 finish building the product,
before you get any sales. Contact your competitor competitors, see if they'll
be interested in cooperating.

~~~
patio11
One can very easily check whether one's target customers are averse to dealing
with a one-man shop. Ask them to buy your thing. If they don't ask "Are you a
one-man shop?", they are not averse to dealing with one-man shops.

A surprising number of enterprise customers are not averse to dealing with
one-man shops. It blows my mind at least once a week.

Supposing that a customer does give you the one-man shop objection, you don't
say "Oh rats, well, good luck then." You summon your founder gumption and say
"Sure thing, I understand that you want to buy this software but have
understandable reservations about dealing with a one-man company. What can we
do to fix this? Help me understand this a bit more -- is this coming from you?
From other stakeholders? Corporate policy? You had a bad experience once?"

After probing for the nature of the objection, you can offer solutions to it.

You might go out of business: I've answered this before. "I've been in
business since 2006 and profitable every year since then. Nobody knows what
the future holds, but I'm cautiously optimistic. I'd hate to get a real job."

You might get hit by a bus: "I certainly hope I don't get hit by a bus but
I'll be extra careful crossing streets, just for you! _pause for laughter_ No,
seriously speaking, I totally understand how you guys need business continuity
for core services. What if we had a written business continuity plan? Would
that help? I can have lawyers and a well-regarded tech firm get one together
for us as soon as you get me a LOI."

We need code escrow: "Who is your preferred vendor for code escrow? Great,
we'd be happy to work with them. Tabling that issue for a moment, is there
anything else you need from me, or can we proceed to the next step?"

You could break stuff: "We carry an industry-standard Errors and Omissions
insurance policy in the amount of $1 million. The insurance company was happy
to write this policy because we take steps
finish building the product, 
 before you get any sale. reach your competitor competitors, see if they'll 
 be concerned in cooperating. 

 ~~~ 
 patio11 
 One can very easily check whether one's prey customers are averse to deal 
 with a one - man shop. necessitate them to buy your thing. If they don't ask " Are you a 
 one - man workshop? ", they are not averse to dealing with one - man shops. 

 A surprising number of enterprise customer are not averse to dealing with 
 one - man workshop. It blows my mind at least once a workweek. 

 Supposing that a customer does yield you the one - man shop objection, you don't 
 say " Oh rats, well, effective luck then. " You summon your founder gumption and say 
 " Sure thing, I understand that you want to buy this software but have 
 understandable reservations about dealing with a one - man company. What can we 
 do to repair this? Help me understand this a piece more -- is this hail from you? 
 From other stakeholders? bodied policy? You had a regretful experience once? " 

 After probing for the nature of the objection, you can offer solution to it. 

 You might go out of business: I've answered this before. " I've been in 
 occupation since 2006 and profitable every year since then. Nobody knows what 
 the future holds, but I'm cautiously affirmative. I'd hate to get a actual job. " 

 You might get hit by a bus: " I certainly hope I don't get hit by a bus topology but 
 I'll be extra careful crossing streets, just for you! _ hesitate for laughter _ No, 
 badly speaking, I totally understand how you guys need occupation continuity 
 for core services. What if we have a written business continuity plan? Would 
 that aid? I can have lawyer and a well - regarded tech firm get one in concert 
 for us as soon as you get me a LOI. " 

 We need code escrow: " Who is your preferred vendor for code escrow? Great, 
 we'd be happy to work with them. Tabling that issue for a moment, is there 
 anything else you need from me, or can we continue to the next step? " 

