Three entrepreneurs approach a hungry man. The first asks what the man wants. He replies, "a sandwich, " so the entrepreneur opens a sandwich shop.The second entrepreneur asks the man what his problem is. He says he'shungry. So theentrepreneur opens a grocery. The third entrepreneur asks the man what his goalis; he sayshe wants to feel full and nourished. So the third entrepreneur invents a nutritious, fillingpill. He's the entrepreneur whosucceeds.Paul Henderson explains why success – especially for tech vendors – hinges on"outcome-driven thinking" that givesclients what they want.
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