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Tag: work

The art of the pitch

I’m not an investor or angel, but I recently received an email from a stranger looking to raise significant funds for his seafood company. This eager entrepreneur quickly launched into the background of his fish farm, detailing his motivation and financial goals. In his excitement, he failed to do background research on my work and interests.

While I can’t claim I’ve secured millions for a start-up (yet…), I’ve raised my fair share for causes and organizations, conferences and seminars. I’ve successfully procured hard cash, in-kind partnerships, sponsorships, food, clothing and more.  I’ve learned there’s a certain grace that must accompany requests; a careful, precise touch can endear people to you instead of sending them running away.

I’ll spare details from the fish man’s email and provide my top tips for anyone looking to acquire capital and build valuable partnerships:

1. Serve an appetizer before the main course.

Give people a taste of what you have to offer. If they’re interested, you can launch into your full pitch. It’s like dating; you don’t want to give away too much too soon.

Investors and VCs are short on time and attention, so keep your message concise to increase your chance of success. If someone likes the first course, they’ll stay for the next serving.

2. Know your audience.

Invest in the people you’re asking to invest in you. Ask questions. Find out what they’re interested in, what they like to do on the weekends, what projects they’re excited about and pitch appropriately.

3. One size does not fit all.

Take time to craft individual emails. (If your need is met, the energy and time spent will be worth it.) Copy-and-pasting can result in embarrassing formatting errors if you’re not careful, and people know if they’re subject to mass mailing. Hand-crafted emails make people feel like you actually care — and in turn, they’ll care about what you have to say.

4. Express gratitude.

It doesn’t matter if someone funds you or not, you’re building a relationship. They’ve taken time out of their schedule to hear you out. Thank them graciously.

5. Investment isn’t only dollars.

Don’t be discouraged if you’re not handed a check. Consider other ways someone might “invest” in you: Mentorship? Referrals? A solid reference? Meaningful introductions? Ask for feedback and suggestions as you continue to move your project forward.

How I screwed up (anxieties of an entrepreneur)

The following is taken from an interview with Jahan Mantin. For the original article, click here.

In the beginning I didn’t have my story straight. I knew there was value in getting certain people into a room to share and learn from each other, but I didn’t know how to articulate it. In my mind, the story and its importance was perfectly clear. My intuition of human dynamics and relationships was always on target. But the business side was lacking. I had to thrash and experiment and test formulas to make it sustainable. It didn’t happen overnight.

I didn’t come from a business background. I had a lot to learn and made a lot of mistakes. This is part of it. You have to go through it, do the work and press on.

Overcoming anxiety 

When I first started hosting dinners I was absolutely petrified. I’d give myself pep talks on the train before every event. The fact that I managed to convince these incredibly smart, brilliant, talented people to come meet each other in a secret room became a tremendous burden. I put intense pressure on myself to organize unforgettable evenings. My anxiety was through the roof. “What if no one shoes up? What if plates come crashing down off the walls? What happens if someone becomes angry and storms out? If I forget someone’s name? If someone drinks too much and stumbles down the stairs?”

Eventually I realized my fears were mostly irrational. Thankfully, I got to a place where I could recognize that these dinners are beyond me. Yes, I still get nervous, but I can manage my anxiety with the understanding that my responsibility is to provide the platform for people to come together and meet and enjoy. The rest is ultimately up to them.

The pressure of being an entrepreneur

We spend most of our young lives being told what to do. School is laid out for us, and certain milestones seem preordained — job, college, house, friends, relationship. When you start your own business, there is no set plan. There’s a sense of leaping, falling, an uncertainty of what’s to come.

For me, this levity was accompanied by obligation, a duty to see it through. It’s easy to shy away from fear like a fire, but these scary moments show us who we are.  When we are petrified and allow ourselves to be vulnerable, we grow.

Why do so many people become entrepreneurs when it feels like such a big risk?

At first glance, entrepreneurship doesn’t seem safe. Safety is 9 – 5, a steady paycheck and stock options. But if you think about it, freedom and creative independence can provide more security than any job. At any point you can be fired. When you create your own business/service/product, the power is in your hands.

Entrepreneurship isn’t for everyone. Not everyone wants to run their own show; it’s demanding and tough. But you owe it to yourself to sit down and ask, “What do I want? What do I want to contribute to the world? What brings me the most joy?”

When do you know you’re ready?

You have to be honest, ask hard questions and give yourself the time to go through the process of identifying your values and priorities, your skills and talents, what you’re really good at.

If you wait for the right moment, the right time, you’re never going to ship. You’re never going to put work out into the world. You’ll never create art (of which the most interesting and successful is far from perfect). You have to reach the point where it’s good enough, where you can feel satisfied and confident. “Done” is better than perfection.

There are always edits to be made. It can — and probably will — be improved. But your work has to make it out into the world.

