I spend an inordinate amount of time in one on one meetings with entrepreneurs. And it occurs to me that there are two (and a half) simple skills that can be employed to great effect.

Tips for Dealing with Board Members

When getting advice or feedback, don’t defend, explore

If you’re seeking advice or feedback from a member of your board (or someone in a similar advisory capacity), present the issue, idea, or dilemma that you want advice on. Then listen. Ask questions. Engage in conversation. But DON’T DEFEND OR REBUT.

Your goal is to get that person’s input – not explain why their input is in your opinion irrelevant, wrong or just plain stupid. I’m not saying it might not be irrelevant, wrong, or moronic – it very often is (not very often, but you get my point.) If you’re seeking someone else’s input, you want them to open up and give you their full perspective. Analyze and critique it on your own time. You should leave the meeting with an understanding of their feedback. It’s up to you to decide (later) if it’s good bad or ugly.

Instead of defending (which often sounds like this: “I tried that but . . .” or “I hear what you’re saying but . . .” or “I don’t want to do that because . . .”), explore what they’re saying. Ask questions and listen. “What do you think we’ll learn if we do what you’re suggesting?” “What would you do next if that doesn’t work?” “That sounds great – if we couldn’t do that, what could we do?”

If you wanted help moving a couch, you wouldn’t nag the person about their technique until they dropped the couch – so don’t ask for advice and then immediately criticize it.  That’s rude and ineffective.

Eliminating the negative is not the same as creating the positive.

This is a bit more subtle, but just as important.  Let’s say you’ve got a problem.  And as a result of this problem all sorts of negative things are going on in your company.  And you’ve got an idea that will fix the problem – and eliminate the negatives.  So how should you sell the solution? You can either say “If we implement this solution, these problems will go away.” or “If we implement this solution, things will be better.”  Trust me, the second option, when available, is the way to go.  If you simply talk about eliminating problems, then people can get drawn into a debate about whether those problems are in fact problems, and whether the solution will eliminate the negative.  If you talk about enhancement (making things better), people are much more receptive.  Try it and see.

Bonus tip: STFU

Best way to get advice from your board members is to STFU.  Stop talking and start listening.  Don’t spend the limited time you have with your advisors talking – talk little, listen a lot.  Nuff said.

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The Myth of Calling the Shots

One of the reasons I initially got into entrepreneurship was that I wanted to “call the shots.”  This is one of the most common reasons people cite for getting into entrepreneurship.  Being the boss.  Calling the shots.  Making the decisions.  It’s compelling.  And it’s almost completely false.  It’s one of the great myths of entrepreneurship (one of the others is ‘setting your own schedule’ – but that’s for another time).

Here’s why it’s a myth: you don’t call the shots – the market calls the shots.  While you get to make decisions, those decisions can’t be made in a vacuum.  Well they can be, but then you’re in business NFL – Not For Long.  I come across so many entrepreneurs who see entrepreneurship as one giant path of constant self-aggrandizement.  They see success as following their instinct and trusting in their singular vision. And that’s just plain stupid.  Your business needs to serve a need – its needs to connect with what the client wants.  And if you make it all about what you want – and your need to make decisions – you’re putting yourself first.  It’s not about you – it’s about the client.

Here’s another reason it’s a myth: you should surround yourself with smart people.  Better yet smarter people.  If you insist on making all the decisions – you’re closing yourself off from the advice and support of these people.  Or you’ve surrounded yourself with yes men and/or idiots.

When you think you’ll call the shots you’re subscribing to the view of entrepreneurs being brilliant geniuses ensconced in their ivory towers handing down brilliance from on-high.  If you look at really successful entrepreneurs, they are connectors. They form partnerships, they bring resources together, and they listen to clients.  What they don’t do is engage in the relentless arrogance of thinking it’s about calling the shots.

In my own experience, discovering this myth was one of the more painful realizations of running my own business.  It stinks to realize that it’s not about you and your brilliant ideas.  It’s about putting yourself out of the picture and focusing on the client.

Any other myths you’ve seen busted?

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Over at the Art of Manliness, there’s a great series of tips on running a meeting.  The Art of Manliness, despite the off putting name (to some people – me, I get it), is overall a really excellent blog – and an example of how to build a community of common interest. The common interest on Art of Manliness revolves around shaving with a straight razor and drinking cocktails (both of which I can get behind).

My favorite tip from the many is:

Summarize the meeting. At the end of the meeting, quickly tick off a list of everything you have accomplished and resolved to do. Delegate tasks and make sure everyone is absolutely clear on what their individual responsibilities are. Don’t ask for “other business.” You’re just opening a can of worms. Remember, if it’s not on the agenda, it’s not going to be discussed.

I’ve been to lots of meetings dominated by lots of talk which feels productive.  It’s only later, when absolutely no action has been taken as a result of the meeting, that you realize not only was the meeting ineffective, but you’ll never have that hour of your life back.  You’ll be on your death bed, and your dying words will be “If only someone had set some action items.”

In the comments share your meeting horror stories or tips.

