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Contents
A friend is one to whom you can pour out the contents ofyour heart, chaff and grain alike. Knowing that the gentlest ofhands will take and sift it, keep what is worth keeping, andwith a breath of kindness, blow the rest away.
—anonymous

Read Me First

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Causation
Chapter 1: The Art of Starting

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Articulation
Chapter 2: The Art of Positioning
Chapter 3: The Art of Pitching
Chapter 4: The Art of Writing a Business Plan

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Activation
Chapter 5: The Art of Bootstrapping
Chapter 6: The Art of Recruiting
Chapter 7: The Art of Raising Capital

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Proliferation
Chapter 8: The Art of Partnering
Chapter 9: The Art of Branding
Chapter 10: The Art of Rainmaking

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Obligation
Chapter 11: The Art of Being a Mensch

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Afterword
Index

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Everyone should carefully observe which way his heartdraws him, and then choose that way with all his strength.
—Hasidic saying

GIST (GREAT IDEAS FOR STARTING THINGS)
use a top-ten list format for all my speeches, and I would love to
begin this book with a top-ten list of the most important things anentrepreneur must accomplish. However, there aren’t ten—there
are only five:I

1. MAKE MEANING. The best reason to start an organization is tomake meaning—to create a product or service that makes the world
a better place. So your first task is to decide how you can makemeaning.
2. MAKE MANTRA. Forget mission statements; they’re long, boring, andirrelevant. No one can ever remember them—much less implement
them. Instead, take your meaning and make a mantra out of it. This
will set your entire team on the right course.
3. GET GOING. Start creating and delivering your product or service.
Think soldering irons, compilers, hammers, saws, and AutoCAD—

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whatever tools you use to build products and services. Don’t focus onpitching, writing, and planning.
4. DEFINE YOUR BUSINESS MODEL. No matter what kind of organization you’re starting, you have to figure out a way to make money.
The greatest idea, technology, product, or service is short-lived without a sustainable business model.
5. WEAVE A MAT (MILESTONES, ASSUMPTIONS, AND TASKS). The
final step is to compile three lists: (a) major milestones you need tomeet; (b) assumptions that are built into your business model; and(c) tasks you need to accomplish to create an organization. This will
enforce discipline and keep your organization on track when all hell
breaks loose—and all hell will break loose.

MAKE MEANING
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.
—Ludwig van Beethoven

Many books about entrepreneurship begin with a rigorous process of
self-examination, asking you to determine if you are truly up to thetask of starting an organization. Some typical examples are• Can you work long hours at low wages?
• Can you deal with rejection after rejection?
• Can you handle the responsibility of dozens of employees?

The truth is, it is impossible to answer questions like this in advance, and they ultimately serve no purpose. On the one hand, talkand bravado are cheap. Saying you’re willing to do something doesn’tmean that you will do it.
On the other hand, realizing that you have doubt and trepidation
doesn’t mean you won’t build a great organization. How you answer
these questions now has little predictive power regarding what you’ll
actually do when you get caught up in a great idea.

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The truth is that no one really knows if he* is an entrepreneur until he becomes one—and sometimes not even then. There really is only
one question you should ask yourself before starting any new venture:
Do I want to make meaning?

Meaning is not about money, power, or prestige. It’s not even
about creating a fun place to work. Among the meanings of “meaning” are to••••Make the world a better place.
Increase the quality of life.
Right a terrible wrong.
Prevent the end of something good.

Goals such as these are a tremendous advantage as you travel
down the difficult path ahead. If you answer this question in the negative, you may still be successful, but it will be harder to become so
because making meaning is the most powerful motivator there is.
It’s taken me twenty years to come to this understanding.
In 1983, when I started in the Macintosh Division of Apple
Computer, beating IBM was our reason for existence. We wanted tosend IBM back to the typewriter business holding its Selectric typewriter balls.
In 1987, our reason for existence became beating Windows andMicrosoft. We wanted to crush Microsoft and force Bill Gates to geta job flipping fish at the Pike Place Market.
In 2004, I am a managing director in an early-stage venture capital firm called Garage Technology Ventures. I want to enable people tocreate great products, build great companies, and change the world.
The causation of great organizations is the desire to make meaning. Having that desire doesn’t guarantee that you’ll succeed, but it doesmean that if you fail, at least you failed doing something worthwhile.

*If only defeating sexism were as simple as throwing in an occasional he/she, she, her, or
hers. I use the masculine pronouns merely as a shortcut. Successful entrepreneurship is blind
to gender. Don’t look for sexism where none exists.

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EXERCISE
Complete this sentence: If your organization never existed, the world
would be worse off because _________________________.

MAKE MANTRA
Close your eyes and think about how you will serve your customers.
What kind of meaning do you see your organization making? Most
people refer to this as the “Why” or mission statement of an organization.
Crafting a mission statement is usually one of the first steps entrepreneurs undertake. Unfortunately, this process is usually a painful
and frustrating experience that results in exceptional mediocrity. Thisis almost inevitable when a large number of people are commissioned
to craft something designed to make an even larger number of people(employees, shareholders, customers, and partners) happy.
The fundamental shortcoming of most mission statements is thateveryone expects them to be highfalutin and all-encompassing. The
result is a long, boring, commonplace, and pointless joke.* In The
Mission Statement Book, Jeffrey Abrams provides 301 examples of
mission statements, which demonstrate that companies are all writing
the same mediocre stuff. To wit, this is a partial list of the frequency
with which mission statements in Abrams’s sample contained thesame words:• Best—94• Communities—97• Customers—211*If you insist on creating a mission statement, go to www.artofthestart.com and click on the
mission statement generator link (http://www.unitedmedia.com/comics/dilbert/career/bin/
ms2.cgi.). This will take you to the Dilbert mission statement generator and save you thousands of dollars.

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• Excellence—77• Leader—106• Quality—169*

Fortune (or Forbes, in my case) favors the bold, so I’ll give yousome advice that will make life easy for you: Postpone writing yourmission statement. You can come up with it later when you’re successful and have lots of time and money to waste. (If you’re not successful, it won’t matter that you didn’t develop one.)Instead of a mission statement and all the baggage that comes withit, craft a mantra for your organization. The definition of mantra is
A sacred verbal formula repeated in prayer, meditation, or incantation, such as an invocation of a god, a magic spell, or a syllable or
portion of scripture containing mystical potentialities.†

What a great thing a mantra is! How many mission statements
evoke such power and emotion?
The beauty of a mantra is that everyone expects it to be short andsweet. (Arguably, the world’s shortest mantra is the single Hindi wordOm.) You may never have to write your mantra down, publish it inyour annual report, or print it on posters. Indeed, if you do have to“enforce” your mantra in these ways, it’s not the right mantra.
Following are five examples that illustrate the power of a good
mantra:•••••Authentic athletic performance (Nike).‡
Fun family entertainment (Disney).∫
Rewarding everyday moments (Starbucks).||Think (IBM).
Winning is everything (Vince Lombardi’s Green Bay Packers).

