Framework
The RFPs Suck GTM Strategy
The cleanest example of founder-led, zero-product sales: find the pain at the conference, pitch with a slide deck, charge for a pilot, and build the product from proof.
How it works
- 1Wear a shirt that says the thing everyone is thinking but nobody is saying.
- 2Ask why the process is painful instead of pitching your solution.
- 3Listen, map the overlap, and identify the single core problem.
- 4Pitch one prospect with a slide deck backed by manual work done in real time.
- 5Close a 30-day pilot for cash before writing a single line of production code.
- 6During the pilot, automate what you did by hand. The product is born from proof, not assumption.
- 7The signal that a problem is real is not enthusiasm. It is the credit card.
Hear it on the podcast
The B2G Playbook Nobody Talks About (And It's Printing Money)Listen to the episodeMore from this episode
The B2G Pivot FrameworkWhen you have users but no anchor, it's not a product problem. It's a customer depth problem. Go vertical, raise the price, and let the credit card prove the market.The B2G Intelligence FrameworkDefense contractors who win don't wait for an RFP. They shape the requirement before it's written. Market intelligence is what makes that possible.
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