“Can you help me find a job in VC?”

 About 18 months ago, I was cold called by a young, ambitious MBA student who wanted some advice and guidance on something very very difficult to do: breaking into the venture capital business. Relative to huge demand, there are very few entry level VC positions available in the Washington, DC region.

Since his initial cold call, I have met him a few times at various events around town. I had not heard from him in several months until today when, in response to an email announcement my company sent out, he responded that he was still seeking my help in landing a VC job.

I emailed him my response:

Here’s how I may help, with some (free) advice:

YOU have to HELP you. The buck stops with you!

You have to create true value for your customers and constituents (boss, coworkers, investors, friends, etc).

You must give 110% every single hour of every single day, and MAKE SURE all of this is recognized.

Network like a machine. You should be out every night going to 2-3 events per, and genuinely HELPING others – Thats how you build YOUR brand!

Work 80 hours per week. There’s no substitute for hard work.

In this market, the ideal job does not come to you.
YOU have to attack and make it happen.
And the tools you need are contacts, credibility and expertise, all of which you will develop by following the advice above.

Pursue your dream and never give up!! It may take a month, year, or 10 years, but the persistent person ALWAYS wins…eventually!!

All the best,
Tien

That’s advice I would give to my kids, the students I work with at Georgetown or Maryland, and anyone looking to land any kind of job, especially a high-demand job.

Bottom line: you have to help yourself, and there are no shortcuts. Buckle up because the road will be long and bumpy,

I welcome your thoughts and comments. Thanks!

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Persistence and Commitment at HONEST TEA, a guest post by Marissa Levin

Guest Blog Post from Marissa Levin, CEO of Information Experts and Founder of Successful Culture, a new business dedicated to helping entrepreneurs and business leaders build successful cultures within their organizations.

Marissa was a guest at Lore Systems’ Big Idea CONNECTpreneur Spring Forum on March 7, 2012 and Seth Goldman, Co-Founder and TeaEO of Honest Tea, was one of our featured speakers on the “Entrepreneurship with a Higher Purpose” panel.

This post was written on March 13, 2012 and can be found on Marissa’s awesome new Blog, Successful Culture.

Honest Tea CEO Seth Goldman Takes Persistence & A Commitment to Mission to New Heights

Imagine pitching your idea to 1,000 investors. Over and over and over again. A little insane, right? Not if you’re Seth Goldman, TeaEO of Honest Tea. When we think of Honest Tea, we think of a delicious beverage, and a wildly successful business.

Dig a little deeper into the roots of Honest Tea, and you’ll discover an entrepreneur who is forever committed to the mission of “changing the way people eat, drink, think and live.”

Seth shared the struggles of his early days with 300 business leaders at the sold-out ConnectPreneur Event in the DC region, architected by global serial entrepreneur and angel investor Tien Wong, CEO of Lore Systems (www.lore.net).

Building an Empire One Brick at a Time

As a bootstrapped entrepreneur who has never sought outside funding, I was amazed at Seth’s relentless quest for angel investments when he launched Honest Tea. “I did over 1,000 pitches and landed 120 angel investors. I took $25,000 at a time,” Goldman said. “There were plenty of times when I was financially out of business. But you need just enough fumes to keep things going.”

The question on everyone’s mind – which was asked – was, “How did you keep going?” All entrepreneurs seek the answer to this question from others that travel the path of business ownership. What is the magic bullet -the secret sauce – that gives us the strength to keep pushing when we are seemingly out of options?

Always Return to the Mission

“What kept me going is I always believed and still believe in my mission. I believe we have to change the way we eat, drink, think, and live. Quitting was never an option.”

In addition to the initial 1,000+ calls, Goldman had to ruthlessly follow up with potential investors. Follow-up apparently is just as important as the initial contact.

“You need to be ruthless with your follow-up. You can’t ever quit. Your follow-up is a good indication of your commitment to what you are trying to build, and to your work ethic. Some we talked to for years before they came on,” he said.

Seth’s tenacity is an inspiration to anyone trying to make their entrepreneurial mark. Equally inspiring is his commitment to his core values, and his refusal to relinquish what matters most to him – providing healthy products that consumers feel good about drinking.