*Jeffrey Abrams, The Mission Statement Book (Berkeley: Ten Speed Press, 1999), 25–26.
†The American Heritage Dictionary of the English Language, 4th ed., s.v. mantra.
‡Scott Bedbury, A New Brand World: 8 Principles for Achieving Brand Leadership in the
21st Century (New York: Viking, 2002), 51.
∫Ibid., 52.
||Ibid., 53.

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Compare the Starbucks mantra, “Rewarding everyday moments,”
to the company’s mission statement, “Establish Starbucks as the premierpurveyor of the finest coffee in the world while maintaining our uncompromising principles while we grow.” Which is more memorable?
Imagine that someone asks your parents or your organization’s
receptionist what you do. Can it get any better than a three-word
mantra such as “Authentic athletic performance”?*

EXERCISE
In only the space provided, write your organization’s mantra:________________________

A final thought on mantras: Don’t confuse mantras and tag lines.
A mantra is for your employees; it’s a guideline for what they do intheir jobs. A tag line is for your customers; it’s a guideline for how to
use your product or service. For example, Nike’s mantra is “Authentic athletic performance.” Its tag line is “Just do it.”

EXERCISE
The following chart contains the real mission statements of several organizations, and hypothetical mantras that I made up for them. Which do you think ismore powerful?
ORGANIZATIONREAL MISSION STATEMENTHYPOTHETICAL MANTRASouthwest Airlines“The mission of Southwest
Airlines is dedication to thehighest quality of Customer
Service delivered with a senseof warmth, friendliness, individual
pride, and Company Spirit.”

Better than driving.

*Actually, it could. Back in the early days, we toyed with “We take the FU out of funding”
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ORGANIZATIONREAL MISSION STATEMENTHYPOTHETICAL MANTRA

Coca-Cola“The Coca-Cola Company exists
to benefit and refresh everyone
it touches.”

Refresh the world.

Wendy’s“The mission of Wendy’s is todeliver superior quality products
and services for our customers andcommunities through leadership
innovation and partnerships.”

Healthy fast food.

Red Cross“To help people prevent, prepare
for and respond to emergencies.”

Stop suffering.

United States Air Force“To defend the United Statesand protect its interests throughaerospace power.”

Kick butt in air and space.

United Way (Hawaii)“The purpose of Aloha United Way
is to provide leadership to bringpeople together to create a healthier,more compassionate community.”

Bring people together.

March of Dimes“March of Dimes researchers,
volunteers, educators, outreachworkers and advocates work
together to give all babies afighting chance against the threats
to their health: prematurity, birthdefects, low birthweight.”

Save babies.

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GET GOING
The third step is not to fire up Word to write a business plan, launchPowerPoint to craft a pitch, or boot Excel to build a financial projection. Wrong, wrong, wrong!
My goal in giving you this advice is not to reduce the sales of Microsoft Office—remember, I’m off the anti-Microsoft podium. There’s
a time for using all three applications, but it’s not now. What you
should do is (a) rein in your anal tendency to craft a document and (b)implement.

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This means building a prototype, writing software, launching
your Web site, or offering your services. The hardest thing about getting started is getting started. (This is as true for a writer as it is for anentrepreneur.) Remember: No one ever achieved success by planningfor gold.
You should always be selling—not strategizing about selling. Don’t
test, test, test—that’s a game for big companies. Don’t worry about
being embarrassed. Don’t wait to develop the perfect product or service. Good enough is good enough. There will be plenty of time for refinement later. It’s not how great you start—it’s how great you end up.
The enemy of activation is cogitation, and at this stage, cogitating the “strategic” issues of research and development is a problem.
Questions like, How far can we leap ahead? What if everyone doesn’tlike what we do? and Should we design for a target customer or makewhat we would want to use? are beside the point when you’re getting
a new venture off the ground.
Instead, observe these key principles of getting going:• THINK BIG. Set your sights high and strive for something grand. If
you’re going to change the world, you can’t do it with milquetoast
and boring products or services. Shoot for doing things at least ten
times better than the status quo. When Jeff Bezos started Amazon.
com, he didn’t build a bookstore with a paltry 25,000 more titles
than the 250,000-title brick-and-mortar bookstores. He went to3,000,000 titles in an online bookstore.
• FIND A FEW SOULMATES. History loves the notion of the sole innovator: Thomas Edison (light bulb), Steve Jobs (Macintosh),Henry Ford (Model T), Anita Roddick (The Body Shop), Richard
Branson (Virgin Airlines). History is wrong. Successful companies
are started, and made successful, by at least two, and usually more,
soulmates. After the fact, one person may come to be recognized as“the innovator,” but it always takes a team of good people to makeany venture work.
• POLARIZE PEOPLE. When you create a product or service thatsome people love, don’t be surprised when others hate you. Your

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goal is to catalyze passion—pro or anti. Don’t be offended if people
take issue with what you’ve done; the only result that should offend(and scare) you is lack of interest.
Car design is a good example of the love-versus-hate reaction;
consider the bifurcation of people’s reactions to cars like such as
the Mini Cooper, Infiniti Fx 45, and Toyota Scion xB. People are either devoted fans or relentless critics, and that’s good.

Mini Cooper
Photo credit: Photo courtesy MINI USA

Infiniti Fx45
Photo credit: c Nissan(2003). Infiniti andthe Infiniti logo are
registered trademarksof Nissan North
America, Inc.

Toyota Scion xB
Photo credit: Toyota Motor Sales, USA, Inc.

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The Art of the Start• DESIGN DIFFERENT. Depending on what management fad is hot,
you might be tempted to believe that there is only one ideal way todesign products and services. This isn’t true. There is no single bestway. Here are four different and valid approaches—and I am surethere are more.

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“I WANT ONE.” This is the best kind of market research—thecustomer and the designer are the same person. Therefore, thecustomer’s voice can reach the designer’s mind uncorrupted
by corporate politics, reliance on the status quo, and market
researchers. Example: Ferdinand Porsche said, “In the beginning I looked around and, not finding the automobile of mydreams, decided to build it myself.”*“MY EMPLOYER COULDN’T (OR WOULDN’T) DO IT.” Not asromantic as “I want one,” but this is a credible path. You already understand the customer base, competition, supply
sources, and industry contacts because of your background.
You still need to build the product or service and get customers, but many questions are already answered. For example, alumni of Unit 8200 of the Israeli Defense Forces went on
to create companies such as Checkpoint after developing security software for the military.
“WHAT THE HELL—IT’S POSSIBLE!” This theory isn’t popular when times are tough, and microscopes are flourishing. At
these times, the world has turned conservative and demands
that every market be “proven.” Markets for curve-jumping,paradigm-shifting leaps are seldom proven in advance. For example, when Motorola invented cellular telephones, no one
leaped to buy them. At that time, portable phone was an oxymoron because phones were always attached to places. There
was no market for phones that customers could move.

