Posts Tagged ‘internet’

Running interference is a term taken mostly from american football where team players deflect the opposition in their attack to stop the ball carrier as they attempt to make the home run. running interference4I use this term in the start-up/scale-up world when people that I meet when networking ask me what is it that I do … I tell them “I run interference” on behalf of my clients when retained for that purpose.

This will normally open up a discussion as to what I really mean by that phrase, a bit like the quote “We are the Pros from Dover” taken from the movie “Mash”. Experienced business professionals from the technology world will know what I mean but younger entrepreneurs from the emerging technology world will be less sure. That is the point of course “when you don’t know what you don’t know” when trying to navigate the shark infested pool of founding and building Tech start-ups.

Its a pool of knowledge and insight gained over decades of working for US vendors in the big game and then founding and building technology companies from scratch in the good and bad market times. You tend to get perspective on the right moves and people from years of “shedding layers of skin” from going through the process of winning and losing in the UK and Silicon Valley. We are often pigeonholed as advisers, coaches, consultants maybe even the dreaded mentors … I suppose there may be a combination there. But what sets me apart is the blend of experience, strategic thinking and accelerated tactical implementation that moves the needle on whatever challenge you are currently facing.

A lot of my work is based on accelerating access to market, entrepreneurs always need that first big deal or partnership to reference from and cement them into the market with some credibility to continue. running interference2How do you do that? … well while you have had you’re nose to the grindstone, I have had years building a trusted network in London, this gives many entry layers to quickly research where best to position you’re attack. This combined with the weight and experience I add as to how to frame the hook that will get a reaction and opens up options for you to explore.

Sometimes it can be just as important not to talk to certain people as to chasing to meet what appears to be high profile people that can aid you’re progress. But “how do you know who is good or bad”, some that will suck time and life, maybe even money out of you’re precious venture. Well that is also about having time and experience to “understand the jigsaw” that is the multilayered emerging technology market in London. I have come across most of the challenges you are taking on for the first time, numerous times in fact, it develops an instinct in you for what feels right.

So I hear you ask … why are you not off investing, a venture capitalist, being a Non Exec, Government adviser, charity work, even retired like the rest of your peers. running interference1Well much as I don’t want to build another start-up company of my own, what still gives me a thrill is breaking markets with new technology, especially if it means taking on and beating the incumbent global vendor players. Its about doing business and deals that people don’t think possible on your wits with limited resources, “that’s the win”.

I wrote about this subject many moons ago – 1994 perhaps, I wonder if anything has really changed?  Then I was concentrating on the world of IT and the lack of black or asian front line sales people that seemed to be missing from most hardware or software vendors or their distribution channels. The Carol Thatcher episode made me think again was that hidden racism still around behind closed doors, particularly in the hiring process of the digital internet world that I have spent the last decade in. That shiny new world of digital media and the latest Web 2.0 application or platform that looks on the surface to be very open and accepting of all sorts of players. I suppose at the bleeding edge, an analysis of the twitter/facebook populations in London/UK/Ireland would be a start, as they tend to be representative of the core of the network that drives the game we are in. I just wonder what that would show in terms of spread and access, particularly in customer facing roles or senior management positions?  

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