Believing and relying on partners to find us work.
A month before I officially announced 356labs, I was reached by a friend of mine who works on a very senior role at a training & consulting company. Their clients are the biggest and most renowned companies in the country — from banking institutions to huge IT and telecom organizations.
We met and I shared him the services and the trainings that we were about to offer and he immediately decided they want to partner with us for the trainings. The reason? We agreed that we will split 50/50 — they find the customer and provide the logistics, we deliver the training.
Great! — I said to myself. That’s big!
8 months later non of our trainings were sold by them. What’s more, they were not even able to upload our training portfolio on their web site for this time even though we gave them all the information needed — they just had to copy — paste it…
So now imagine that we were, for some reason, completely dependent on them? I personally can’t. That’s why, after allowing them for 2 months to figure out how they would sell our trainings(again — they will get 50% of those!), I decided to move forward and start pushing all the sales by myself. I told that if at some point they “figure it out” and bring us a customer, that would be great, but I don’t have the time to wait for anyone’s help. 356labs needed money in order to survive and someone had to… figure out how to make those money. Guess who this guy was.
So my lesson for you is this one — partnerships are great thing to have, but as Guy Kawasaki says:
Focus on sales.