I soon decided that if people didn’t already understand and believe in the value of Customer Development (i.e., one of the theoretical foundations that my advice was built on), then my book simply wasn’t for them. This allowed me to cut all the early theory and justification and begin with what I actually wanted to say, which was about how to do it. The revised scope sounded like this: If you’re a tech entrepreneur struggling to run useful customer interviews, this book will help you understand why the conversations are going wrong and how to run them properly.
