Comments on: Small isn’t the new Big; that’s okay. http://blog.criticalresults.com/2009/12/11/small-isnt-the-new-big/ get software done faster, sharpen your team, gain balance and control... and make your project NOT SUCK Tue, 07 Sep 2010 19:19:59 +0000 hourly 1 http://wordpress.com/ By: Marti Wegner http://blog.criticalresults.com/2009/12/11/small-isnt-the-new-big/#comment-147 Marti Wegner Wed, 16 Dec 2009 03:55:17 +0000 http://blog.criticalresults.com/?p=145#comment-147 I agree with both of you. It takes too much energy to keep up appearances that are not in synch (or out of integrity) with who you really are. Plus, you put off the clients who might really love who you are right now. I agree with both of you. It takes too much energy to keep up appearances that are not in synch (or out of integrity) with who you really are. Plus, you put off the clients who might really love who you are right now.

]]> By: Tweets that mention Small isn’t the new Big; that’s okay. « Critical Results -- Topsy.com http://blog.criticalresults.com/2009/12/11/small-isnt-the-new-big/#comment-138 Tweets that mention Small isn’t the new Big; that’s okay. « Critical Results -- Topsy.com Fri, 11 Dec 2009 22:23:08 +0000 http://blog.criticalresults.com/?p=145#comment-138 [...] This post was mentioned on Twitter by Mark W. Schumann, Mark W. Schumann. Mark W. Schumann said: Riffing on @asmartbear's blog on looking like a small co (http://bit.ly/NzzF2), I give you http://bit.ly/7Fulj6 [...] [...] This post was mentioned on Twitter by Mark W. Schumann, Mark W. Schumann. Mark W. Schumann said: Riffing on @asmartbear's blog on looking like a small co (http://bit.ly/NzzF2), I give you http://bit.ly/7Fulj6 [...]

]]> By: Jason Cohen http://blog.criticalresults.com/2009/12/11/small-isnt-the-new-big/#comment-137 Jason Cohen Fri, 11 Dec 2009 20:06:24 +0000 http://blog.criticalresults.com/?p=145#comment-137 Thanks for a great response to my article. I agree with you that the issue is bigger than whether or not Lockheed "will buy from small." They bought from me when I had just 10 employees -- that's still "really really small" by Lockheed's standards. I also like your point about getting to "no" faster so you stop wasting your time with deals that will never materialize. Lockheed is actually another good example of that, but that's a longer story... Finally, I like your point that you don't have to necessarily emphasize being small, but surely you shouldn't intentionally misrepresent yourself. A lie by omission is twice the lie, as they say. Still, I do believe that keeping your "perfect customer" or "early adopter" in mind is the right mindset. Of COURSE you'll also sell to folks not in those categories, but by focusing on your best chance for a sale you'll also express yourself most effectively, and that works on a wider range of customer than you might expect. Thanks for a great response to my article.

I agree with you that the issue is bigger than whether or not Lockheed “will buy from small.” They bought from me when I had just 10 employees — that’s still “really really small” by Lockheed’s standards.

I also like your point about getting to “no” faster so you stop wasting your time with deals that will never materialize. Lockheed is actually another good example of that, but that’s a longer story…

Finally, I like your point that you don’t have to necessarily emphasize being small, but surely you shouldn’t intentionally misrepresent yourself. A lie by omission is twice the lie, as they say.

Still, I do believe that keeping your “perfect customer” or “early adopter” in mind is the right mindset. Of COURSE you’ll also sell to folks not in those categories, but by focusing on your best chance for a sale you’ll also express yourself most effectively, and that works on a wider range of customer than you might expect.

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