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‘The one critical ingredient for start-up success is a paying customer’

My role involves designing and delivering a programme that provides the best outcomes for the start-up founders we work with. That said, a successful start-up isn’t just about finding good science or technology – it’s finding the right fit between a compelling customer problem and an effective science or technology solution. Are good entrepreneurs born or can they be made? I generally find that good founders are impatient – they like to get things done quickly. A paying customer makes everything else easier – building the right product, paying bills, hiring staff, attracting advisers and raising investment.

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