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We had the pleasure of taking the current team of Bizdom entrepreneurs (whom I am calling Team Hammer Pants, since they can’t come up with a team name of their own) to Big Communications, to meet with Lisa Stern, the Founder.

Lisa gave a great overview of the founding story of Big, as well as a description of their culture.  I could easily write a dozen entries on Lisa and Big (hell, I could write one just on how great their offices are – they are absolutely beautiful), but I want to focus on 3 Big takeaways from their story and culture.

3 Big Ideas from Big Communications

1. The business you find success in may not be the one you start in.

Big originally started purely doing video production.  Now they handle communications for health care companies.  This isn’t to say your initial idea is unimportant and therefore unworthy of proper research.  Rather, the lesson here is that you’ve got to follow the natural wave of your business and fish where the fish are – build on the success you earn, rather than the success you wish you had.

2. Passion means emotional investment in what you do.

This was a point I tried to emphasize at my TEDx presentation.  It’s not about doing what you love, but rather loving what you do.  I’ve heard lots of people talk about ‘passion’ and seen people confuse obstinacy and unfounded pride with passion. Having passion doesn’t mean that you can magically will something to happen.  Instead, it means bringing an emotional investment to what you do – finding the love in what you do.  When I asked Lisa what she’s currently passionate about she said “I’m really passionate about how we staff projects.”  Trust me, no one says “When I grow up, I want to staff projects!”  But she’s found the interest and passion in that task, and that’s a beautiful thing.

3. Vision is about having a goal you’re moving towards

Another great insight into an oft-cited entrepreneurial trait: vision.  Vision isn’t about having a grandiose vision about what success will look like (yachts or being on Oprah), but rather about having a very specific goal you’re moving towards.

Bonus idea: Not really a bonus idea, but rather a combination of the final two, and it’s this – any old passion or vision won’t do.  You’ve got to have a specific type of passion and vision to be a successful entrepreneur.  I meet a lot of people who are very emotional (what they think is ‘passionate’) and have a well defined vision for themselves (usually of them on a yacht with Oprah), who think as a result they’re entrepreneurs.  I can give you a well defined vision of what I’d do if I won the lottery (it wouldn’t be Oprah or a yacht), but that doesn’t mean I’m going to win it.  I’m extremely passionate about fantasy football, but that doesn’t mean I should make a career out of it.

What do you think? Will any old vision or passion do? Or do you need something more?

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Easy quick no brainers to be better than everybody else*

1. Have a kick ass email signature.

Make it easy for people to contact you.  So automatically put your email address, phone, twitter, website, etc. in your email signature.  That way, someone wants to contact you after reading your email, all the info they need is right there.  A discreet quote is fine, but not necessary.

2. Apologize for interrupting people.

Time’s short, so you may need to cut someone off and get to the chase, but do apologize and give them a chance to continue.

3. Say thanks, and please.

Extremely effective in business communications.  Someone does you a solid, thank ‘em.  Need something from someone? Be courteous enough to ask nicely.

4. Bonus Tip: Know how to end conversations.

It’s classy and clean to make it clear that the communication is over, whether that’s phone, face to face or email.

*better at everyone else at communicating, which is the key to everything. While these may seem like simple random tips, these will put you ahead of a ridiculous number of people.

What other simple things can you do that put you over the top?

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If you had a business partner, would you want them to be truthful with you or bullshit you?  If you’re in the “bullshit me, please” camp, let me know – I’ve got a great lead on a Florida swamp land investment.  If you’re in the “just tell me the truth” camp, then you’re probably like 90% of most people – and unlike 75% of the pitches I’ve seen recently.

It never ceases to amaze me that someone who’s asking you for an investment – who’s essentially asking you to become their partner, will start the relationship with an unhealthy dose of bullshit.  These snake oil salesmen act as if somehow, after the relationship is entered into, the bullshit won’t be revealed and stink up the whole deal.  Some people assume ‘fake it, ’til you make it’ is the rule to apply here. Trust me, if your ‘beta ready software’ turns out to be a sketch on the back of a bar coaster, your partner will not appreciate your moxie and aggressiveness.  And shame on you if you’re reaction to this is to claim ‘caveat emptor‘ or expect your partner should’ve caught your BS during due diligence.

3 sure signs you’re bullshitting in your pitch

1. Abuse of the royal we.

Back when I was a lawyer starting my own law practice, there were lawyers I knew who advised me to call it “Daniel A. Izzo & Associates” on the theory that it’d make my practice seem more established (on the subtheory that the fax machine was an associate of mine).  I did not follow this advice.  I was a solo practitioner.  I didn’t want to misrepresent this with a lie, however acceptable or commonplace.  I hear lots of entrepreneurs saying “We” in their pitches when they really mean “I” or “me.”  Look, if you’re a one man show, you’re a one man show.  You aren’t a “we”, you are a “me.”

