Marblehead, Massachusetts, United States
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Articles by Don
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What are the best ways to maintain resilience in the face of failure?
I think all startups are initially experiments and the best teams iterate as often as they can to address constructive feedback. If you look at a setback as failure then I would suggest you have given up on your thesis for a company. Failure, as others have said is really feedback and must be acknowledged and remedied. Most of the people that I know who have succeeded in startups or in their role in larger companies, have done so because they have the proper time horizon. There are many places this longer term thinking will serve you well especially with early customers and employees. If they see you are learning with a growth mindset and your solution has potential they will often support you. Lean on these relationships!
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What are the biggest challenges in customer discovery for startups?
Practice, "The Fine Art of Listening." This is a skill that will help you to learn more about what people think than what is contained in their initial answer. Often, sales or BD people like to jump in right away after an answer to explain how the product or service they have can help. That is not really listening. Real listening starts with a (seemingly) significant pause (maybe 10 seconds) after their answer which often causes them to add additional information to the discussion to fill the silence or the void in the conversation. It is often here where some of the key issues they are trying to resolve are exposed. Try it out and see how it works for you and your discovery sessions.
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Over 20 years ago, technical BIM Services became an important part of the construction project process. Using models has repeatedly proven to help…
Over 20 years ago, technical BIM Services became an important part of the construction project process. Using models has repeatedly proven to help…
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It is exciting to see SmartPM bring a new degree of insight to construction projects based on combining analytics of schedule management and project…
It is exciting to see SmartPM bring a new degree of insight to construction projects based on combining analytics of schedule management and project…
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We are still in the early days of what we can accomplish as an industry with Building Information Models. This is a case of how combining…
We are still in the early days of what we can accomplish as an industry with Building Information Models. This is a case of how combining…
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I am pleased to have the opportunity to be working with such a great company doing very familiar work. Axel and the entire team at ENG have been a…
I am pleased to have the opportunity to be working with such a great company doing very familiar work. Axel and the entire team at ENG have been a…
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Little things matter. A few weeks ago we installed a sign welcoming visitors to the office. It sends a message: Costanoa Ventures loves working…
Little things matter. A few weeks ago we installed a sign welcoming visitors to the office. It sends a message: Costanoa Ventures loves working…
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