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It turns out I had actually = written two books: one for founders and another focused on sales. To refine= the focus, I=E2=80=99ll be cutting much of the sales and sales management = content to concentrate on the journey from finding product-market fit to fi= rst customers. James, my editor, recently provided detailed feedback that has helped tight= en the book's focus and elevate its structure. His insights confirmed that = this revised approach aligns with my goal: a unified narrative that solves = one essential problem for founders. The book will guide you step-by-step th= rough finding a market gap, landing your first customers, and ultimately bu= ilding a repeatable revenue engine. James highlighted that this clear throu= gh-line maintains a tension of need and fulfillment that will draw readers = in, keep them engaged, and leave them ready to apply what they=E2=80=99ve l= earned. tl;dr=C2=A0 * The book will be structured into three acts: finding a market gap, findin= g your first customers, and building a repeatable revenue motion. * I=E2=80=99ll lay out objective exit criteria for moving from one act to t= he next.=C2=A0 * The book ends when you=E2=80=99ve pulled yourself out of the day to day o= f finding and closing customers.=C2=A0 _**Sidebar**__: I've been conducting customer development interviews this w= eek to validate a new product. While I appreciate the value my _[_spreadshe= et provides_](https://predictablerevenue-newsletter.beehiiv.com/p/customer-= development-process)_, I find entering data a pain in the ass and, admitted= ly, I'm a bit lazy. So, I created a _**_GPT to extract "jobs to be done"_**= _ from these interviews and automatically populate my sheet. Hit reply if y= ou want a 5 min walkthrough + access to the GPT. There=E2=80=99s no cost to= you, I=E2=80=99m just looking for feedback.=C2=A0=C2=A0_ This reworking means that I=E2=80=99ll need to work on combining and renami= ng chapters. New chapter titles and structure is my priority for next week,= in the meantime, here=E2=80=99s a high level of the refocused acts.=C2=A0 ### **Act 1: Finding a Market Gap** Act 1 lays the foundation by helping you identify an unmet need in the mark= et that matches your strengths and vision. As James noted, understanding th= e difference between solving a nice-to-have versus a must-have is crucial. = This difference is what sets the stage for revenue success. By the end of A= ct 1, you=E2=80=99ll know how to assess opportunities that are not just int= eresting, but essential - leading to stronger traction and sustainable grow= th in Acts 2 and 3. ### **Act 2: Finding Your First Customers** James pointed out that while some material for this act is in place, additi= onal stories and examples will strengthen it. Act 2 shifts from exploration= to engagement, with chapters focused on slowly shifting your customer deve= lopment interviews into real sales discovery calls, without bait and switch= ing anyone. This is where the narrative turns from learning to selling, a c= ritical pivot that James highlighted as needing more real-world examples to= ground readers in practical application. ### **Act 3: Building a Repeatable Revenue Motion** In Act 3, the goal is to help founders transition from personally leading s= ales to building systems that will get them out of the day to day. James re= commended emphasizing anecdotes about founders stepping into sales without = experience, which makes this journey relatable and actionable. Here, I=E2= =80=99ll also lay out the four funnels that form the backbone of sustainabl= e sales practices, with a special focus on the often-overlooked nurture fun= nel. According to James=E2=80=99 notes, this will help balance the practica= l advice with narrative elements, ensuring readers leave Act 3 ready to bui= ld a scalable, repeatable revenue engine. ### **Next Steps** James=E2=80=99 feedback also emphasized the importance of weaving my story = with _Carb_ throughout the book, providing a consistent thread that ties ch= apters together. While the overall structure is set, some chapters still ne= ed more content and stories to flesh out the journey. The focus now is on c= reating a first complete draft that=E2=80=99s rich in detail and flows seam= lessly. This feedback loop with James is shaping the book to be more than a guide -= it=E2=80=99s becoming an engaging narrative that founders can see themselv= es in, complete with actionable takeaways to apply directly to their busine= sses. If any of this resonates or sparks questions, I=E2=80=99d love to hear from= you as we move closer to a final draft. Your input continues to shape this= book into a resource that truly serves the founder community. Collin=C2=A0 PS - I listen to a wide variety of music so send me the last Spotify playli= st you listened to, here=E2=80=99s what [I listened to](https://open.spotif= y.com/playlist/37i9dQZF1DZ06evO3hXEPK?si=3D3cc33adcfb8040f9) while writing = this email.=C2=A0It=E2=80=99s a Swedish Jazz Fusion band called Dirty Loops= , if you like like strong bass lines and a weird variety of songs, this ban= d=E2=80=99s for you.=20 PPS - I re-read **The Mom Test** in preparation for my customer development= interviews and updated my cheat sheet based on some of Rob=E2=80=99s quest= ions. Hit reply if you want to copy my cheat sheet.=20 =E2=80=94=E2=80=94=E2=80=94 You are reading a plain text version of this post. For the best experience,= copy and paste this link in your browser to view the post online: https://predictablerevenue-newsletter.beehiiv.com/p/the-three-acts --a66df3cfcc860942b84ebb0dff7329e830e6f72bd99d6469e0c0677be5a9 Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Mime-Version: 1.0 the three acts
<= td align=3D"center" valign=3D"top" style=3D"border:0px solid #FFFFFF;border= -radius:10px;background-color:#FFFFFF;" class=3D"c">

November 01, 2024   |   Read Online

the three acts

3D"" 3D"" 3D"" 3D"" 3D""
3D""
<= /tr>= <= /tr>

Good morning Andrew,

Hey= all,=C2=A0

This week, I got my first ma= jor edits and, after some long talks with my editor, we found a solid frame= work for the book. It turns out I had actually written two books: one for f= ounders and another focused on sales. To refine the focus, I=E2=80=99ll be = cutting much of the sales and sales management content to concentrate on th= e journey from finding product-market fit to first customers.

