It’s called the “Sinatra Test”, and it’s based on the song “New York, New York” in which Frank Sinatra sings, “If I can make it there, I can make it anywhere.”
A security company that wins a contract with Fort Knox is able to compete for any security contract, even if they have no other clients. They have passed the “Sinatra Test.”
It is worth the effort to go above and beyond to win that customer. If you have that customer as a reference, you can leverage them to win any other customer.
In Made to Stick: Why Some Ideas Survive and Others Die Chip Heath and Dan Heath break down the ingredients of spreadable and effective ideas. Whether you are building a marketing campaign, a pitch deck, or communicating your culture to your employees, there are valuable lessons in this book that can be applied to make your ideas more sticky.
