Our ambition is to give you inspiration for performing international business development on a shoestring budget.
A scientist wants to spend her time conducting research and not moving paper around, digging through emails and chasing Excel files in hidden folders.
No matter how many yellow post-it notes you have filled and organised on a whiteboard and no matter how much desk research you have undertaken, the final test of your product/market-fit is how [...]
Where to Play may sound like a book for startups - which it also is - but it can be applied by anyone who finds their conversion rates too low or their revenue forecasts too shaky.
The objective of having an Ideal Customer Profile was to focus our efforts on those customers we believed would get the most value from using our software and where our customer acquisition cost [...]
When you are not yet a recognised brand in the market, then designing a predictable revenue generation process requires that you get two crucial concepts nailed:
A virtual company is usually the term used for businesses that do not have a physical presence. You can buy from them and sell to them, but you cannot ask for a meeting at their offices because [...]
I believe small companies need to spend more time thinking, researching and planning before they execute. And when they execute, I want them to think of it as an experiment rather than the final [...]
If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]