29
" If pitches were weapons, the majority would be B-1 Lancers or Navy Seals. The B-1 pitch is up in the clouds. It features a lot of hand-waving, cool PowerPoint animations, and use of terms such as strategic, partnerships, alliances, first-mover advantage, and patented technology. Typically, it’s delivered by an MBA with a finance or consulting background. "
― Guy Kawasaki , The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything
38
" How about first ensuring that people within in a twenty-mile radius like the food before worrying about scaling the restaurant? That is, see if the business will work at all. For example, a company that I advise called Tutor Universe provides tutoring service via smartphones. Think of it as Uber for tutoring. The long-term plan was that students could ask questions about any topic and receive help in under fifteen minutes. However, in the beginning, a critical mass of tutors for every subject didn’t yet exist. Many startups face just such a chicken-or-egg challenge: If you had enough tutors, you’d attract enough students. If you had enough students, you’d attract enough tutors. What do you do when you’re faced with this kind of challenge? The answer is simple: you cheat! You use your own employees to answer questions, and hire tutors in the Philippines (highly educated, English speaking, and cheap) until you can reach a critical mass of a marketplace. Skeptics and inexperienced entrepreneurs might object, “You can’t scale if you have to use employees or hire tutors, because they are too expensive.” This might be true, but it doesn’t matter. What’s important is that you establish three key points: you can get the word out, students are willing to install an app, and they will pay for help. Your priority, in short, is proving that people will use your product at all. If they won’t, then it won’t matter if you can’t scale. If they will, then you will figure out a way to scale. I’ve never seen a startup die because it couldn’t scale fast enough. I’ve seen hundreds of startups die because people simply refused to embrace their product. "
― Guy Kawasaki , The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything
