Cust dev columbia_9-12

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intro to customer development talk given to Columbia Business School class on entrepreneurship

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Cust dev columbia_9-12

  1. 1. @giffconstable giff@proof-nyc.com12 Tips for Customer Development Lean.  Prac*cal.  Innova*on.   Columbia Business School, Sept 2012
  2. 2. “A startup is a temporary organizationdesigned to search for a repeatable andscalable business model.” -- Steve Blank Columbia Business School, Sept 2012
  3. 3. 12 Tips for Customer Development1.  One person at a time2.  Know your goals and questions ahead of time3.  Separate behavior and feedback in discussion4.  Get psyched to hear things you don’t want to hear5.  Disarm “politeness” training6.  Ask open ended questions Columbia Business School, Sept 2012
  4. 4. 12 Tips for Customer Development7.  Focus on actual behavior, not speculative or abstract feelings8.  Listen, don’t talk9.  Follow your nose and drill down10. Parrot back or misrepresent to confirm11. Ask for introductions12. Write up your notes as quickly as possibleAfterwards: Look for patterns and apply judgment Columbia Business School, Sept 2012
  5. 5. Questions?giff@proof-nyc.com @giffconstablewww.proof-nyc.com Columbia Business School, Sept 2012

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