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Shifting from Loyalty to Accountability

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Shifting from Loyalty to Accountability발음듣기

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Dave: Hi, my name's Dave Smith; the name of the company is "TekScape IT."발음듣기

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When you're starting a company, you have to make certain decisions: Do I get VC capital?발음듣기

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Do I get an angel investor?발음듣기

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Or do I bootstrap it, and build it on my own?발음듣기

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I did it on my own because I had a technical expertise.발음듣기

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My moms was a great lady, but she would always tell me, "Make sure you can afford it!"발음듣기

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Make sure you can do this.발음듣기

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Make sure you can do that.발음듣기

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So she was always very concerned about me.발음듣기

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She didn't realize, until three and a half, four year into the business, that "Alright, you're actually good."발음듣기

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She would send me oven mitts, to make sure I had stuff for my apartment, and so forth.발음듣기

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My business card said, "Director of Services."발음듣기

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I went to a customer, and the customer said to me, "I want to talk to your manager."발음듣기

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I said, "Tell me what your complaints are, "and I'll talk to the manager, and I'll come back to you."발음듣기

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He's like, "Look, the prices are too high."발음듣기

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I'm like, "Alright, what do you need to get the price at?"발음듣기

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And he's like, "If I got it here, I'd be happy."발음듣기

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So I said, "Give me a couple of days, I'll talk to him, "I'll come back to you, or I'll bring him in."발음듣기

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So I came back to him, and I said, "Look, he said, 'he'll do it.'"발음듣기

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He's like, "I'm so happy "that you talked to your manager for me."발음듣기

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I had to present myself as, not the CEO, because I needed the ability to negotiate with people.발음듣기

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If I was the last stop, it would have been a very difficult conversation, but if I presented myself as somebody in the middle, they were much more open, they gave me what I needed to know in order to close the deal.발음듣기

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I had two people that worked for me, out of a studio apartment.발음듣기

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We did conference calls in our office, and one of us would be in the closet, the other one be in a bathroom, and we'd be pretending as if we were in different locations in the United States.발음듣기

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How's Boston today, Paul? (laughs) I paid 2,000 dollars a month in rent, and sold 1.3 million dollars in revenue.발음듣기

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I knew we were gonna deliver what we were gonna deliver, but if they knew how big I was, sitting at a glass table with three of us around it.발음듣기

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We had folding chairs, 'cause I didn't wanna buy the 250-dollar chairs;발음듣기

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I had a 75-dollar Target chair in my apartment: I had one that was padded, and one that wasn't.발음듣기

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So whoever got there first, got the padded one, the other one got the other one.발음듣기

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My initial team were people that I could trust, or that I worked with in previous engagements, or people that I'd went to high school with, or people that I was best friends with.발음듣기

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What I learned over the period of time, is that there's a certain point when loyalty has to change to accountability.발음듣기

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And so that was a very huge shift in my business, where I had to switch from this loyalty to accountability, for the people that are friends of mine since I was 15 years old.발음듣기