Coca-Cola now owns 40% of Honest Tea. The mammoth company’s management is like a bull in a china shop. This, however, doesn’t sway Goldman from his values. “Coca-Cola wanted me to remove “No High Fructose Corn Syrup!” from our labels. I asked if this was a legal or regulatory requirement, and it wasn’t,” he explained.

Goldman continued, “Because their products contain this ingredient, our label wasn’t a positive reflection of their brand. I refused to remove it it. The discussion made its way to the very top of the executive ladder, and I refused.”

Finally, Coca-Cola relented, and conceded that as a minority owner, they couldn’t force Honest Tea to remove the labeling.

All Natural Ingredients for Successful Entrepreneurship

Goldman boiled successful entrepreneurship down to the two basic tenets that we all inherently know: 1: A steadfast, laser-focused, driven commitment to what we are building, in which we will do whatever we need to succeed, and 2: A passionate belief in the change we are trying to make.

Thanks to Tien Wong (follow him on Twitter: @tienwong, and subscribe to his blog – Winning Ideas at (https://tienwong.wordpress.com/) for helping to quench the entrepreneurial thirst for learning with a great event!

And thanks to Seth Goldman (@HonestTea) for showing us what happens when you never ever ever ever ever give up.

Patience, persistence and perspiration make an unbeatable combination for success.” ~Napoleon Hill

5 KEY LEARNINGS – National Capital Region Entrepreneur’s Club

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Recently, I had the honor of speaking at the September, 2011 luncheon of the National Capital Region Entrepreneur’s Club.  It’s a group of terrific business leaders from the DMV region.

Our host, Ingar Grev, asked me to tell my story, talk about some successes, some failures, and key learnings.  Ingar is a US Naval Academy grad with MS and MBA degrees from Maryland.  As fit today as he was 25 years ago when he was a star D-lineman for NAVY, Ingar is an entrepreneur, technology expert, connector, and CEO/executive coach known as The Growth Coach.

He was also nice enough to write about my presentation in his Washington Business Journal blog post.  At the conclusion of my remarks, I listed 5 things I had learned in my experience as an entrepreneur, CEO and investor.  Here are the 5 Key Learnings I shared with the group:

1.  Do the right thing always.  It can be expensive to take the high road, and it takes courage, but at the end of the day, your reputation is all you really have.  High integrity is impossible to fake, and integrity is a real magnet for other Winners and for success in general.

2.  Build relationships.  You can’t win without great partners, clients, and teammates. Success is all about creating, building, and nurturing relationships.  I am not talking about quantity, but rather QUALITY of relationships.  People want to do business with people they know, like, and trust.  The old adage about “It’s not what you know, it’s WHO you know” is true.

3.  Never, ever, ever, ever, ever give up. The great football coach Vince Lombardi once said, “The Green Bay Packers never lost a football game.  They just ran out of time.” Luckily in business, there is no time clock!  Winning in business is about having staying power (capital, stamina, confidence, persistence)   In my case, my company CyberRep lost our largest client twice and faced extreme business challenges both times.   If we didn’t have confidence and persistence, we would have never replaced the lost business and grown our company.  We never gave up, and would up with a great outcome.

4. Think BIG.  Over the years, we set grand plans for ourselves and somehow managed to hit quite a few of them.  My philosophy is that if you’re going to think, you may as well think big.  Set your goals realistically but high.  Stretch yourself.  I know many people, including my partners and me, who have surprised themselves with what they were able to accomplish.  Your organizations will rally around and get excited by big plans and big goals, so go ahead and shoot for the moon.  If you fall short, you still will have made good progress.

5.  Greatness is defined by Consistency.  Great performers are able to produce day in and day out on a consistent basis.  Great companies deliver for their clients and customers consistently.  The challenge is figuring out how to get your organizations to do fantastic work over and over again.  If you can do it, then congratulations, your company is on its way to being “great.”

I hope you enjoyed this Post.  Thanks for reading, and please sign up for my Blog!

Featured image courtesy of woodleywonderworks licensed via creative commons.

