Beware the Startup ADD Trap

Beware the Startup ADD Trap

Discovering and executing on your Scaling Point is a necessary requirement for growing a little company into a big one. But why is it so rare? There are two reasons why Startup ADD is an almost universal disease that is very hard to cure. First, starting up requires...
Startup founders need to play the category game to grow big

Startup founders need to play the category game to grow big

Tech startups and innovative businesses are out to create new industries, or at least put new twists on established industries. This creates a challenge for these entrepreneurs. Most are not prepared to answer the question, “What business are you in?” As...
Sorry, not all startups should be funded

Sorry, not all startups should be funded

Surprised at how hard it is to raise funds for your startup or growing business? Almost every entrepreneur I know who has tried to raise money is surprised by the incredible amount of time, effort and energy needed to raise equity capital. Some actually do raise money...
How a startup founder fixed his investor pitch

How a startup founder fixed his investor pitch

Last week I helped the founder of a software company with his 15-slide presentation for potential investors. His senior leadership team was there to contribute. We had already done the work on their focus strategy and growth plan, so the pieces were falling into place...
How to hire the right marketing leader for your startup

How to hire the right marketing leader for your startup

Every week, a CEO or business owner asks me if I know any great marketing leaders who could join their company to help them grow faster. I know a lot of great marketers, but my response to them is always the same: “It depends. What kind of marketing leader are you...
Your business is defined by what you say no to

Your business is defined by what you say no to

Your audience doesn’t always hear you as clearly as you think they do. What your business is and why it exists may be clear in your head, but most entrepreneurs are surprised when they ask their prospects, customers and even their own employees to describe their...
Three brothers and their billion-dollar businesses

Three brothers and their billion-dollar businesses

Last Friday I had the opportunity to interview three entrepreneurs who have created billion dollar companies at the Venture Madness investor event in Phoenix: Justin Kan, Steve Huffman and Daniel Kan. Justin, Steve and Daniel have each created companies worth over a...
How your startup can be more credible and less crazy-looking

How your startup can be more credible and less crazy-looking

Have you ever delivered a great sales pitch to an ideal buyer but they didn’t call you back? Or made a great presentation about your new business idea but the audience didn’t buy in? Your pitch may have been flawless, your argument clear and your demo powerful. Still,...