*Forbes FYI (Winter 2003): 21.

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“THERE MUST BE A BETTER WAY.” The organization bornof this philosophy is based on the idealistic notion that you
can make the world a better place by doing something new. In
many cases, the founders had backgrounds with no logicalconnection to the business. They simply got an idea and decided to do it. Example: eBay. Pierre Omidyar, the founder,
wanted to implement a system for a “perfect market” for thesale of goods. (The story of his girlfriend wanting to sell Pez
dispensers was an after-the-fact PR tale.)• USE PROTOTYPES AS MARKET RESEARCH. In the early days ofan organization, there is high uncertainty about exactly what you
should create and exactly what customers want. In these times, traditional market research is useless—there is no survey or focus
group that can predict customer acceptance for a product or service that you may barely be able to describe. Would you buy a newcomputer with no software, no hard disk, and no color that simulates the real world—including a trash can?*The wisest course of action is to take your best shot with a prototype, immediately get it to market, and iterate quickly. If you wait
for ideal circumstances in which you have all the information you
need (which is impossible), the market will pass you by.

The expected outcome of the “get going” principle is a first release of a product or service. Remember: it won’t be perfect.
But don’t revise your product to get prospective customers tolove it. Instead, revise it because customers already love it. Let me put
it in religious terms: Some people believe that if they change, God willlove them. Others believe that since God loves them, they shouldchange. The latter theory is the prototype to keep in mind for how to
get going and keep going for startups.

*This isn’t how we positioned the first Macintosh, but it’s a pretty accurate description ofwhat we had.

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DEFINE YOUR BUSINESS MODEL
You want to make meaning. You’ve come up with a mantra. You’ve
started prototyping your product or service. The fourth step is to define a business model. To do this you need to answer two questions:• Who has your money in their pockets?
• How are you going to get it into your pocket?

These questions lack subtlety, but they are a useful way to consider
the reality of starting an organization—even, and perhaps especially,
not-for-profits, which have to fight for money just to stay alive. You
can’t change the world if you’re dead, and when you’re out of money
you’re dead.
More elegantly stated, the first question involves defining your customer and the pain that he feels. The second question centers aroundcreating a sales mechanism to ensure that your revenues exceed yourcosts. Here are some tips to help you develop your business model:• BE SPECIFIC. The more precisely you can describe your customer,
the better. Many entrepreneurs are afraid of being “niched” todeath and then not achieving ubiquity. However, most successfulcompanies started off targeting specific markets and grew (often
unexpectedly) to great size by addressing other segments. Few
started off with grandiose goals and achieved them.
• KEEP IT SIMPLE. If you can’t describe your business model in ten
words or less, you don’t have a business model. You should use approximately ten words—and employ them wisely by using simple,
everyday terminology. Avoid whatever business jargon is currently
hip (strategic, mission-critical, world-class, synergistic, first-mover,scalable, enterprise-class, etc.). Business language does not make abusiness model.* Think of eBay’s business model: It charges a listing fee plus a commission. End of story.

*Inspired by Michael Shermer, Why People Believe Weird Things (New York: A.W.H. Freeman, 2002), 49.

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• COPY SOMEBODY. Commerce has been around a long time, and by
now clever people have pretty much invented every business model
that’s possible. You can innovate in technology, markets, and customers, but inventing a new business model is a bad bet. Try to relate your business model to one that’s already successful andunderstood. You have plenty of other battles to fight.

My final tip is that you ask women—and only women. My theory is that deep in the DNA of men is a “killer” gene. This gene expresses itself by making men want to kill people, animals, and plants.
To a large degree, society has repressed this gene; however, starting anorganization whose purpose is to kill another organization is stillsocially acceptable.
Hence, asking a man about a business model is useless because
every business model looks good to someone with the Y chromosome. For example, Sun Microsystems wants to kill Microsoft. Whenis the last time you bought a computer based on whom the manufacturer wanted to kill?
Women, by contrast, don’t have this killer gene. Thus, they aremuch better judges of the viability of a business model than men are.
Don’t agree with me? The book The Darwin Awards provides irrefutable proof of women’s greater common sense. These awards
commemorate “those individuals who have removed themselves fromthe gene pool in a sublimely idiotic fashion.”*For example, in 1998 two construction workers fell to their demise after cutting a circular hole in the floor while they were standing
in the middle of the circle.† The Darwin Awards contains nine chapters about the stupidity of men, and one chapter about the stupidityof women. I rest my case.

*Wendy Northcutt, The Darwin Awards II (New York: Dutton, 2001), 2.
†Ibid., 70.

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EXERCISE
Step 1: Calculate your monthly costs to operate your organization.
Step 2: Calculate the gross profit of each unit of your product.
Step 3: Divide the results of Step 1 by the results of Step 2.
Step 4: Ask a few women if they think you have a chance of selling thatmany units. If they don’t, you don’t have a business model.

WEAVE A MAT (MILESTONES,ASSUMPTIONS, AND TASKS)
One definition of mat is “a heavy woven net of rope or wire cable
placed over a blasting site to keep debris from scattering.”* Preventing scattering is exactly what you need to do as the fifth, and final,
step of launching your enterprise. In this case, MAT stands for milestones, assumptions, and tasks.†
The purpose of compiling the MAT is to understand the scope ofwhat you’re undertaking, test assumptions quickly, and provide amethod to find and fix the large flaws in your thinking.

Milestones
For most people a startup looks as if it must achieve a seemingly unlimited number of goals. However, out of these goals are some thatstand head and shoulders above the others. These are the organization’s milestones—they mark significant progress along the road tosuccess. There are seven milestones that every startup must focus on.
If you miss any of them, your organization might die.
• Prove your concept.
• Complete design specifications.

*The American Heritage Dictionary of the English Language, 4th ed., s.v. mat.
†Inspired by Rita Gunther McGrath and Ian C. MacMillan, “Discovery-Driven Planning,”
Harvard Business Review (July–August 1995).

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•
•
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Finish a prototype.
Raise capital.
Ship a testable version to customers.
Ship the final version to customers.
Achieve breakeven.

These milestones apply to every kind of business. For example, a newschool can prove its concept by seeing if two teachers, working as ateam, using a new curriculum, can provide more individualized instruction and improve learning in a test classroom. With this proof ofconcept, the school can then complete the design of its curriculum,
raise funds, roll out the prototype, and start teaching classes.
There are other tasks (we’ll come to them soon) that are also important to the survival of the organization, but none are as importantas these milestones. The timing of these milestones will drive the timing of just about everything else you need to do, so spend 80 percent
of your effort on them.

