1/ Optimizing your MS DOS moments?
When a large client calls with a promise of a few years of work. Enough to put your eldest through college and more.
Don't try to close the deal there and then. Don't quote a price. Don't agree on terms. Set up time for the next call
2/ Why the MS DOS moment reference?
Based on Gary Kildall inability to close an initial deal with IBM when they were shopping for an OS for the IBM PC
Two versions of the story
en.wikipedia.org/wiki/Gary_Kild…
quora.com/Whats-the-stor…
3/ Large deals with large clients take time.
You can't rush them. There is a big expectation gap on both ends. You need to document what they really want and price it right. And get paid on a timeline that works for you.
4/ Don't be an ass but also don't be too eager.
Walk the middle road. Be reasonable. Be flexible. Be realistic.
Life gives you very few MS DOS moments. They are years in the making.
Make the most of them.
#founders #startups #MSDOS #BigDeals #CSHistory #IndustryLore
5/ If you are lucky you can expect to get one every 5 - 7 years. Some are luckier than others. Some are less.
Not all of them convert into opportunity but they make for great bragging rights.
Remember the time when...
6/ What defines an MS DOS moment?
a) Often referred lead from relationships with existing clients or contacts
b) Multiyear contracts worth a multiples of your current annual revenues
c) Client in significant pain, looking for resolution
d) You are uniquely qualified to help
7/ All four conditions must hold. Miss one and you are no longer looking at an MS DOS moment.
It may still be a cause for celebration
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