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72How to Manage a Sales Pipeline
A classic start-up conundrum is how to forecast revenue for this quarter. Sales forecasting is a notoriously difficult problem and start-ups generally learn the hard way that sales meetings, prospect...
0 comments71How to Interview People
Interviewing candidates is an art and a challenging one. Hiring the best and brightest, establishing competency, qualifying cultural fit, and making interviewing productive are critical to the success of early stage companies. In order to avoid...
2 comments67What to do After Your Raise Money
Start-ups are by definition young, in constant motion, and experiencing massive change. The start-up environment and pressure to attract capital, talent, customers, and partners makes it challenging to take...
0 comments67What is the Future of Venture Capital
Today's Wall Street Journal carries an article by Rebecca Buckman titled Silicon Valley's Backers Grapple with Era of Diminished Returns. The article catalogs a series of previously well documented and...
1 comment66Milton Friedman
Over Thanksgiving, I reread Free to Choose in honor of Milton Friedman. The book, first published in 1980, is a classic that lays out a systematic argument for free markets, the tyranny of controls, and the...
0 comments64The Cost of Optimism
The Economist recently ran a wonderful piece on the sorry state of project management. The Standish Group, which analyzes IT projects, reported that in 2004 only 29% of IT projects succeeded, down from...
0 comments63Managing Growth
I had the good fortune of sitting in on a lecture by Verne Harnish on how to increase the value of fast-growth companies. Verne is the author of Mastering the Rockefeller Habits and CEO of Gazelles Inc. My...
0 comments61Sales Forecasting
A key mistake start-ups make in raising money relates to how they model future revenues. This post explains a bottoms-up approach to forecasting revenue. My favorite bottoms-up forecasting method is the...
0 comments61Marketing Best Practices
Capital efficiency and return on invested capital are the hallmarks of successful companies. Venture capital is a milestone driven investment model and companies benefit, with respect to dilution, by being...
0 comments58Start-up Strategy
Today, I attended Software 2006, an enterprise software conference organized by the Sand Hill Group. The conference highlighted several important strategy concepts related to how to architect a next-generation...
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