EXERCISE
Take down the corny framed mission statement in your lobby andreplace it with a printout of target dates for completion of the sevenmilestones listed above. Make sure that employees and guests canread it.
Extra Credit
Repeat this procedure for every new product or service. Create awall of fame to track the history of your organization.

Assumptions
Second, create a comprehensive list of the major assumptions thatyou are making about the business. These include factors such as• product or service performance metrics• market size
• gross margin

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•
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sales calls per salesperson
conversion rate of prospects to customers
length of sales cycle
return on investment for the customer
technical support calls per unit shipped
payment cycle for receivables and payables
compensation requirements
prices of parts and supplies
customer return on investment

Continuously track these assumptions, and when they prove
false, react to them quickly. Ideally, you can link these assumptions to
one of the seven milestones discussed above. Thus, as you reach amilestone, you can test an assumption.

Tasks
Third, create another comprehensive list—this time of the major tasks
that are necessary to design, manufacture, sell, ship, and support yourproduct or service. These are necessary to build an organization,
though they are not as critical as the seven milestones. They include
•
•
•
•
•

renting office spacefinding key vendors
setting up accounting and payroll systems
filing legal documentspurchasing insurance policies

The point of the list of tasks is to understand and appreciate thetotality of what your organization has to accomplish, and to not let
anything slip through the cracks in the early, often euphoric days.

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MINICHAPTER: THE ART OF
INTERNAL ENTREPRENEURING
Innovation often originates outside existing organizations, in part
because successful organizations acquire a commitment to the statusquo and a resistance to ideas that might change it.
—Nathan Rosenberg

A large number of aspiring entrepreneurs currently work for big companies. Like all entrepreneurs, they dream of creating innovative
products or services and wonder if this can be done internally. The answer is yes. The purpose of this minichapter is to explain how.
The “arts” that this book describes are equally appropriate forinternal entrepreneurs—they, too, must innovate, position, pitch, write
business plans, bootstrap, recruit, raise capital, partner, establish brands,
make rain, and be mensches. But there are special recommendations
that apply in this case.
Ironically, many independent entrepreneurs envy the employees of
big companies—they think that these lucky souls have humongous financial resources, large sales forces, fully equipped labs, scalable factories, and established brands, plus medical and dental benefits, at theirdisposal. How wonderful it would be, guys in garages muse, to invent a
new product or service with the luxury of such an infrastructure alreadyin place.
Guess again. Creating a new product or service inside such a beast
is not necessarily easier; the challenges are just different. I happen tohave been part of a “best-case” scenario: the Macintosh Division of Apple. I can explain the success of this internal entrepreneurial effort in two
words: Steve Jobs. His off-the-scale design talents, maniacal attention todetail, and reality-distorting personality (plus co-founder status) madeMacintosh successful. Were it not for Steve Jobs, Macintosh would notexist—or it would have taken the form of an Apple II with a trash can.
But if it takes a Steve Jobs to innovate within large companies,
you are undoubtedly thinking, we might as well give up right now.
While that kind of visionary is in short supply in any business, anyone
with guts, vision, and political savvy should be able to set up an en-

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trepreneurial outpost in an established business. I collaborated on thisminichapter with Bill Meade, a close friend who helped HewlettPackard organize its substantial vault of intellectual property. We
came up with this list of recommendations for internal entrepreneurs.
• PUT THE COMPANY FIRST. The internal entrepreneur’s primary, if
not sole, motivation should remain the betterment of the company.
Internal entrepreneurship isn’t about grabbing attention, building anempire, or setting up a way to catapult out of the company. Whenyou have a good idea for a product or service, it will attract a large
number of employees, from the bottom up. They will support you if
you’re doing it for the company, but not if it’s for your personal gain.
If you can attract a large number of rank-and-file supporters, you
might not be totally dependent on what the “vice presidents” say.
• KILL THE CASH COWS. Don’t announce this widely, but your charter is often to create the product or service that would put an end toexisting products or services. Still, it’s better that it’s you who’s killing your company’s cash cows than a competitor or two guys in agarage. Macintosh killed Apple II. Would it have been better for Apple if a competitor had created Macintosh? No way. This recommendation is another reason why it’s so important that you’ve put
the company first: What you’re doing is bound to be controversial.
But if you don’t kill the cash cows, someone external will.
• STAY UNDER THE RADAR. Two guys in a garage should try to get asmuch attention as they can. Awareness of their efforts makes it easier
to raise money, establish partnerships, close sales, and recruit employees. However, the opposite holds true for internal entrepreneurs. You
want to be left alone until either your project is too far along to ignore
or the rest of the company realizes that it’s needed. The higher you go
in a company, the fewer people are going to understand what you’retrying to do. This is because the higher you go, the more people wantto maintain the status quo and protect their positions.
• FIND A GODFATHER. In many companies, there are godfather figures. These are people who have paid their dues and are safe fromeveryday petty politics. They are relatively untouchable and usually

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have the attention and respect of top management. Internal entrepreneurs should find a godfather to support their projects by providing advice, technical and marketing insights, and protection—if
it comes to the point where you need protection.
• GET A SEPARATE BUILDING. An internal entrepreneur, sitting in
the main flow of a big company, will die by a thousand cuts as eachdepartment manager explains why this new project is a bad idea.
“The new always looks so puny—so unpromising—next to the reality of the massive, ongoing business.”* The Macintosh Division
started in a building that was far enough away from the rest of Apple that it stayed out of the daily grind, but was close enough to obtain corporate resources. A separate building will keep your efforts
under the radar and foster ésprit de corps among your merry bandof pirates. The ideal distance from the corporate pukes is between
one-quarter mile and two miles—that is, close enough to get to, but
far enough to discourage overly frequent visits.
• GIVE HOPE TO THE HOPEFUL. Inside every corporate cynic who
thinks that “this company is too big to innovate” is an idealist who
would like to see it happen. Good people in big companies are tired ofbeing ignored, forgotten, humiliated, and forced into submission. They
may be trampled, but they are not dead. When you show them thatyou’re driving a stake in the heart of the status quo, you will attract
support and resources. Then your goal is to advance these people fromwanting to see innovation happen to helping you make it happen.
• ANTICIPATE, THEN JUMP ON, TECTONIC SHIFTS. Structural deformations in a company are a good thing for internal entrepreneurs. Whether caused by external factors such as changes in themarketplace or internal factors such as a new CEO, tectonic shifts
signal changes and may create an opportunity for your efforts. Effective internal entrepreneurs anticipate these shifts and are readyto unveil new products or services when they occur: “Look what
we’ve been working on.” By contrast, corporate pukes say, “Now I*Peter F. Drucker, Innovation and Entrepreneurship: Practice and Principles (New York:
Harper & Row, 1985), 162.

