Prioritizing the "Get it Done" List

One of the biggest challenges for an early stage company is balancing one-off requests with developing the features that have wider client appeal. 

This is a trap

It seems like a good idea to focus on the features that your current clients want. It seems intuitive to power through the wish list of a potential sale. 

I understand the overwhelming urge to continually bubble client requests to the top of the backlog,          but consider:

Each and every request that comes in needs to be evaluated.

Q: "Will it make my product specific to the needs of this one client, or does everyone want this?"

Customer acquisition is the #1 effort for a startup

More customers proves the business model, gives investors the warm & fuzzies, provides much needed cash flow and provides critical fuel for an early marketing campaign. So, the argument may be made that yes, make this customer happy, BUT our goal is more than just ONE customer. So spending valuable development cycles on features that will only be used by one client should be a hard pill to swallow.

Instead I suggest that every client request gets logged and evaluated. 

If it is specific to only one client, we must figure out how to create the feature in a way that would be valuable to all, or say

                                     ...Wait forrrr iiiitttt...

"No"

Wow, that is a hard thing to do, but congratulations, you're in it for the long haul.

With a todo list that is probably very long, it is up to us to sell our clients on why they need the features that will makes us the number 1 choice of the many, not the few. I can't tell you how to work diplomatically with clients & potential clients, but sharing your vision for the product, showing them how well you turn around solid releases of advanced features and valuing their feedback will go a long way in building your brand goodwill.

So in summary: evaluate & value the requests, if you need them to sell the product to more clients put them on the top of the list, if not, sell what is on the top of your list to your client. Getting them excited about your product direction and thanking them for their continued feedback builds a collaborative environment. I enjoy working in environments like this.