Surefire ways to get attention

I spent a good chunk of my early career worrying about finding the right kinds of business, attracting smart clients, generating the best PR. I’d worry if my work was good enough, if my talents and skills were evident, if my angle was unique.

Through trial and error, I realized there are two surefire ways to catch the attention of an audience (they’re fickle and quick to move on, so you have to be powerfully concise and to the point):

1. Show “why you.”

Behave in a way that gives me no choice but to see you. Your track record is an active testament to your character and to your work as a professional. I don’t care what is listed on your resume. I want projects and completed work that demonstrate your capabilities and promise as a leader.

2. Ask a question that can’t be avoided.

Put something in my head I can’t ignore. You’re here as a professional, so ask me something that proves you are what you say. You’re not here to be ordered about. Create an itch that leaves me wanting more.

Make me care.

5 questions to measure success

I’ve been thinking about the American Dream and how we’ve come to define wealth and achievement. I’m turning 30 soon, a benchmark to pause and reflect on life’s work and progress.

Yet the ways in which I was taught to measure “success” don’t seem to apply to me.

I don’t own a house or a car. What I do own fits into a duffle bag. I sleep under a mosquito net. My savings account is negligible, I have student loans I will probably never be able to pay. I’m unmarried, I have no children. In full disclosure, it’s been awhile since I received a regular paycheck.

According to the American Dream, I’m a complete failure.

It has me wondering if our notion of wealth has become distorted. If the scales we use to determine value and impact are skewed, if we’re asking the wrong questions — both of ourselves of the organizations we trust.

As I enter a new decade, I consider:

Are you helping others?

Are you accomplishing set goals?

Do you feel welcomed into a community? 

Are there people in your life who support you?

Are you learning, getting just a little bit better, more patient, more compassionate, more understanding, more loving each day?

For more on redefining success, wealth and the American Dream, read my original post on Medium.

Lessons on working for free

For almost one year, I’ve volunteered my time serving a group of people I’ve grown to care for immensely. While I’ve sacrificed a lot, I’ve been granted much more in return. Some key takeaways:

1. Let excitement be your guide.

Excitement is an internal barometer letting you know you’re on track. If you’re not excited to get to work, you’re in the wrong place.

There was a time I had to coax myself out of bed in the morning. I was bored, frustrated, unchallenged, disenchanted. After I began placing myself in environments that made me feel valued and appreciated, a train engine powered my days. Clocking hours no longer mattered, and my worth became less about the money I was making and more about the contribution I was adding to the world around me.

2. Don’t be afraid to ask for help.

It’s impossible have all the answers. Pretending you do so only prevents you from building relationships and trusted communities. Questions – no matter how obvious they may seem – not only provide information but also serve as gateway to meaningful connections. Asking for help allows others the opportunity to teach you about their world and their way of doing things. If you’re afraid to ask, you can bank on missing out.

3. Give, and you’ll be taken care of.

Decisions can be made from one of two places: scarcity or abundance.

A scarcity mentality is restricted to a finite amount of resources. The underlying emotion is fear. What if there isn’t enough, what if I give and there’s nothing left for me?

Abundant thinking, however, evolves from a place of trust, faith, and confidence. There is always enough; in fact, there is more than enough. Giving becomes less of a sacrifice and more of a responsibility to do what’s right — a pleasure.

I used to think a lot about what I didn’t have. In hindsight, I prevented myself from becoming who I wanted to be. When I started to concentrate on what I do have, I gave more. I cared less about what was lacking and more about using my gifts in a way that mattered.

4. Worry less (it paralyzes you)!

Worrying serves no one. It’s a black hole, a basket collecting your best ideas and strongest intentions. Anxiety has stopped me from solidifying friendships, initiating projects, finishing goals. I’ve found myself slave to an endless chain of insecurity about my worth, capability, value, productivity, and possibility. Not beneficial. Not fun.

The irony is this: when I gave more, I was given more. Even though I haven’t received a paycheck, I’ve been taken care of — there’s a roof over my head, food to eat, people to cheer me on. I’ve received introductions to incredibly accomplished individuals and have found greater depth in my relationships.

Yes, due-diligence is required to develop plans and take action. But after you’ve put in your work, believe in yourself and the purity of your intentions. Your efforts will pay off.

The numbers in your bank account mean little.

If you hate your job, you cannot afford to stay one more day.
Over half of college graduates accept jobs that aren’t in their preferred industries (Bureau of Labor Statistics). People are bored, tired, and return home cranky and angry. Distraction comes in the form of stimuli — alcohol, drugs, buying things, selling things, gambling, eating, checking out in front of a screen.
You’ve invested too much in yourself — your education and training — to remain in a stifling workplace, performing tasks that are redundant. You are too valuable. Each second of your life is a precious moment you can’t get back. A bus could take you out tomorrow.
As difficult as it might seem to find a new gig, your life depends on it.
Your checkbook isn’t the only thing you should worry about. The bigger balance is your soul.