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see the shift. If you give me permission, six months, and a team ofanalysts, I can come up with a new product strategy.”• BUILD ON WHAT EXISTS. The downside of trying to innovate
within a big company is clear and well documented, but there arealso benefits to doing so. Don’t hesitate to utilize the existing infrastructure to make innovation easier—start by stealing, if you haveto. You’ll not only garner resources, but also make friends as other
employees begin to feel as if they are part of your team. If you try
to roll your own solutions (as an extreme example, building yourown factory), you’ll only make enemies. The last thing a startup inside a big company needs is internal enemies—there will be enoughenemies in the marketplace.
• COLLECT AND SHARE DATA. The day will inevitably arrive whena bean counter or lawyer is suddenly going to take notice of you
and question the reasons for your project’s existence. If you’re
lucky, this will happen later rather than sooner, but it will happen.
Prepare for that day by (1) collecting data about how much you’ve
spent and how much you’ve accomplished and (2) then sharing it
openly. In big companies, data suppresses antibodies, but it might
be too late to get the data once the antibodies appear.
• LET THE VICE PRESIDENTS COME TO YOU. Quick question: Do
you think that your first step should be to get your vice president tosign off on your project? It shouldn’t be. This is one of the last
steps. A vice president will “own” your idea and support it more if
he “discovers” it and then approaches you about sponsoring it.
You may have to ensure that a vice president “accidentally” makesthat discovery when the time is right, but this is not the same asseeking permission to get started.
• DISMANTLE WHEN DONE. The beauty of an internal entrepreneurial group is that it can rapidly develop new products and services. Unfortunately, the very cohesiveness that makes it so effective
can lead to its downfall later if it remains separate (and usually
aloof) from the rest of the organization. Its effectiveness declines
further as its members come to believe that only they “know” what
to do, and the entrepreneurial group creates its own, new bureau-

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cracy.* If the product or service is successful, consider dismantling
the group and integrating it into the larger organization. Then create a new group to jump ahead again.
• REBOOT YOUR BRAIN. Many internal entrepreneurs will find thatthe rest of this book prescribes actions that are contrary to what
they’ve experienced, learned, and maybe even taught in big companies. The reality is that starting something within an existing company
requires adopting new patterns of behavior—essentially, rebooting
your brain. The following table will prepare you for what’s to come:TOPIC

BIG COMPANY

STARTUP

Positioning

Being all things to all people

Finding a niche and dominating it

Pitching

Sixty slides, 120 minutes, andfourteen-point font

Ten slides, twenty minutes,
and thirty-point font

Writing a
Business Plan

Two hundred pages of extrapolation from historical data

Twenty pages of wishful
thinking

Bootstrapping

Staying in a Hyatt Regency
instead of a Ritz Carlton

Staying with a college buddy
instead of a Motel Six

Recruiting

Corporate headhunters screening
candidates with Fortune 500 or
Big Four track records

Sucking in people who “getit” and are willing to risk
their careers for stock options

Partnering

Negotiating I-win/you-lose deals
that the press will like

Finding a way to increase
sales by piggybacking onothersBranding

Advertising during the Super
Bowl

Evangelizing in the trenches

Rainmaking

Spiffs for resellers and commissions for sales reps

Sucking up, down, and acrossBeing a mensch

Calling the legal department

Helping people who can’t
help you*Andrew Hargadon, How Breakthroughs Happen: The Surprising Truth About How
Companies Innovate (Boston: Harvard Business School Press, 2003), 116–17.

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FAQ (FREQUENTLY AVOIDED QUESTIONS)
Q. I admit it: I’m scared. I can’t afford to quit my current job. Is this a sign that

I don’t have what it takes to succeed? Am I not truly committed?
A. You should be scared. If you aren’t scared, something is wrong withyou. Your fears are not a sign that you don’t have the right stuff. In the
beginning, every entrepreneur is scared. It’s just that some deceive
themselves about it, and others don’t.
You can reduce these fears by diving into the business and making
a little progress every day. One day you’ll wake up and you won’t beafraid anymore—or at least you’ll have a whole new set of fears.
No matter what, never admit that you’re scared to other employees.
A CEO can never have a bad day. But don’t go overboard, either, andact as if you have no concerns, because then they will know you’rescared stiff.
Q. Should I share my secret ideas with anybody other than my dog?

.

A The only thing worse than a paranoid entrepreneur is a paranoid en-

trepreneur who talks to his dog. There is much more to gain—feedback, connections, opened doors—by freely discussing your idea thanthere is to lose. If simply discussing your idea makes it indefensible,
you don’t have much of an idea in the first place. (See the FAQ sectionof Chapter 7, “The Art of Raising Capital,” for a detailed discussionof nondisclosure agreements.)
Q. How far along should I be before I start talking to people about what I’mdoing?
A. Start right away. By doing so you’ll be constantly mulling over youridea—as both a foreground and background task. The more people
you talk to, the richer your thoughts will be. If it’s just you staring at
your navel, all you’ll see is lint building up.
Q. How do you know if it’s time to give up rather than continuing to pursue adoomed venture?
A. The old platitude is that good entrepreneurs never give up. This is finefor books and speeches, but not for the real world. If three closefriends tell you to give up, you should listen. As the saying goes, whenthree people tell you you’re drunk, you should take a cab home. It’sokay to fail as long as you try again.

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Q. I think that I have a great idea, but I don’t have a business background.

What should I do now?
A. First, if all you’ve done is come up with a great idea—for example, “anew computer operating system that’s fast, elegant, and bug free”—
but you can’t implement it, then you have nothing. In this case, don’t
waste anyone’s time until you’ve found other people who can do theengineering.
Assuming that you can implement, there are two kinds of people
you can recruit. First, you can get a mentor. This would be an older
person who is willing to coach you from time to time but never actually do any work. Second, you could get a business partner. This is
someone who’s willing to work side by side with you—even on a parttime basis—whose skill set complements yours. Either kind of person
can make a big difference in your business.
Q. When should I worry about looking like a real business, with businesscards, letterhead, and an office?
A. Make business cards and letterhead immediately. Spend a few bucks

and get them designed by a professional or don’t do them at all. Ensure that the smallest type size is twelve points. An office isn’t necessary until customers are coming to see you, or you run out of space forthe team.
Q. Do I need a Web site?
A. Yes, particularly if you’re going to raise money, serve lots of cus-

tomers, change the world in a big way, and achieve liquidity. Customers, partners, and investors will look for your Web site from thevery start.

RECOMMENDED READING
Christensen, Clayton. The Innovator’s Dilemma: When New Technologies
Cause Grate Films to Fail. New York: HarperBusiness, 1997.
Drucker, Peter F. Innovation and Entrepreneurship: Practice and Principles.
New York: Harper & Row, 1985.
Hargadon, Andrew. How Breakthroughs Happen: The Surprising Truth
About How Companies Innovate. Boston: Harvard Business School Press,
2003.

