Eddie Hartman

You're simply saying, look, this is the fair price for it.

If you'd like to pay less because you can't afford it or whatever, I recognize that.

So let's talk about how we can find a meeting of the minds.

Could you do this for me?

And then in exchange, I'd be happy to give you a discount or a concession of other kinds.

fundamentally, as your company evolves, okay, what got you through the startup days is not going to take you into the scale-up days.

Evolution, my friend, is the thing that I think everyone would benefit from.

The principles are the same.

You still need to think about value and price, but here's the thing.

Value is subjective.

I really do.

My brother is a handsome man, a very handsome man.

And he is married now, and he has one little tiny baby.

I think you'd have to pay my brother to get behind the wheel of that minivan, the same minivan that I, with my four children, cherish.

So here's the thing.

You have to realize,

Different people will look at what you offer and assign different value to it.

As you grow, whatever it is that you're putting out there, as it becomes more mature, or if you had one product and now you have a portfolio of multiple products, or as your product becomes suitable for a different market, you have to evolve.

You have to say, what is the new value that I'm delivering?

What is the new jobs that