“When a start-up tries to pitch a product or service to a big potential client, it runs the risk of receiving the Minnesota Nice treatment. (Even if that big company isn’t based in Minnesota.) The people across the table nod and smile. But in reality, it’s just that they don’t want to say no. So the start-up spends time and money coming back until it gets a clear answer.
Meanwhile, even if the newbie has something valuable to offer, the company listening may have justifiable concerns about working with an unproven entity. Will the start-up be a dependable partner? Can it deliver the product or service it says it can?”