The Art of the Start

1. Create Meaning: The Foundation of Great Organizations

The best reason to start an organization is to make meaning—to create a product or service that makes the world a better place.

Purpose drives success. Great organizations are built on a foundation of meaning, not just profit. They aim to improve the world in some way, whether by increasing quality of life, righting a wrong, or preserving something good. This central purpose motivates employees, attracts customers, and guides decision-making.

Meaning manifests differently across various types of organizations:

• For-profit companies: Developing innovative products or services
• Non-profits: Addressing social issues or unmet needs
• Schools: Educating and empowering future generations
• Religious organizations: Providing spiritual guidance and community

By focusing on making meaning, entrepreneurs create a compelling reason for their organization to exist beyond financial gain. This deeper purpose becomes the driving force that propels the organization forward, even in challenging times.

2. Craft a Powerful Mantra, Not a Mission Statement

Forget mission statements; they're long, boring, and irrelevant. No one can ever remember them—much less implement them. Instead, take your meaning and make a mantra out of it.

Simplicity is key. A mantra is a short, memorable phrase that captures the essence of your organization's purpose. Unlike lengthy mission statements, mantras are easily internalized by employees and communicated to customers.

Examples of powerful mantras:

• Nike: "Authentic athletic performance"
• Disney: "Fun family entertainment"
• Starbucks: "Rewarding everyday moments"

To create your mantra:

1. Distill your organization's purpose into 2-4 words
2. Make it action-oriented and customer-focused
3. Avoid generic terms like "excellence" or "leadership"
4. Test it by asking: Would your employees and customers understand and be inspired by it?

A well-crafted mantra serves as a guiding light for decision-making and helps align everyone in the organization towards a common goal.

3. Get Going: Ship, Then Test

Think soldering irons, compilers, hammers, saws, and AutoCAD—whatever tools you use to build products and services. Don't focus on pitching, writing, and planning.

Action trumps perfection. Many entrepreneurs get bogged down in endless planning and refining. Instead, focus on creating a minimum viable product or service and getting it to market quickly. This approach allows you to gather real-world feedback and iterate based on actual customer needs.

Steps to get going:

1. Build a prototype or basic version of your product/service
2. Launch to a small, targeted group of early adopters
3. Gather feedback and data on usage and pain points
4. Iterate and improve based on this real-world information
5. Repeat the process, expanding your reach with each iteration

By shipping early and often, you:

• Validate your concept with real customers
• Generate revenue and data sooner
• Avoid wasting resources on unwanted features
• Stay ahead of competitors who are still planning

Remember: It's better to have a good product in the market than a perfect product that never launches.

4. Master the Art of Pitching

Forget "I think, therefore I am." For entrepreneurs, the salient phrase is "I pitch, therefore I am."

Pitching is essential. Whether you're seeking investment, closing a sale, or recruiting employees, the ability to effectively communicate your vision is crucial. A good pitch should be concise, compelling, and tailored to your audience.

Key elements of an effective pitch:

1. Explain what you do in the first minute
2. Use the "little man" technique: Answer "So what?" for every statement
3. Show, don't just tell: Use stories and demonstrations
4. Follow the 10/20/30 Rule:
   • 10 slides
   • 20 minutes
   • 30-point font minimum

Practice your pitch relentlessly:

• Aim for at least 25 iterations before presenting to key stakeholders
• Seek feedback from mentors, colleagues, and potential customers
• Refine and adapt based on audience reactions

Remember: Your pitch is often the first impression people have of your organization. Make it count by being clear, concise, and compelling.

5. Bootstrap Your Way to Success

It's almost impossible to answer questions like this in advance, and they ultimately serve no purpose.

Resourcefulness is key. Bootstrapping means building your business with limited resources, focusing on cash flow rather than outside investment. This approach forces creativity, efficiency, and a laser focus on what truly matters.

Bootstrapping strategies:

• Start as a service business to generate immediate cash flow
• Focus on function over form (e.g., cheap office space, used equipment)
• Outsource non-core functions
• Leverage free or low-cost marketing channels
• Prioritize revenue-generating activities

Benefits of bootstrapping:

1. Retain control and equity in your company
2. Develop a lean, efficient mindset
3. Prove your concept before seeking outside investment
4. Build resilience and problem-solving skills

Remember: Many successful companies, including Apple, Dell, and eBay, started as bootstrapped ventures. By focusing on creating value with limited resources, you build a stronger foundation for long-term success.

6. Recruit A-Players and Infected People

I have never thought of writing for reputation and honor. What I have in my heart must come out; that is the reason why I compose.

Team is everything. The success of your organization depends largely on the quality of people you bring on board. Focus on recruiting A-players who are not only skilled but also passionate about your mission.

