My Feb 2, 2015 keynote at ACLEA in San Diego on Continuing Legal Entrepreneurship including Customer Discovery, Customer Development, Lean Startup, Design Thinking, Customer Interviews.

1. C
L
ENTREPRENEURS
Justin Wilcox
C
L
E
CONTINUING
LEGAL
EDUCATION
CONTINUING
LEGAL
ENTREPRENEURSHIP

2. Justin Wilcox.

3. Click to add text

4. You.

9. #1 Rule of
Entrepreneurship

10. Customers don’t
buy products.
Customers buy
solutions to
problems.

12. Problems =

13. Products =

18. Your last
Failure Product
or
Problem?

19. Your next
project.

20. Customers don’t
buy products.
Customers buy
solutions to
problems.

21. Who are your
Customers?

22. Anyone you
want something
from.

23. Boss
Peers
Partner
Employees
Students
Kids
Executives
Board

24. Anyone you
want something
from.

25. Customers buy
solutions to
problems.

26. How do you
figure out their
problems?

27. Ask them.

28. Students.

29. Post-It
Problems

30. 1. 1 Problem/Post-It
Post-It Problems
2. Quantity > Quality
3. Person w/ Most Post-Its
4. Build “Clouds” w/ Theirs
5. Fill in w/ rest

32. 6. Analyze the Post-Its!
Post-It Problems

39. CustomerDevLabs.com/ACLEA
Post-It Problems
Analysis:

40. How do you
figure out their
problems?

41. Ask them.

42. Peers.

43. Customer
Interviews.

44. How to
Network.

45. Rule #1
Don’t talk about
your idea

46. Products =

47. Problems =

48. Rule #2
Never ask about
the future
- “Would you want to…?”
- “What do you think about…[hypothetical]?”

49. Products =

50. Rule #3
Questions only.
- Unless you’re empathizing…
- “Makes sense”, “I agree”, “Totally”, etc.

51. Problems =

52. Interview Script
1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?

53. Networking Script
1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?

54. Try it.

55. Networking Script
1. What are you working on these days?
2. Sounds fun! What’ll be the hardest part
about making that happen?
3. Why will that be hard?
4. Thought about any solutions?
5. Why aren’t they ideal?

56. How was it?

57. Peer
Interviews.

58. How do you
figure out their
problems?

59. Ask them.

60. Boss
Board
Executives

61. Networking Script
1. What are you working on these days?
2. What’ll be the hardest part about making
that happen?
3. Why will that be hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?

62. Interview
Students?

63. 1. What’s the hardest part about getting CLE?
2. Tell me about the last time that happened.
3. Why was that hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?
Student Interviews

64. Bonus ?’s
1. Where do you find out about new
products for _____ online?
2. How much are you paying to solve this
problem now?
3. How often does this problem happen?

65. CustomerDevLabs.com/ACLEA
Student Interview
Script:

66. Lynn Chard’s
Session.

67. #1 Rule of
Entrepreneurship

68. Customers don’t
buy products.
Customers buy
solutions to
problems.

69. Post-It
Problems

70. Networking Script
1. What are you working on these days?
2. What’ll be the hardest part about making
that happen?
3. Why will that be hard?
4. Have you looked for a solution?
5. Why is that solution not ideal?

71. Peer
Interviews.

72. Boss
Board
Executives

73. Pick 3 customers
to ask about
Problems.

74. #2 Rule of
Entrepreneurship

75. You are wrong.

76. Price
Copy
Partners
Customers
Features
Name
Channels
Design

77. You are wrong.

78. Data is right.

79. #2 Rule of
Entrepreneurship

80. Test everything.

81. Price
Copy
Partners
Customers
Features
Name
Channels
Design

82. Testing your Title.

83. 1. Create 2 Events (A and B)
Testing Titles
2. Invite 10% to A, 10% to B
3. Wait 2 weeks
4. Invite 80% to winning name
5. Tell losers of new name

84. Testing your Price.

86. A
B

87. Bounce pre-orders
1.4%$5 x = $.07/visitor
1.7%$10 x = $.17/visitor
before built product
0.9%$20 x = $.18/visitor

88. CustomerDevLabs.com/ACLEA
Price Testing:

89. #2 Rule of
Entrepreneurship

90. Test everything.

91. Pick one thing to
test.

92. Price
Copy
Partners
Customers
Features
Name
Channels
Design

93. #1 Rule of
Entrepreneurship

94. Customers don’t
buy products.
Customers buy
solutions to
problems.

95. #2 Rule of
Entrepreneurship

96. Test everything.

97. Homework.

98. Ask 3 customers
about their
problems.

99. Run one test.

100. CustomerDevLabs.com/ACLEA
Post-It Problems Analysis
Student Interview Script
Price Testing
Slides

101. Startup Accelerators around the World
Founder
Curriculum Designer
Global Teaching Experience
Justin
Wilcox
Super Power
Startup Education
Fortune 500s

102. C
L
ENTREPRENEURS
Justin Wilcox
C
L
E
CONTINUING
LEGAL
EDUCATION
CONTINUING
LEGAL
ENTREPRENEURSHIP

103. Justin Wilcox
CustomerDevLabs.com/ACLEA
Justin@CustomerDevLabs.com
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