Tag Archives: common sense

Build it…and they will NOT come


Before 2003 when Steve Blank wrote his now famous best seller, The Four Steps to the Epiphany, the dot com bust need not have happened.

His book became the basis of Lean Startups with his Customer Focused model. Before then it was all Product Focused, in that startups planned their product or service to the nth degree and ignored customers because “If you build it they would come.”

They didn’t.

Unfortunately their budgets went into developing and producing the best, shiniest widget they could possibly make.

There was just one problem – no customers. Their product was either too expensive, or didn’t have enough features or had too many.

It wasn’t their fault, this is the way they, and every other startup, were taught.

A precious few identified the one great but simple flaw in this way of thinking, in that the customer had not been consulted before the product had been produced. Until this ‘epiphany’ no-one had thought to ask the potential customer whether what they were building actually solved a problem for them, at a price they would be willing to pay.

One of the notable exceptions is Steve Jobs, who produced products we didn’t know we wanted until we saw them, and then we had to have them!

Until Steve Blank wrote his book pointing out this simple error, hundreds of millions of dollars had been wasted. True, some of them had successful IPO’s where the clever investors took their profit and ran before debtors came calling, but it was only a matter of time before the bust came after the emotionally charged boom finished.

Ignore potential customers at your peril.

And they did…and closed their doors.

Eric Reis wrote an excellent book nearly ten years later when the term ‘Lean Startup’ was born. He directly credits Steve Blank’s book as having been the catalyst for this.

Today one of the very first questions asked by potential investors, and on shows such as ‘Shark Tank’ is, “How many have you sold?” and “Have you researched the market to see if people want this and will buy it?”.

Strange as it may seem, but these questions are relatively new concepts to startups… except for the successful ones.

The idea of living on baked beans for six months to a year validating that your market exists, finding out what your customers want your widget to look like and how much they were prepared to pay for one (hopefully at a price point sufficient to make a profit), had only occasionally been considered.

Until Steve Blank wrote his book and out of it came the term ‘Lean Startup’.

It may seem obvious now that you must obtain customer validation before spending a fortune on manufacturing your goods and marketing them, but at the time of the dot com boom all investors wanted to know was; do you have a website and does it have ecommerce? That is, can customers buy online.

If the answers to both questions was yes then you received a rather large mountain of cash.

And ran out of it a year or so later.

So, if you are a budding entrepreneur, talk to potential customers before you build anything. Preferably, obtain contracts from one or three saying that if you make this product, and it does what they want it too at their acceptable price point, they would buy it. This way your first customer/s are already ‘in the bag’ and they can provide you with essential feedback as you make changes, fine tuning your product.

Knowing who your customers are, where they are and how you can reach them is critical these days. The dot com bust hurt a lot of people, thankfully most have learned from their mistakes and will not give you one cent if you cannot answer those simple questions regarding your customers. It also helps if you are already working with several customers, so you can receive their feedback and fine tune your product to make sure that when it is released it is successful.

Listen more than you talk, and do not spend copious amounts of money on your product until you know everything about your target customers.

Now we call this a Lean Startup, however I call it common sense.

Good luck to entrepreneurs everywhere, may your customers be eternally happy and grateful that you solved a real headache and seemingly insurmountable problem for them.

Or if you are Steve Jobs, or know where his crystal ball is, please ignore me entirely.

Craig Pickering, 31st March 2018

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Two Thirds of University Students Fail to Graduate


So two thirds of university students fail to graduate…when will they learn that they need to provide far more than text books and large lecture theatres?

A huge shake-up is needed in this sector for it to still be relevant in the years and decades to come. Teaching techniques have to change drastically – having young post grads being tutors because they are PhD students is rediculous, as is expecting people to sit through lectures over an hour long.

Come on guys, time for some disruption!

$Billion Bank Profits yet they sack workers!


So NAB announce a full year $5.3bn profit and at the same time the sacking of 6,000 staff.

Absolutely disgusting! With the $5.3b profit they should be hiring people to take care of the community, not firing 6,000 and potentially destroying 6,000 lives!

I know legally they have to put shareholders first, but surely the time has come for social responsibility to outweigh and extra couple of cents dividend per share! Oh, and I am sure executive bonuses will go up as people are shown the door carrying their careers in cardboard boxes.

We desperately need a change in corporate focus!

Constantly Working Long Hours? Maybe You’re The Problem.


I’ve always thought that if you’re constantly having to work long hours (the exception being if it’s your business, then it’s your choice and sometimes a necessity) then you are not efficient and don’t use your time as productively as possible.

In the past I’ve heard many people spend an hour a day, or more, complaining that they don’t have enough time to do their job!

A person working long hours more often than not demonstrates a lack of ability or of support, both are toxic in any organisation.

Go home, spend time with family or on yourself, because you’ll never be paid for those extra hours and your boss won’t appreciate it, she/he will just get used to it and soon expect it as your normal day.

Do yourself a favour and GO HOME!

Why Articles and Books on How to be Successful, Suck


Most business articles on how to be successful are crap. You do what works for you, we are individuals. Yes some basic humanity and empathy is required but articles that begin with “The 5 steps to…” are complete time wasters.

Of course this is just my opinion, but the way they make it sound as though it will work for everyone shows a complete lack of objectivity and, basically, reality.

If you’re looking for a magic formula you’d have better luck chasing the next rainbow.

Centrelink policies a DISGRACE!


Centrelink is there for the needy, sick and disadvantaged, and yet provides the worst service of any government agency.

The top level of management needs to be sacked immediately, along with their middle management that publish outrageously incorrect phone answering statistics.

Then, and I know this will cost us, but there needs to be a Royal Commission into the whole Department and the policies currently in place. It could easily be a case of the right people being tied up by stupid beaurocracy. Until such a public, complete investigation is done those most in need of help in our society will continue to be treated with disdain.

We should all be ashamed, especially the policy makers who make it so difficult for Centrelink staff to do their job, for treating our people so badly.

To read the original story click here.

Centrelink payments should take into account your net, NOT your gross income! – Petition


To The Hon Christian Porter MP: Centrelink payments should take into account your net income, NOT your gross income.

Counting your gross income is plain crazy, as you don’t get to keep it all, you pay taxes! And yet your “support” from Centrelink is reduced by every GROSS dollar you earn.

Just another way to cut people’s benefits and save the government money so they can spend big on wasteful promises and gain votes!

You can sign the petition here at ChangeAUS.