Characteristics of A-players:

• High competence in their field
• Strong work ethic and self-motivation
• Ability to work well in a team
• Alignment with your organization's values and mission

Look for "infected" people:

• Those who already use and love your product/service
• Individuals passionate about solving the problem you're addressing
• People willing to take a pay cut to join your mission

Recruiting strategies:

1. Leverage your network for referrals
2. Look beyond traditional resumes and pedigrees
3. Create opportunities for candidates to demonstrate their skills
4. Prioritize cultural fit and passion alongside technical skills

Remember: A small team of A-players can outperform a large team of mediocre talent. Invest time and effort in finding and retaining the right people.

7. Raise Capital Wisely and Build a Business First

If you want to get an investment, show that you will build a business. Make meaning. Make a difference. Don't do it for the money. Do it because you want to make the world a better place.

Focus on the fundamentals. While raising capital can accelerate growth, it's not a substitute for building a solid business. Investors are attracted to companies with proven traction, not just good ideas.

Before seeking investment:

1. Develop a viable product or service
2. Generate revenue and show market demand
3. Build a strong team and advisory board
4. Create a clear plan for scaling the business

When raising capital:

• Choose investors who align with your vision and can add value beyond money
• Understand the trade-offs of different funding sources (e.g., VC vs. angel investors)
• Be prepared to articulate your business model, market opportunity, and growth strategy
• Don't overvalue your company or give away too much equity too soon

Remember: The best way to attract investors is to build a business that doesn't need them. Focus on creating value, and the money will follow.

8. Partner for Spreadsheet Reasons and Mutual Benefit

The foundation of a good partnership is spreadsheet reasons, you'll understand why the next step is to define deliverables and objectives such as additional revenues, reduced costs, new products and services, new customers, new geographic markets, new support programs, training and marketing programs.

Strategic partnerships accelerate growth. Effective partnerships can help you enter new markets, develop new products, or access resources you couldn't on your own. However, they must be built on mutual benefit and clear objectives.

Key elements of successful partnerships:

1. Clearly defined goals and expectations
2. Complementary strengths and resources
3. Alignment of vision and values
4. Win-win structure for both parties
5. Regular communication and performance tracking

Steps to build effective partnerships:

1. Identify potential partners who can help you achieve specific business objectives
2. Develop a clear value proposition for both parties
3. Start with small, low-risk collaborations to build trust
4. Formalize the partnership with clear agreements and metrics
5. Regularly review and adjust the partnership as needed

Remember: Partnerships should enhance your core business, not distract from it. Focus on collaborations that directly contribute to your strategic goals and bottom line.

9. Build Your Brand Through Evangelism and Community

Evangelists believe in your product or service as much as you do, and they want to carry the battle forward for you and with you.

Customers are your best marketers. Building a strong brand isn't just about advertising; it's about creating passionate advocates for your product or service. Focus on turning customers into evangelists who will spread the word and build a community around your brand.

Strategies for building brand evangelists:

1. Create a remarkable product or service that solves real problems
2. Provide exceptional customer experiences at every touchpoint
3. Actively engage with your customers and listen to their feedback
4. Empower customers to share their experiences (e.g., user-generated content)
5. Recognize and reward your most loyal customers

Building a brand community:

• Create platforms for customers to connect (e.g., online forums, events)
• Share behind-the-scenes content and company stories
• Involve customers in product development and decision-making
• Celebrate customer success stories and milestones

Remember: A strong brand is built on trust and genuine relationships with customers. Focus on creating value and fostering connections, and your community will become your most powerful marketing asset.

10. Make It Rain: Find Your Gorilla Markets

Sow many seeds. See what takes root and then blossoms. Nurture those markets.

Adaptability drives success. While it's important to have a target market in mind, be open to unexpected opportunities. Your product or service may find success in markets you never anticipated.

Strategies for finding and capitalizing on "gorilla markets":

1. Launch your product/service to diverse customer segments
2. Monitor usage patterns and customer feedback closely
3. Look for unexpected use cases or customer types
4. Be willing to pivot or expand your focus based on market response
5. Double down on emerging opportunities with high potential

Examples of companies that found success in unexpected markets:

• Slack: Started as an internal tool for a gaming company, became a widely-used business communication platform
• Play-Doh: Originally a wallpaper cleaner, repurposed as a children's toy
• Viagra: Developed as a heart medication, became a treatment for erectile dysfunction

Remember: Success often comes from being open to possibilities and quickly adapting to market feedback. Stay alert for unexpected opportunities and be ready to capitalize on them when they arise.

Last updated: January 22, 2025