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Kuhn, Thomas. The Structure of Scientific Revolutions. Chicago: Universityof Chicago Press, 1962.
Shekerjian, Denise. Uncommon Genius: How Great Ideas Are Born. New
York: Penguin Books, 1990.
Ueland, Brenda. If You Want to Write. St. Paul: Graywolf Press, 1987.
Utterback, James M. Mastering the Dynamics of Innovation: How Companies Can Seize Opportunities in the Face of Technological Change. Boston:
Harvard Business School Press, 1994.

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Index
Invariably, the best scholarly indexes are made by authors
who have the ability to be objective about their work, who
understand what a good index is, and who have mastered themechanics of the indexing craft.
—The Chicago Manual of Style

A-10 Warthog, 59–60
Abrams, Jeffrey, 6
Accenture, 96
advisors, board of, 41, 47, 142
moving partner or founder to,
117–18in pitches, 52, 54, 56
Aeron chair, 88
agnostics, 199–200
Aldus Corporation, 152–53
alliance, definition of, 151
Amazon.com, 10
America Online (AOL), 105
Anatomy of Buzz, The, 189angel investors, 137–38, 144, 145
answer the little man, 46–47
A players, 101–3, 104
Apple Computer, Inc., 105, 120,130Apple II as cash cow, 20
big corporations, selling to, 202–3,
204
bootstrapping, example of, 80
brand with humanness, 178
community, fostering 176–77
and desktop publishing, 152–53,
155–56and Guy, 5, 85, 111, 180
hiring infected people, 103
internal champions, example of,
155–56
internal entrepreneurship, example
of, 19, 21
positioning of, 31

partnerships: Aldus Corporation,
152–53, 156; Digital Equipment
Corporation, 152, 154–55,
156
press relations of, 180
reference-account selling experience, 199
T-shirts of, 176, 187
Apple II, 19, 20
Ashton-Tate, 199
aspirin bottles, unintended use of,170
assumptions, 17–18
Audi, 86, 162
AutoCAD, 3
Automatic Data Processing, Inc.
(ADP), 95
auto-persuasive products and services,
81
Avis, 91
Avon, 194
B-1B Lancer, 59–60
Baldwin, John, viii
Ballard, Carol, 197
BASIC, 33
beachhead market, 33
Bezos, Jeff, 10
big organization, skills to work at,
102
BMC Software, 197
BMW, 90, 135
Bootstrapper’s Bible, The, 90

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Indexbootstrapping, 79–99
big company versus startup, 23
building a board, 95
cash flow versus profitability,
80–81
examples of, 79–80
bottom-up forecasting, 81–82
execution versus, 96–98
Morpheus role, 92–93, 98
outsourcing, role of, 94
picking the right battles, 89
positioning against market leaders,
90–91
proven people, not hiring, 84–85
service business, starting as, 85–86
selling direct to preserve margins,
89–90
shipping before testing, 82–84
sweating the big stuff, 95–96
understaffing, role of, 94
Bose headphones, 175
bottom-up forecasting, 81–82
branding, 167–91
barriers to adoption, lowering,
170–73
big company versus startup, 23buzz, role of, 180–81, 189
contagiousness, role of, 168–69
evangelism, role of, 173–76
fostering a community, 176–77
humanness, achieving, 178–79
of Macintosh, 168
publicity, role of, 180–81, 189
talking the walk, 181–82
testing new product on parents,
172
Branson, Richard, 10
Breitling, 162
Brin, Sergei, 85
bullets, in PowerPoint, 64
business model, 4creation of, 14–16
definition of, 14
in pitches, 51, 53, 55
women’s opinion of, 15
business plans, 66–75
big company versus startup, 23
consultants, use of to write, 74
executive summary, 69
financial projections, 71–72
pitching before writing, 68–69
qualities of effective, 70–71, 74
reason to write, 67–68

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reviewing, frequency of, 74
writing deliberate, acting emergent,
72–73buzz, 180–81, 189
Calgary Flames Ambassadors, 176
Calgary International Airport, 37
cars, design of, 10–11
Case, Steve, 105
cash flow affecting shipping, 80–83
cash-on-cash return, 142
cellular phones, 12
Chabris, Christopher, E., 195
Chicago Manual of Style, The, 170
Chicago World’s Fair, 202
Chinese soda lie, 130–31, 170
Christensen, Clayton, 72–73
Coca-Cola, 9, 178
Commodore, 143
competition:
pitches, discussion in, 52, 54, 55
positioning against, 125–27
contagiousness, 168–69
conversion costs, 172–73
CPM, 33
Darwin Awards, The, 15
dBase, 199
Dell, Inc., 80
Dell, Michael, 85
design philosophies, 12–13
desktop publishing, 152–53, 155–56,
194
DeVries, Henry, 196
Digital Equipment Corporation, 152,
154–55, 156
Dilbert mission statement generator,
6n
directors, board of, 48, 67, 99, 114,
141, 142
building while bootstrapping, 95
compensation of, 117
management of, 138–40, 148moving partner or founder to,
117–18pitches, discussion in, 52, 54, 56
positioning, understanding, 41
recruiting, assistance, 107
types of, 138–39
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Index
Doerr, John, 3Draper, Fisher, Jurvetson, 72
Drucker, Peter F., 193–94
Duveneck, Frank and Josephine, 181
eBay, 13, 80, 88, 194
business model, 14
seizing high ground, 30–31
Edison, Thomas, 10
Edwards, Lyle, 176
Einstein, Albert, 136
Ellison, Larry, 129e-mail, 158, 161, 163–65
evangelism and evangelists, 44
and advertising, 189
and branding, 167
Calgary Flames Ambassadors, 176
community, fostering, 177–78
of Macintosh, 174
paying, necessity of, 189
recruiting, 171, 173–76
execution, 95–98
executive summary, 69
exercises:
Aeron chairs on eBay, 88
background of famous entrepreneurs, 85
can’t live without something, 96
community building, printing cover
designs and, 178
customer experience, 42
employees, knowing what you do,
41
executive summary, focus on, 70
explaining in first minute, 45
first job, qualifications for, 106
fonts, small sizes in pitches, 54
lies of entrepreneurs, in your pitch,
132
Macintosh, shortcomings of 1984
model, 83
mantra, what’s your, 8
manual writing, 171
meaning, if you never existed,214
meaning, if your organization neverexisted, 6
milestones replacing mission statement, 17
partnership, changing financial
projections, 153
positioning, review of, 32

positioning statement, simplifying,
39
receptionist, knowing what you do,
41social efforts of companies, 179
technical support experience, 169
Toyota versus Rolls-Royce, owning,172
verb potential of names, 35
videotaping your pitch, 62
women, analyzing business model,
16
exit strategies, 43, 50, 86

