to the Startup Maturity Checklist: Some software companies will require you to sign an NDA before giving a presentation or sharing any other details about the company’s product. You may want to add this to
Why NDA’s Are Not On the Startup Maturity Checklist Read More »
Entrepreneurial focus means answering three related questions: what are we good at, how can we tell and how do we measure it, who wants it and how do they value it?
Entrepreneurial Focus: Right Layer, Right Problem, Right Time Read More »
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. Customer Development for a Consultants in a Downturn Q: I just completed my first two years of consulting–which were spectacular–after 20+ years of full time
Customer Development for a Consulting Practice in a Downturn Read More »
The October 2008 issue of Inc. magazine made it to the top of my reading pile today and I was delighted to read another great “Street Smarts” column by Norm Brodsky “Secrets of the $110 Million Dollar Man” which offers ten guidelines for starting a successful business.
Norm Brodsky’s Guidelines For Entrepreneurs Read More »
We had a great set of entrepreneurs at our “Idea to Revenue” this afternoon. The class was sponsored by CINA,the Chinese Information and Networking Association and held at Fenwick & West in Mountain View. Here are some of the comments from the feedback form: “Great overview of the early stage entrepreneurial process. I liked the
Comments From Today’s “Idea to Revenue” Class at CINA Read More »
There is a risk of complacency for start-ups (and even larger firms) who have achieved a level of security in their first niche. Markets change, consumer needs change, and you need to continue to explore opportunities to sell your offering to new customers–non-customers–even though it’s a much harder sales process than a renewal, upgrade, or
Non-Customers Are Where Important Changes Often Start Read More »
