Open the Kimono!
So sayeth a long-time friend and client (and salesman extraordinaire)
How much do we share with the market, our prospects, our customers? It’s something many of us struggle with - whether we’re selling space shuttle software or accounting services. Where’s the fine line between enough to interest people and giving away all the goodies? It’s a discussion my collaborators at Bare Feet Studios and I have fairly often, as we’re all in the “expert” biz.
Of course, it’s important to protect your IP - if you’re selling some technologically advanced widget. That said, there really isn’t much new under the sun and the information you’re guarding so zealously can probably be found elsewhere. And, if you get too paranoid, you’ll never get that investor or market interest. I’ve seen this happen in more than one start-up; they’re so afraid to share anything, they never get the chance to make their investor pitch.
Here’s my perspective: the more I “give away” - the more people seem to want to work with me. And, the more I admit I don’t know all the answers, the greater my credibility. I don’t, of course, do custom business plans for free, but I’m always happy to give 15 minutes of informal “what do you think?” perspective, as well as freebies on this blog, my web site and in my e-letter.
So, next time you find yourself saying, “That’s proprietary” or setting up some draconian registration on your web site to “prevent competitors getting in” - stop and think again. How much business are you losing to paranoia?
You don’t have to drop the kimono completely but it probably won’t hurt (and will very likely help) if you give folks a peek.
P.S. If you want to read some interesting things about real kimonos, visit this kimono site - where she talks about - yes - opening the kimono. (This site also illustrates why the Web is so amazing. Anna is an American in France, writing about kimonos - and I’m sitting in New Mexico reading it! I’m not an kimono expert, but she seems to know her subject.)
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