Engage in long negotiated deals with big customers if you can
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You really want to build a business that gets a compounding advantage with scale 1 0 2Avoid long negotiated deals with big customers if you can 1 0 2Avoid conferences unless they are the best way to get customers 1 0 2The best way to figure out what customers want is to watch them and talk to them about what they need 1 0 2Selling software to smaller companies is easier than selling to big ones 1 0 2Face to face contact makes deals happen and it hasn't yet been duplicated by technology 1 0 2Treat investors as saying no until they unequivocally say yes, in the form of a definite offer with no contingencies 1 0 2Avoid casual conversations with potential acquirers unless you want to sell your company right now 1 0 2Investors are professional negotiators and can negotiate on the spot very easily 1 0 2Company progress enhances negotiation leverage 1 0 2