My favorite part of presenting the customer discovery process is a discussion of the attributes of listening that I got from Marshall Goldsmith’s “What Got You Here, Won’t Get You There“. This is a subset of the “Dating Skills for Engineers” presentation.
A big “Thank You” to Bill R for his presentation on the early days of the Saturn Development Group. Thanks Bill.
Listening Tips and applications of Customer Development
Here are some listening tips from Marshall@BusinessWeek
For those asking, “What does our investor pitch look like if we follow the customer development model?” Here is a great post, by the inventor of the Customer Development process, Steve Blank on Raising Money with Customer Development. I like his covering line
This is a radical departure from a traditional VC pitch. It will blow the minds of 70-80% of investors. The others will throw you out of their office.