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36R

Fairchild Semiconductor, 120
favors, 162–63
fear, of starting new company, 24
Filo, David, 85
financial projections, 19, 52, 69, 70
in business plans, 71–72
consultants, use of to make, 74
lie #1 of entrepreneurs, 128
and partnering, 152–53
first-mover advantage lie, 131
Fishburne, Lawrence, 92
Flushmedia, 37
Forbes, 7, 180
Ford, Henry, 10
Ford Motor Company, 105, 129
form versus function, 87–88
Forrester, 128
Frog and the Prince, The, 161
Garage Technology Ventures, 5
insufficient disclosure by portfolio
company, 125
investment banker quitting, 113–14
layoffs, 94
mantra, taking the “FU” out, 8nnaming of, 36–37
patent for finding investors, 130
T-shirts, 187, 188
Gartner, 58, 128
Gates, Bill, 5, 85, 105, 108
General Motors, 43, 202
get going, 3, 9–14
godfathers, 20–21
Godin, Seth, 90
Google, 35, 36, 48
gorilla markets, 195–96
Green, Hunt, 120

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Green Bay Packers, 7
Grigoryev, George, 96
Guy’s Golden Touch, 167

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36R

Hallmark Cards, 179
Harley-Davidson, 176–77
Hawaiian Islands Ministry, 36
Herman Miller, 88
Hertz, 91
Hewlett-Packard, 20, 80
Hidden Villa, 181–82
hierarchy of needs, 123
hierarchy of traction, 123
H. J. Heinz, 202
Holy Grail, business plan as,
66–67
Hummer, 168
IBM, 46, 91
brand, lacking humanness, 178
gorilla markets, seizing, 194, 196
mantra of, 7
positioning of, 31–32
IDG, 58
Ikea, 179, 180
indexing, role in branding, 171
Infiniti Fx45, 11
internal champions, 155–56
internal entrepreneuring, 19–23
internal rate of return (IRR), 142
intrapreneurs. See internal
entrepreneuringintuition, double-checking, 109–11
iPod, 168
irrigation pumps, 194
Israeli Defense Forces, 12
Jobs, Steve, 111
A players, hiring of, 101
background of, 85, 105internal entrepreneur, off-the-scale
example of, 19
solitary entrepreneur, not being a,
10strength versus weakness of,105
Joos, Bill, 46
Jupiter, 128
Jurvetson, Steve, 72

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kamikazes, 103
Kawasaki, Guy:
Apple hiring, 111
Apple-DEC partnership consternation, 154assistants of, 197
background of, 105
meaning of his life, 5tinnitus of, 44–45, 162
Kawasaki, Rocky, 37
Kawasaki’s Law of Premoney Valuation, 146
key influencers, 196–97
key metrics, 17, 52, 69, 71, 139
Kindred Partners, 108, 114
Kleiner, Eugene, 120
Kleiner Perkins Caufield & Byers,
120
Krispy Kreme, 37
Kumming, 170
lead generation methods, 196letting a hundred flowers blossom,
170, 193–94, 207
Levi Strauss, 178
Lexus, 90, 172
lies:Chinese soda, 130–31, 170
entrepreneurs, top ten lies of,
127–32first-mover advantage, 131of job candidates, 108–9
of potential partners, 159–60
liquidity, 49, 50, 86
Lombardi, Vince, 7Lory, Holly, 197
Lotus 123, 199
Lotus Development Corporation,
199
Macintosh, 85, 105, 111, 174, 199,
200
and Apple II, 20
Apple hiring infected people, 103
branding, ease of, 168
catalyzing adoption of, 202–3
desktop publishing, 152–53,
155–56, 194
Guy’s interest in, 162
Jobs, Steve, and, 19

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Index
Microsoft application software, 33
rejection by big companies, learning
from, 204
shortcomings of 1984 model, 83
Macintosh Division, 5, 19, 21, 105
McKinsey & Company, 131
Mail Boxes, Etc., 156
management team:
A players, hiring of, 101–3
and partnerships, 154–55, 160,
pitches, role in, 52, 54, 56, 69
and raising capital, 124
mantra, 3, 6–9, 14, 39
hypothetical versus real, 8–9
longevity of, 190
tag line, versus, 8
manuals, role in branding, 171
March of Dimes, 9Maslow, Abraham, 123
Mason, Heidi, 159–60
MAT (Milestones, Assumptions, andTasks), 4, 16–18
Matrix, The, 92
Meade, Bill, 20
meaning, making, 3, 4–6, 181, 217
attracting board members, 95
and business model, 14
pitch, role of in, 51
and raising venture and angel capital, 119, 120, 137
and recruiting, 100, 103, 104, 106,117
and red pill, 92
shipping early, 83
Medtronic, 169men, stupidity of, 15
Ménières disease. See tinnitus, 162–63
mensch, 211–15
big company versus startup, 23
doing what’s right, 212–13
helping many people, 212
paying back society, 213–14
mentor, 25
Mercedes, 86, 90
microscope phase, xi, 12, 217
Microsoft, 102, 108, 173bootstrapping, example of, 80
brand without humanness, 178
dominance of multiple sectors, 33,
127
Guy wanting to defeat, 5liquidity path for startups, 50, 86

Macintosh Division wanting to
defeat, 5
positioning (foolhardy) as old, big,dumb, and slow, 129
Sun Microsystems wanting to kill,
15
unbeatable in court, 33, 130
Microsoft Office, 9Miele vacuum cleaner, 169
milestones, 16–17
minichapters:angel capital, raising, 137–38
board of directors, managing,
138–40e-mail, 163–65
internal entrepreneurship, 19–23
PowerPoint, 63–64
reference checking, 114–15
schmoozing, 161–63
speaking and serving on panels,
183–87
T-shirts, design of, 187–88
Mini Cooper, 11, 178
Mission Statement Book, The, 6
mission statements, 6–9
Mobius Venture Capital, 71Montessori methods, 47
Morgan Stanley, 131
Morgenthaler Ventures, 72
Moritz, Michael, 71–72
Morpheus, 92–93, 98
Motley Fool, 176–77
Motorola, 12

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naming products and companies,
35–36
National Cash Register (NCR), 32
Navy Seals, 59–60
Neo, 92
Neoteris, 89
NetFlix, 203
New Client Marketing Institute,196
New Yorker, The, 80
New York Times, The, 180
niches, market, 14, 85, 130
big company versus startup, 23
niche thyself, 32–34
Nike, 7, 178
Nirell, Lisa, 197
nonconsumers, 199–200

