Thoughts, ideas, and lessons learned from real-world customer engagements and interactions...
Come on – why would they want to help us?
24 Jan 2010 | No Comments | posted by admin | in Customer Development, Requirements Gathering
This week as we kicked off an engagement with a new client, we went through the typical kick-off meeting where we discuss more about their solution and our process. We explain the high level concepts of the Customer Development process and how we fit in to this methodology with our process of identifying, contacting, and collaborating with potential clients of their solution. And just like clockwork, the standard question came out…”Why would these companies and the key decision makers within these companies want to help us?”
The answer to this question in many ways is simple. However, it is only once we have had the opportunity to explain it to the client does it truly appear to be simple. The following is how we approach answering this question, and hopefully it may be able to help you as part of your Customer Development process….
Are you truly listening?
13 Jul 2009 | No Comments | posted by admin | in Customers, Potential Clients, Requirements Gathering, Sales
Are you truly listening?
There was a post on the Forbes.com – Entrepreneurs section titled Learning the Art of Listening. It was written by Dr. Steven Berglas, and it covers the topic of knowing how to truly listen. Where this comes into play is that our business is about not only uncovering the truth of your product or service from your customers and target markets perspective, it is about knowing how to truly listen to them to uncover the opportunities that exist. Until you know how to actively listen, you may be missing out on some great opportunities to grow your business.
