The Questions (A Summary)
Customers: No business will succeed without customers, and enough of them. What is the demand for the product or service? What is the typical payment schedule, and what is their ability to pay (i.e. are they struggling with their own cash flow issues)? (This answer will flow into the Cash Flow/Costs.) How much business is done through relationships, and how likely are customers going to accept a new unproven business? How do you learn about contracts, bids or other needs for the product/service? Customers have a lot of inertia based on their current spending habits. To get them to break their habit, you need to have a compelling reason for change. Will it be price, delivery, quality, technology or service?
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