Customer Success: Knowing Your Ideal Client
Posted: 13 February 2008 09:37 PM   [ Ignore ]  
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Single Web Developer seeking long-term relationship with ideal client in need of CMS-driven website. Must have good sense of humor, at least $500 for a down payment and own your own domain.

I once attended a business event where there was a panel discussion that included some pretty successful business leaders. Following the discussion there was a question-and-answer session with the panelists. A member of the audience told a quick story about a client relationship gone bad (very, very bad), and asked the panel members for advice on how to salvage the relationship. Without hesitation, and almost in unison, the panelists said, “Fire the client.”

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Posted: 14 February 2008 02:03 PM   [ Ignore ]   [ # 1 ]  
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That was a good read Kurt, it reminded me about the whole concept of the “Inverted pyramid” style of running a business.

It’s all about specialisation isn’t it? I’d say you guys at EE are pretty close to having us lot as your ideal clients, well maybe smile You’ve got the product which is strongly focussed at web developers and with that relationships are built and great web sites created.

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Posted: 15 February 2008 02:57 PM   [ Ignore ]   [ # 2 ]  
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I must say Kurt, I have thoroughly enjoyed reading everything you have written so far.

As always, EllisLab has found the right person for the task at hand. Your entries are inspiring and empowering and you have given me pause on several occasions to take the plunge and do EE as a full time endeavor. Realizing that I am my own obstacle, for now I’ll keep it on the side, along with CodeIgniter.

Thanks so much.

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Posted: 16 February 2008 08:45 PM   [ Ignore ]   [ # 3 ]  
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Great article, Kurt. Very similar to a day-long lecture I used to give my graduating graphic arts students who were considering free-lance. An old book called “Who’s Hiring Who?” was my inspiration for that. This article of yours should be inspiration for others!

Terry

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Posted: 16 February 2008 10:47 PM   [ Ignore ]   [ # 4 ]  
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@bluedreamer - I’ve run into the term “Inverted pyramid” in a few different places, and heard it used to describe a few different business practices. You wouldn’t happen to have a link to someplace that might sum up the way you’re thinking of it would you? I would like to learn more.

@Daniel - EE is what really made me glad I took the jump to full-time a few years ago. I’m sure I could have built the business I started without it, but I seriously doubt the business would have thrived like it has. EE it just just the right tool for web publishing and really makes you shine against your competition.

@Terry - I’m so glad to hear that someone has a book on that. Wish I knew about it years ago, could have really saved me some valuable time and effort.

Thank you all for the kind words and encouragement!

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Posted: 17 February 2008 08:01 AM   [ Ignore ]   [ # 5 ]  
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Kurt

http://performance-appraisals.org/Bacalsappraisalarticles/articles/pyr.htm is the only half decent link I could find.

In a nutshell here’s how I see it…

With a traditional business management structure you have the CEO dictating how everything is done, his/her orders are then cascaded down the line all the way to the poor grunt on the front line who has to do what he’s told, irrespective of how good or bad those orders are and how they affect the customer. Often senior management becomes so detached from the “real world” they lose track of what’s actually important and usually end up firefighting problems of their own making.

One example of this is trying to improve effciency of a manufacturing unit - typically management will dictate all sorts of ideas to the front line and while they may work sometimes, the methods used can be counter productive, unpopular and restrictive, and this leads to frustration in the workforce and ultimately the negative aspects reach the end customer - not good!

This is normally called “top down management”.

Enter the inverted pyramid…

Let’s turn things upside down. Instead of “do what I say”  management now asks the front line grunts “how can I help you do your job better?”. The idea here is that the front line staff know what they need to do the job better, they know the everyday problems they face, and more importantly they interact with customers day in day out and they know what issues affect them. The management listens and provides the right tools for the job and the business improves as a result.

I could go on and quote loads of examples of how I saw this working but I’ll leave that for another day smile

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