The Lean Start-Up: 3 Important Lessons Learned


1) Launch. Learn. Re-Launch. Experience: In 2008 we went through the experience of leveraging the Internet in our business. It was great because we began to work faster and more efficiently. We began listening to our customers and understanding their problems and their needs; our commitment to them … [Read more...]

What is the value? Where is the value? Who perceives the value?


You have been making value perceptions and value judgments your entire life. You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. It’s the … [Read more...]

Drill or hole? What are they buying – and what are you selling?


A guy walks into a hardware store and says to the clerk, “I need a drill.” Clerk says, “Well, not really. You want to make a hole.” If you’re in retail and your customer comes in and says, “I need a drill,” or “I want a drill,” or “Where are the drills?” you, the salesperson, begin some … [Read more...]