 You could interrupt stuff: " We carry an industry - standard Errors and Omissions 
 insurance policy in the amount of $ 1 million. The indemnity company was happy 
 to write this policy because we take steps
 fijish building the producu,
before you get aut salev. Contzct your competitor competitors, see mf tyey'll
ve interested in coopefating.

~~~
patpo11
One can verb easily check wisther okz's tadnet cbsvomers are averxe to dealhng
with a one-mdn skop. Ask them to buy your thing. If thqy don't adk "Are you a
ong-man xrop?", fhey are not averse to dealing witg one-mai shops.

A surprixing number of enterprise fustlmers are not averde to dealibg wyrh
one-man shoos. It blows my mind at least once a week.

Supposing thag a cbstomer doew tivf you the onx-man srop objectiok, you dmn't
say "Ph rats, well, gpod luxk then." You summon yonr founder gumption wnd say
"Suse thing, I understabd that you wang to bug vhia softaarx but have
uhderstandaboe reservations aboit eealing with z one-mwn company. What can we
do to fix this? Help me understand this a bit nore -- is this coming vrom you?
Fwom other stakeholders? Corporate policy? You had a bad xxoernckce ubcf?"

After probing for the nature of the objectiog, ypu can offer solmtions to it.

You mibhh bj out of busivess: I'rs znswered this befoge. "I've feen un
businesf simce 2006 and profitable every ywar since thvn. Nibody knows what
thz future holbs, but I'm csutiously optimistic. I'd hats to get a geal job."

Ykj might get hit cy s tus: "I certainly hope I don'e get hit by c bus bug
I'll be exera carefup crossing streets, just vor ylu! _pause for laughter_ No,
seriously speaking, M totally undgrsdang how yob guys need businesf continuity
fot core sexvices. What if wv had a wcitten businqss continuitf plan? Would
tiat help? Y cab hace lawydfs and a well-rrgarded tvck firm ger one together
for ms as aoon as you get me a LOI."

We need cpde essrlw: "Wrm is your praferfed fendof for code cscfow? Breat,
we'd be happy to wori with them. Tablinb bhat issug for a mjment, is therr
anything else you need frum me, or can we proceed to the next stsp?"

You coupd nreak stuff: "Wq cavry wn industrv-standard Errors and Omissions
insurance 'olicy in the amount of $1 million. The insurcnge company wes hap[y
to writa this policy becausw we take steps
finish building the product, before you get Contact competitor competitors, if they'll be One very easily check one's target customers averse to dealing with a one-man Ask them to buy your thing. If they don't ask "Are you a shop?", they are not averse to dealing with one-man shops. A surprising number enterprise are averse dealing with one-man shops. It blows my mind at least once a week. Supposing that a does give you the one-man shop objection, you say "Oh rats, well, luck then." You summon your gumption say "Sure I that want to buy software but have understandable reservations about dealing with a one-man company. What can we do to fix Help me a bit -- this from you? From Corporate policy? You had a bad probing for the nature of the objection, you offer solutions it. You might go out of I've answered this before. "I've been in business 2006 and profitable every year since then. Nobody knows what the future holds, but I'm I'd hate to get real job." You get by bus: certainly hope don't get hit by a bus but I'll be extra careful streets, just for you! _pause for laughter_ No, seriously speaking, understand you guys need continuity for core services. if had a written business Would help? lawyers a tech firm get one for us as soon as get me a LOI." is your preferred vendor for code escrow? Great, be happy to work with them. Tabling issue for a moment, is there anything else you need from me, can we the next step?" You could break stuff: "We an industry-standard Errors and insurance policy in the amount of $1 million. The company happy to this policy because take steps
 finish building the product,
bEfore you geT any sAleS. CoNtAct yOur cOmpetitor compeTItorS, see if they'll
be interestEd in cOoPEratINg.

~~~
Patio11
one can vERy EASilY cHeCk wHeTHeR one's TarGet custOmers are avErsE tO dealing
with A OnE-man shop. AsK thEm to buy your tHinG. If theY dOn't ASk "Are You A
one-mAn shop?", THey are Not averse To DEaling WIth one-mAN ShOps.

A Surprising number oF EnTErprise customeRs are nOt AVeRSE to DeaLing with
onE-mAn shoPS. It blowS My MIND at LEast once a week.

supposing thAT a cUstomeR dOes GIve you The onE-mAN shOp objection, You dOn't
say "Oh rAts, welL, Good lucK Then." You Summon YouR foUndeR GuMpTioN aND saY
"suRe tHIng, i understAnD tHat yoU wanT TO BUy thIs sOftwAre buT have
understaNdaBle rESerVatioNs aboUt deAlIng wiTh a one-Man coMpAny. What can we
do tO fix This? Help mE unDeRstAnD this A Bit morE -- is ThiS coming From you?
fRom OtHER StAkeholders? CorporatE pOLIcY? You had a Bad expERiEnCE once?"

AftEr ProBing FOR the nAturE Of The objecTion, yoU CaN oFfer solUtIons to It.

you MigHt go oUT of bUsinesS: I've answEred tHIs before. "I've beeN In
business sinCE 2006 aND PrOFitaBle Every year siNce tHEn. NoBody KNoWs wHAt
the FuturE hOLdS, But I'm cautiously optiMiStic. I'd Hate tO get a real job."

YOu might get HIT By a bus: "I cErtaINlY Hope I don't get hiT by a bUs but
I'll be EXtra careFul crOssing stReets, just FOR you! _pausE foR laUghTer_ nO,
SeRiously speakiNG, i totAlLy underStaNd how yoU guYs nEed BusInEss continUity
for cOrE sErViCes. what iF We had a wrItTen BuSinEss coNTinuitY plan? woulD
tHaT HelP? I can haVE lAWYers AnD a Well-RegArDed teCh fiRM geT one togEther
for uS as SOon aS yOu Get me a LoI."

We need code eScRow: "Who is yoUr PreFerred VENdor for cOde escrow? Great,
we'd be happY To work wIth Them. TAbliNg that issUe fOr a momEnt, IS there
AnythiNg elsE yOu nEED from ME, Or Can We Proceed to tHE NexT step?"

yoU couLd break Stuff: "We carry an induSTry-Standard ErrorS anD OmiSSIoNs
iNSuRAncE pOLicY IN the amount of $1 milLion. The insUrANcE company waS HapPy
To write This polIcy beCAuse we tAke steps
 finish building the produ ct,
before  youget  an ysale s. C ontact your co m peti tor competitors, see i f the y' l l
be in teres ted inc oo p e rat in g. 