Winning Advice for Aspiring Entrepreneurs – Part 2

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As an evangelist of entrepreneurship and entrepreneurship education, I speak often to groups of students and entrepreneurs.  The last slide in my presentation is always “Advice for Aspiring Entrepreneurs.”  In my Winning Advice for Aspiring Entrepreneurs – Part 1 Blog Post, I discussed the first 5 of 9 pieces of advice I give to audiences whom I address. They are:

Integrity

Do It Now

Great People

Focus on Your Customer

Be Flexible

Here are the final 4 bullets:

Build a Culture EarlyI believe that the Right Culture is one of the 5 keys to building a Hypergrowth company.  And it’s never too early to build the right culture.  The minute you hire employee #1, you have doubled your company headcount.  Your startup is a reflection of you, your values, and your vision.  In order to get your team focused on the mission and how to execute, you need to make sure they all subscribe to YOUR values and vision, i.e. your culture.  Write your mission, vision, and values down, and communicate these constantly, in company meetings, emails, memos, etc.  Give frequent recognition and praise to those who embody aspects of your culture.  If you can have your teammates all living the same culture, you will have a huge competitive advantage over other companies in your space.

Be Persistent – Even the “best” startups fail.  And I bet most fail because the Founder gave up too soon.  It may take you 5 years or more to get to breakeven, so go into your venture knowing that succes will not come easily.  It takes energy, time, effort, sweat, and a little luck.  But if you hang in there and persist, you will get some breaks along the way and you will start to grow.  My company, CyberRep, took 4 years to hit $500k in revenue.  It was a long slog to get to that number.  Countless all-nighters, 85-hour workweeks, and sacrifice.  But we persisted, and by being in business and hanging in there, we started to get some breaks and we leveraged those breaks into little wins.  Then the little wins became bigger and bigger wins.  If we had given up early, we’d have never grown our company to $80 million.

Overcapitalize – When raising money, it’s very important to raise a little more than you need. I have seen so many entrepreneurs spend all their time in capital raise mode, when they should be spending time with their customers and building their team.  Raising money is a big distraction, so you need to make sure you have enough cash to get you to your destination instead of filling up many times along the way.  It’s OK to give up more equity because your payback will be in terms of time saved (and invested with your customers and team) as well as the fact that you’ll reach your destination sooner. This is one of my points in a prior Blog Post about Raising Money.

Have FUN!This is the most important piece of advice.  Life is short, and it flies by quickly….so if you’re not doing something you love, you are basically wasting your time. You have the power to change your situation, and the sooner, the better!  If you’re going to do anything, including starting a business, make sure you enjoy it. Sure, there will be many bad days filled with stress and disappointments, but success is all about doing your best and enjoying the ride.

Thanks very much for reading.  What do you think?  I’d love your feedback and thoughts, so please Comment below…and please sign up for my Blog too!  (See the Signup box on the sidebar of my Home Page)

Featured image courtesy of Robert Scoble licensed via creative commons.

Success Formula: S = BD+GM+F+C+P

Success is Winning, and everyone loves Winning.

Having been a student and analyst of the subject of Success for over 40 years, I think I have boiled down the formula of what creates Success:

SUCCESS = BURNING DESIRE + GOAL MANAGEMENT + FOCUS + COURAGE + PERSISTENCE

Each of the great thinkers and each successful person has their own personal take on what it takes to achieve success, but these are the 5 essential elements.

Of course, I left out a couple of other important elements like Serendipity, Luck, Sacrifice, Hard Work, and others, but I believe that these “sub elements” are a part of one of these 5 essential ingredients.  For example, if you have a Burning Desire (passion), then you will make the sacrifices and work hard.  Goal Setting includes goal review, and is the roadmap to the destination.  Courage is an interesting one and we don’t hear it mentioned often, but to me, Courage is all about taking action, and stepping up and going outside your comfort zone to make things happen.  Without Courage, thought cannot easily be transformed into Action. And what about luck?  Well, the more persistent you are, the luckier you get.  By never giving up and hanging in there, opportunities will inevitably come your way.

Persistence is my favorite, and I conclude this, my first ever Blog Post with my favorite quote:

“Never give in. Never give in. Never, never, never, never–in nothing, great or small, large or petty–never give in, except to convictions of honor and good sense. Never yield to force. Never yield to the apparently overwhelming might of the enemy.”   – Winston Churchill