This page may come as a surprise. After all, we talked at the beginning about how Validation is all about determining whether your idea is scaleable, repeatable, and profitable.

The important distinction here, is that while your business concept should be scaleable, not every detail about how you run things in the early stages has to be. Especially when you're thinking about customer acquisition and customer service early on, you should do things that don't scale, because it will:

1. Get you more customers
2. Keep the customers you have
3. Provide valuable insight

And that's because:

1. Sales works better when you're paying personal attention to your leads
2. Excellent customer service enhances your customer retention because only a small company can manage that level of detail
3. Your early customers will give you excellent feedback if you treat them well and give them the opportunity to communicate with you about what is and isn't working for them

As your venture grows, obviously, these things will have to change, but so will many other things. As we move from Customer Growth into Company, we'll be discussing how your leadership requirements will be different if and when things start to take off.

Up next:

A Founding Team

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