The art of entrepreneurship and the science of Customer Development is not just getting out of the building and listening to prospective customers. It’s understanding who to listen to and why.

Five Cups of Coffee

I got a call from Satish, one of my ex-students, last week. He got my attention when he said, “Following your customer development stuff is making my company fail.” The rest of the conversation sounded too confusing for me to figure out over the phone, so I invited him out to the ranch to chat.

When he arrived, Satish sounded like he had 5 cups of coffee. Normally when I have students over, we sit in the house and look at the fields trying to catch a glimpse of a bobcat hunting.