Winning your first customer, and the art of presenting value
Last year, Quintra Rijnders left her position as the partner of a large advisory firm to operate a startup that builds integrations between different systems - Harmonizer (https://harmonizer.cloud/). At Syntheia, we have always been interested in integrations, because this is a core theme that runs through many conversations we have with law firms and corporates.
In this blog, instead of talking about integration and offering tips for legal technologists interested in connecting disparate systems, we talked to Quin about her startup journey of going from zero to one. In particular, we talk about:
how did she win her first customer?
what steps did she take to identify prospective customers?
what does it mean to have a genuine need?
what does it mean to persist without being irritating?
the importance of building relationships over time.
“... obviously me in the integration space or harmonizer as a business name is not established yet, so the early customers are people that are, you know, the kind of you’ve got some social capital going for you but other than that, they look at the tech and they say - Wow! This looks good! And then they’re willing to take a chance. There’s not a huge amount of people willing to do that...”
