What if the first client you're chasing is the wrong one?

Keith Newman says your first client should grab the attention of everyone else in your market.

Keith is Managing Partner at The GTM Firm, where he advises early and growth-stage founders on go-to-market strategy and revenue acceleration. He's been operating at the intersection of startups, media, and technology for over three decades, longer than most founders have been building companies. His career spans well-known names in tech media and entrepreneurship, with roles including President at IDG (International Data Group), Head of Business Development at Recode, and VP of Programming and Partnerships at the Nasdaq Entrepreneurial Center, where he connected over 500 founders to institutional resources and investor networks.

In this episode Keith breaks down exactly how the team landed that first client, what made that one account unlock dozens more, and what his decades in startups has taught him about getting clients and building momentum.

What you'll learn:

• Why Keith says your first client should open doors, not just generate revenue
• Why reframing every no is an opportunity to learn what a client actually needs
• How you know a business has real momentum when clients start calling you first
• Why you should talk to 50 potential prospects before you commit to starting a business
• What he tells every founder who thinks they understand how hard the journey really is

Where to find The GTM Firm:

• Website: https://www.thegtmfirm.com/
• LinkedIn: https://www.linkedin.com/company/the-gtm-firm/

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