Practice library

Connect a specific customer problem to a proposed service and a paying customer.

Examine what interviews and a paid pilot do, and do not, establish.

Explain the contribution from a sale before making claims about profitability.

Respond to a serious challenge without inflating traction or abandoning the proposal.

Protect what the pilot needs to test while responding to a buyer’s demands.

Revise the plan after new delivery costs challenge the original economics.