Conventional wisdom says that startups are at a disadvantage when building their customer base, because they don’t have the same manpower behind their efforts. But Steve Blank asserts that it is this perceived weakness that actually sets startups apart from—and ahead of—their larger competitors. It’s counterintuitive, but true!

Founders Engage Customers Directly

At large companies, employees are sent out into the world to find and talk to customers, reporting back with their findings. But if that employee reports back that the target customer isn’t interested, the passionate founder will undoubtedly believe that the fault is not with the product, but with the employee’s tactics.

At a startup, on the other hand, the founder is the one out p...