“I don't even build a product — I actually deliver the solution manually at this stage. I don't care about the margins yet, I just care about the solution being delivered to the customers.”

Deliver the Solution Manually Before Writing Any Code

Once pre-sales are confirmed, John fulfills the promise by hand rather than rushing to automate it. Iterating on a manual service is far cheaper than rebuilding code repeatedly, so he locks in what customers actually want before a co-maker writes a line. The product only gets built after the manual version achieves satisfaction.