by Lea Strickland | Apr 1, 2011 | The Street (the street.com), Viability
The Idea That Counts: What Customer Wants It isn’t what a company wants to sell that matters, but what the customer buys. Just ask Ford(F), which has dropped low-performing brands and replaced a pre-recession focus on big trucks with an emphasis on lower prices,...
by Lea Strickland | Apr 1, 2011 | Start-up, The Street (the street.com), Viability
Start-ups’ Early Sales Don’t Guarantee Success Start-up technology firms often fail because they consider the first commercial milestone — paying customers — a determinant of long-term success. The actual sale to a prospect that is enthusiastic...
by Lea Strickland | Sep 28, 2009 | Business Articles, Viability
“Ideal” Customer A frequently asked question is “Who is your ideal customer?”. This question is most often asked to solicit information on the characteristics of the customer who does or will make purchases from you. Those market and “personal” characteristics are...
by Lea Strickland | Sep 28, 2009 | Business Articles, C.O.R.E. Business System, Capability, Commercialization, Credibility, Government Funding Compliance, Viability, Visibility
Commercialization: Viability, Visibility, Capability, and Credibility To begin a discussion of commercialization, we must begin with a few definitions. First, for convenience, the term “product” will be all inclusive of the following: technology, software, protein,...
by Lea Strickland | Sep 28, 2009 | Business Articles, Viability
Price Taker or Price Maker – Cost Matters A frequent refrain of businesses is “there is no need to understand the cost (of the product, service, process, line of business, division…), because the market sets the price”. The market may indeed set the price – usually...
by Lea Strickland | Sep 28, 2009 | Business Articles, Resources, Viability, Visibility
Finding Resources – Investors, Funding, and the Story to get Them Every venture begins with an idea and the resources of the founder(s). Then come other sources, including MCDV (the credit card companies) and our friends, family, and acquaintances. Once we’ve tapped...