2. CEO, President and Founder.

I find that most of the pitch-stage or development-stage entrepreneurs I come across, don’t really know what ‘CEO’ stands for, much less what one does.  If the company consists of you.  Or you and your three buddies, you don’t really need a CEO.  You don’t really need titles at all.  If you call yourself ‘CEO’ you’re just revealing your immaturity.  You might as well call yourself “Superman Lightning McQueen” which is what my son calls himself when he’s playing superheroes.  It has an equal basis in fact.

3. “In development” or “in process”

This one’s a bit more gray, but I often find it is used as a replacement for “I don’t know”.  For example, saying “Our business model is still in development” when you mean “I’m still figuring it out.”  ”In development” implies someone is off somewhere working on it, not that you’re still noodling it over.

Honesty is the best policy.

Yes, I seriously wrote that.  Honesty is the best policy.  People invest in people (whether that investment is time, money or other valuable resources.)   When you engage in these bits of puffery, you reveal yourself as a bullshitter, and a pretty sloppy one at that.  Don’t do it.

Have any stories of people who overrepresent themselves or other examples of signs of BS? Share them in the comments.

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I’ve often struggled with the notion of what should and shouldn’t be mandatory when training entrepreneurs.  I’ve decided that nothing should be mandatory.  If you have to make someone do something, they’re not really ready to be their own boss and run their own enterprise.  Why? Because in business, when you’re the entrepreneur, no one is going to stand over your shoulder and make you do things.  If a person can’t motivate themselves, they’re not ready.

Being an entrepreneur is like running a marathon.  It is a challenging endeavor which requires commitment, focus and motivation.  And yet, like a marathon, it’s a totally voluntary endeavor. No one can make you run a marathon – no one can make you become an entrepreneur.  If you asked a marathon runner if their training regimen were ‘mandatory’, they’d likely look at you like you were a fool. ‘Mandatory? No.  100% necessary – absolutely.’ There’s nothing mandatory about a proper marathon training regime.  You could easily show up for a marathon one hundred pounds overweight, never having run a day in your life, and wearing high heels.  It’s your choice.  But one choice will lead to success (completing the marathon) and the other failure (being forever known as the guy who had a heart attack while wearing high heels at the marathon).

When training would-be entrepreneurs, design your program with this notion in mind.  Self-motivation is crucial.  It’s a hard thing to train and coach people on.  It’s certainly not impossible, but the first time someone asks if something is mandatory, give them the marathon speech; the second time they ask show them where the door is and wish them well somewhere else.

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Have ideas.  They’re more important than opinions.  With an idea, you’re open to suggestions.  With an opinion, you’re trying to be right.

It’s more important to think than to be smart.  This is why successful people are always asking questions.  They may not be smart, but they never stop thinking.

Do that; victory will follow.

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This week I was a Curbside Consultant at the Launch of FastTrac to the Future, an entrepreneur development collaboration between TechTown, The Kauffman Foundation and the New Economy Initiative.  Bizdom has received grants from the New Economy Initiative and Kauffman, so we’re tangentially part of this.

The final event of the day was  a panel on ‘Entrepreneurial War Stories’.  It featured the inimitable Patrick McInnis (CEO of FatHead), Jane Sydlowski (AMI Strategies)and Randal Charlton (former CEO of Asterand).  The stories were great, as were the lessons.  At the end, the moderator asked each of the three for a couple of tips for entrepreneurs to survive and succeed as entrepreneurs.

Pat McInnis

• Control your control freak
  • relinquish control
  • don’t relinquish accountability
• Culture matters
  • you create a motivated workforce when you focus on people and help them achieve their dreams

Randal Charlton

• Money will be tight
  
  • but get going on the least amount of money you can
    
• Leverage existing resources
  
  • there’s much more in place around you than you realize

Jane Sydlowski

• Consider ‘No’ a ‘Yes’
  
  • you’ll experience more ‘no’s’ than you know
  • don’t accept ‘no’
    
• Show up for yourself
  
  • network
  • share your story with pride

Great tips one and all.

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I emceed the TechNow09 conference last night.  The panel presentation was outstanding and I was glad to be able to host that.  It was also pretty impressive that they landed both Congressman Gary Peters and Oakland Country Treasurer-Elect, and the man behind the Michigan Movie incentives, Andy Meisner.

Apparently my duties were well received, I was even a notable quotable at a few points.

Here are some Tweets (boy I hate that word):

@rsmudge: @DanIzzo good job tonight. You had good stage presence.

@RyanMeray: Had a great time at #technow09! Got to meet @damnredhead, got coffee at Bean & Leah afterwards with @hcwlau, and dug @danizzo’s emceeing.

@RyanMeray: Dan Izzo – “Did they check you for the secret Apple tattoo?” #technow09

@RyanMeray: Dan izzo is awesome. #technow09

@RyanMeray: Dan Izzo drops the #tweetoprahcalypse awesome. #technow09

@RyanMeray: Dan Izzo – “What we have here is a glimmer of light.” #technow09

And my personal favorite:

@Rebeccakim11: I’m the guy with the microphone, stop me bitches! #technow09

Thanks to everyone for coming out.  Remember your assignment: in the next week promote living in Michigan on Facebook, Twitter, your blog, email, wherever you can.

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