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35S
36R

nondisclosure agreements, 24, 146–47
Novacain, 193
Omidyar, Pierre, 13, 85
opposite test, 39–40
Oracle, 86, 129, 178
Orwell, George, 104
oxygen, thinness at the top of organizations, 197
Page, Larry, 85
PageMaker, 152–53
panels, speaking on, 186–87
paranoia of inexperienced entrepreneurs, 24
Parker, Dorothy, 80
partnering, 151–66
Apple, and: Aldus Corporation,
152–53, 156; Digital Equipment
Corporation, 152, 154
big company versus startup, 23deliverables and objectives, 153–54
e-mail, role of, 163–65
internal champion, role of, 155–56
large companies as partners,
159–60and lawyers, 158–59
middles and bottoms supporting,
154–55out clauses, 159
pitch format for potential partners,
55–56
schmoozing and, 161–63
spreadsheet reasons to partner,
152–53strengths versus weaknesses, 156
win-win deals, 156–57
written proposals, and, 157–58
patents, 124, 130
PayChex, 95
pitching, 44–65
10/20/30 rule, 48–56
answering the little man, 46–47
behavior during, 60–61
big company versus startup, 23
catalyzing fantasy, 58–59
detail, level of, 59–60
first minute of, 45–46
handing out presentation in meeting, 65
investor pitch format, 51–52

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knowing the audience, 47–48
length of, 50
making memorable, 65
one person talking, 57–58
partner pitch format, 55–56
practicing, 62–63, 185
rewriting, 61–62
sales pitch format, 53–54
sending presentation in advance, 65
setting the stage, 56–57
speaking and pitching, difference
between, 183
Pokémon characters, 36
polarizing people, 10–11
Porsche, 86
Porsche, Ferdinand, 12
positioning, 29–43
against leader to bootstrap, 90–91
big company versus startup, 23
cascading the message, 40–41
definition of, 29–30
finding a niche, 33
flowing with what’s working,41–42
making products and services personal, 37–38
naming products and companies,
35–37
opposite test, 39–40
PR firm, role of, 43
qualities of good, 31–32
PowerPoint, 9, 57, 60, 68, 143, 164
circulating pitch in advance, 147font size, 50, 54, 56, 63
minichapter, 63–64
optimal number of slides 49–50
PR departments and firms, 43, 189
Procter & Gamble, 129
prototypes, 13
proven people, 84–85
Ps (product, place, price, and promotion) of marketing, 167
PT Cruiser, 178
publicity, 180–81
Punahou, 105
rainmaking, 192–207
agnostics versus atheists, 199–200
big company versus startup, 23
gorilla markets, seeing, 195–96
key influencers, 196–97
lead generation methods, 196

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letting a hundred flowers blossom,
193–94, 207
managing process, 205–6
rejection, learning from, 204–5
sales pitch format, 53–54
sucking down, 197–98
talk, making prospects, 200–201
test drives, 201–2
umbrellas of decision makers, 198
raising capital, 119–48. See also venture capital
Raynor, Michael E., 72–73
reboot your brain, 23
recruiting, 100–118
assuming you’re done, 113–14
big company versus startup, 23
decision makers, 107delaying making an offer, 108
hiring: A players, 101–3; infected
people, 103–4; people with major
strengths, 106
ignoring the irrelevant, 104–6
intuition, double-checking, 109–11
lies of candidates, 108–9
recruiting tools, 106–7
reference checking, 111, 114–15
review period, 112–13
Stanford Shopping Center test, 112
Red Cross, 9
red pill, 79, 92–93
reference accounts, 199–200
reference checking, 111, 114–15
Reichert, Bill, 79
Rezac, Darcy, 161
Rock, Arthur, 119, 120
Roddick, Anita, 10, 85
Roizen, Heidi, 71
Rolls-Royce, 172
Rosen, Emanuel, 189
Ross, Harold, 80
sales. See rainmaking
Salesforce.com, 202
San Jose Mercury News, 179
Saturn, 176–77, 178, 179
Scull, John, 155–56
Sculley, John, 155
seizing the high ground, 30–31
selling direct, bootstrapping technique, 89–90
Sequoia Capital, 71
service business, starting as, 85–86

7UP, 91
sexism, defeating, 5n
Shaffer, Gary, 72
SHITS (Show High Interest Then
Stall), 133–34
shopping center test. See Stanford
Shopping Center test
signature, in e-mail, 164–65
Simons, Daniel, J., 195
Sinatra, Frank, 119Singapore Airlines, 212
Skin So Soft, 194
Sklarin, Rick, 96Southwest Airlines, 8, 129
speaking:
panels, participating on, 186–87
pitching and speaking, differences
between, 183
principles of effective, 183–85
top-ten list format, 185
speeches. See speaking
Stanford Shopping Center test,
112
Starbucks, 7, 8
starting, 3–26
business model, 14–15
getting going, 9–13
internal entrepreneuring, 19–23
making mantra, 6–9
making meaning, 4–6
Milestones, Assumptions, andTasks (MAT), 16–19
startup organization skills, 102
strawman job offer, 108
sucking down, 197–98
Sun Microsystems, 15, 96
Symantec, 86

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tag line, version mantra, 8
Talk the Walk, 181–82
tasks, 18
tchotchkes, 176
tectonic shifts, 21
Teledyne, 120
telescope phase, xi, 217
test drives, 201–2
tinnitus, 44–45, 62, 162
TiVo, 168, 169
top-ten list format, 3, 185
total addressable market, 58–59
Toyota, 11, 31, 172, 178
traction, 122–23

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Tse-tung, Mao, 193
T-shirts, 176, 187–88

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36R

umbrellas, 198
unintended customers and uses, 170,
193–94, 207
Unit 8200 (Israeli Defense Forces), 12
United Parcel Service (UPS), 157
United States Air Force, 9United Way, Hawaii, 9Univac, 193
unproven people, 84–85
U. S. Department of Justice, 33, 130
user interface, role in branding,
170–73valuation, 146
venture capital, 119–48
angel capital, 137–38, 144, 145
building a business, 120
cleaning up company, 123–24
disclosing everything, 124–25
Einstein’s train ticket, 136
enemy, acknowledge or create an,
125–27
herding cats, 133
introduction, getting, 120–22
investor pitch format, 51–52
lies to investors, 127–32
showing traction, 122–23

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trick questions of venture capitalists, 132–33
understanding what accepting
money means, 134–36
valuation, 146
venture capitalists:
entitlement, sense of, 134–36
life of, 127, 141
telling lies to, 127–32
trick questions of, 132–33
Venture Imperative, The, 159
Ventureone, 146
VentureWire, 146verb potential, of good names, 35
Vernetti, Amy, 108–9, 114–15
Walker, Thaai, 179
Wall Street Journal, The, 180
Wendy’s, 9Windows operating system, 5, 33,
184
Winfrey, Oprah, 85
women, smartness of, 15
Woolworth, F. W., 32
Xomed, 169
Yang, Jerry, 85
Yankee Group, 58, 128