James, my editor, recently provided detailed feedback t= hat has helped tighten the book's focus and elevate its structure. His = insights confirmed that this revised approach aligns with my goal: a unifie= d narrative that solves one essential problem for founders. The book will g= uide you step-by-step through finding a market gap, landing your first cust= omers, and ultimately building a repeatable revenue engine. James highlight= ed that this clear through-line maintains a tension of need and fulfillment= that will draw readers in, keep them engaged, and leave them ready to appl= y what they=E2=80=99ve learned.

tl;dr=C2= =A0

  • The book will be structured into three acts: finding a= market gap, finding your first customers, and building a repeatable revenu= e motion.

  • I=E2=80=99ll lay out objective exit criteria for moving from one ac= t to the next.=C2=A0

  • The book ends when you=E2=80=99ve pulled yourself out o= f the day to day of finding and closing customers.=C2=A0

Sidebar: I've been conducting customer development i= nterviews this week to validate a new product. While I appreciate the value= my spreadsheet provides, I find entering data a pain in the ass an= d, admittedly, I'm a bit lazy. So, I created a GPT to extract "jobs to be done"= ; from these inter= views and automatically populate my sheet. Hit reply if you want a 5 min wa= lkthrough + access to the GPT. There=E2=80=99s no cost to you, I=E2=80=99m = just looking for feedback.=C2=A0=C2=A0

This reworking means that I=E2=80=99ll need to work on combining and renam= ing chapters. New chapter titles and structure is my priority for next week= , in the meantime, here=E2=80=99s a high level of the refocused acts.=C2=A0=

Act 1: Finding a Market Gap=

= Act 1 lays the foundation by helping= you identify an unmet need in the market that matches your strengths and v= ision. As James noted, understanding the difference between solving a nice-= to-have versus a must-have is crucial. This difference is what sets the sta= ge for revenue success. By the end of Act 1, you=E2=80=99ll know how to ass= ess opportunities that are not just interesting, but essential - leading to= stronger traction and sustainable growth in Acts 2 and 3.

Act 2: Finding Your First Customers<= /b>

<= span style=3D"color:rgb(44, 62, 80);">James pointed out that while some mat= erial for this act is in place, additional stories and examples will streng= then it. Act 2 shifts from exploration to engagement, with chapters focused= on slowly shifting your customer development interviews into real sales di= scovery calls, without bait and switching anyone. This is where the narrati= ve turns from learning to selling, a critical pivot that James highlighted = as needing more real-world examples to ground readers in practical applicat= ion.

Act 3: Buildin= g a Repeatable Revenue Motion

In Act = 3, the goal is to help founders transition from personally leading sales to= building systems that will get them out of the day to day. James recommend= ed emphasizing anecdotes about founders stepping into sales without experie= nce, which makes this journey relatable and actionable. Here, I=E2=80=99ll = also lay out the four funnels that form the backbone of sustainable sales p= ractices, with a special focus on the often-overlooked nurture funnel. Acco= rding to James=E2=80=99 notes, this will help balance the practical advice = with narrative elements, ensuring readers leave Act 3 ready to build a scal= able, repeatable revenue engine.

Next Steps<= /b>

<= span style=3D"color:rgb(44, 62, 80);">James=E2=80=99 feedback also emphasiz= ed the importance of weaving my story with Carb thr= oughout the book, providing a consistent thread that ties chapters together= . While the overall structure is set, some chapters still need more content= and stories to flesh out the journey. The focus now is on creating a first= complete draft that=E2=80=99s rich in detail and flows seamlessly.<= /p>

This feedback loop with James is shaping the bo= ok to be more than a guide - it=E2=80=99s becoming an engaging narrative th= at founders can see themselves in, complete with actionable takeaways to ap= ply directly to their businesses.

If any o= f this resonates or sparks questions, I=E2=80=99d love to hear from you as = we move closer to a final draft. Your input continues to shape this book in= to a resource that truly serves the founder community.

Collin=C2=A0

PS - I listen to= a wide variety of music so send me the last Spotify playlist you listened = to, here=E2=80=99s what I listened to while writing this email.=C2=A0It=E2=80=99s a Swedis= h Jazz Fusion band called Dirty Loops, if you like like strong bass lines a= nd a weird variety of songs, this band=E2=80=99s for you.

PPS - I re-read The Mom Test in pr= eparation for my customer development interviews and updated my cheat sheet= based on some of Rob=E2=80=99s questions. Hit reply if you want to copy my= cheat sheet.


3D"yt"3D"in"
 

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