Visions of Blockchain Magazine Visions of Blockchain Pillar Unepisode | Page 33

He sold a hundred thousand of his product.
He just didn’t talk about it because he thought
that’s how you’re supposed to write white
papers, like, „blah blah blah... Looks nice.”
So, we start to go through this process and we’re
talking to him about the product. Just two days
ago, I was talking to him about the product. We
asked, for cost of goods sold.
He told us exactly how they sell, the channel
strategy, sales cost and the cost of goods.
We thought he had no information, but he had
everything. It just wasn’t in the white paper.
So, we are question askers, really. We write
what we learn. We don’t make up a story and
tell people they can raise money.
I had one of my clients say, „you’re not white
paper writers, you’re business and personal co-
aches, and the white paper is a byproduct.”
It’s really important to be honest.
Who you are, who you aren’t.
I’ve managed to weed out a lot of the people
who write white papers, or think they’re going
to have a business, because having a business
is very difficult.
Succeeding at business is even more difficult.
Succeeding AND being profitable.
You know, each one, right?
Growing, selling the business. Each stage is
very difficult, and it’s a growth process, so wri-
ting the white paper is kind of the beginning of
that for many of these companies. While they
write the whitepaper, they have to think about
all those aspects of the business, to talk to each
other about their business, what they agree and
disagree on.
They are already starting to learn to work toge-
ther.
It’s really the beginning of a journey, and a good
white paper indicates that they’ve got through
that journey..
Even with my screening process, only 30% of
the white papers get finished.