APPENDIX D

Characteristics of Enterprises and Their Leaders in Stages One Through Four

STAGE ONE: CUSTOMER VALIDATION

Stage one starts when someone commits to forming an enterprise around an idea and ends when a customer commits to using the product or service.

The activities in this stage are organized as a major project, perhaps with some subprojects.

A nascent culture forms, based on how the team perceives the founder makes decisions and rewards independent actions.

This stage is most effectively led through a series of ad hoc huddles, called whenever there is new information to discuss and whenever the project plan needs to be adjusted.

The planning horizon for the leader extends only as far as necessary to fulfill what has been promised ...

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