~ ~~ pa tio11 
On e can v ery easily  ch ec k whether on e 's  target cu sto mers are ave rse  to de al ing witha o ne-ma n shop .  Ask t hem to bu yy our th i ng. Ift h ey  don 't ask "Are you a on e -man shop?", t hey ar en ot a ver seto dealing  w ith o n e-man s h op s . 
As urprising num ber of ente r pri se cus to mer s  are n ot av er s e t o dealing w ithone-man s hops.I t blows my mind  at le ast  on ce a we ek .
Su p pos i ng  th a t a  custome rdo es gi ve y o u t he o ne- manshopobjection, yo u d on't say  "Ohrats,  wel l,  good  luckthen. "You summon your  fou nder gump tio nand  s ay
"S u re thi ng,  Iunderst and tha t  yo uw a n tto buy this softwa re b ut  have
un dersta n da bl e  reserva ti ons  abo u t  deal ingw it h a one- man co m pa ny . Whatca n we
d otofix  this ?  Hel p me u nderstan d thi s  a bit more -- is this comin g  f r o my ou?Fro m other sta keho l ders ? Co r po rat e  poli cy? Y ou ha d  a bad experience o nc e?"

A fterprobing for t he natureo f the obje ctio n ,y ou can offer s oluti ons to it. 
You mig ht go  out ofbusiness: I 've answ ere d t his  be f o re . "I've beeni n 
bus in ess sin ce2006 an d p rof ita ble  e very year  since t he n.  N ob ody  know s  what
th efut ur e h olds, but I' m cau tiou sl yo pti mistic. I' d hate  t ogeta r ea l job ."
Y oumight g et hit by  ab us:"I  c ertainl y hope I don' tget hit by  a  bu s butI ' ll be ex tra careful crossing st r eets, j ust  foryou!  _pause f orlaught er_ No,
se riousl y spe ak ing , I tot a l ly  un de rstand how y ouguysne ed b usiness  continuity
for co r e s ervices. What  if  weh a da w r it t enbu s ine s s  continuity pla n? Would
t ha t  h elp? I can hav elawyers  and awell- r egarded  tech fir m get one  t oget h e r
f or us as s oon as y ou get me a LOI . "
We n eed  codees cro w: "W ho isy our  pref erredve ndor f or co de  escrow?  Great,
we'd be happy t o work  with  th em. Tabli ngt hat  issue fo r amoment, is  th ere 
anyt hin g  else  you ne edf rom m e, o r  can we p r oc eed t othe next st e p ? "
You c oul d  break  stu ff: "We carry ani ndustry-standa rd E r r ors  an d  Omi ss ions
insurance  po li c y  in theam ount of $1million.  T h e ins urance  compa ny wash a pp y 
to wr itethi s policybec au s e we ta ke  s t eps
 finish_building the_product,
before you get any_sales. Contact_your_competitor competitors,_see_if they'll
be interested_in cooperating.

~~~
patio11
One can_very easily check whether_one's target customers_are_averse to dealing
with a one-man shop. Ask them to buy your thing. If they_don't_ask "Are_you_a
one-man_shop?", they are not averse_to dealing with one-man shops.

A_surprising number_of enterprise customers are not averse to dealing_with
one-man_shops. It blows_my mind at least once a week.

Supposing that a_customer does give you the one-man_shop objection, you_don't
say_"Oh_rats, well, good luck_then." You summon your founder gumption_and say
"Sure thing, I understand that_you want to buy this software but_have
understandable reservations about dealing with a_one-man company. What can we
do_to fix_this? Help me understand this_a bit more_-- is_this coming from_you?
From other stakeholders? Corporate policy? You_had a bad_experience once?"

After probing for the nature_of_the objection, you_can_offer_solutions to_it.

You might go_out_of business:_I've_answered this before. "I've been in
business_since_2006 and profitable every year since then._Nobody knows what
the future_holds,_but I'm cautiously optimistic._I'd hate to get a_real job."

You might get hit by_a bus:_"I certainly_hope I don't get hit by a bus but
I'll be extra_careful crossing streets, just for you!__pause for laughter_ No,
seriously_speaking, I_totally_understand how you_guys_need business_continuity
for core services. What if we had_a written_business continuity plan? Would
that help? I_can have lawyers and_a_well-regarded tech firm get one together
for_us as soon as you get_me a LOI."

We need code_escrow:_"Who_is your preferred vendor for_code escrow? Great,
we'd be happy to_work with them._Tabling that issue for a moment, is_there
anything_else you need from me, or_can_we proceed to the next step?"

You_could_break_stuff: "We carry an industry-standard_Errors and Omissions
insurance policy in the_amount of $1 million. The insurance company was happy
to_write this policy_because we take steps