“If I had an hour to solve a problem I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.” – Albert Einstein
In school, we’re constantly taking tests to gauge how well we’ve learned last week’s material. We cram geographic boundaries, the dates of battles, and multiplication tables into our heads and spit out the results.
Sadly, those rote memorization skills and the ability to answer pre-formulated questions doesn’t help us as entrepreneurs. When building a new business model, there is no test or quiz to cram for. It’s as if we sat down for our final and open up the exam book only to find a blank piece of paper in front of us.
“Right there in front of you, “ answers our teacher.
“Is there a right answer?” we hesitantly inquire.
“Yes there is,” assures our teacher.
“What are the questions?” we plead.
“That’s what you have to figure out.”
As an entrepreneur (or intrapreneur) we can’t just guess at the answers without first identifying the right questions to ask. If we just guess by building a fully functioning product, it’s very likely that the market will judge us wrong and punish us with zero sales and bankruptcy.Our job, as an entrepreneur, is to first ask the right questions and only then to find the right answers.
21st Century Education
(Note: I wrote the above text as part of The Startup Real Book to explain why the book focused so much on asking the right questions instead of handing out Step 1, Step 2, Step 3 answers. I wanted to repost it here because I’m deeply concerned about the state of education in the US and the world.)
We (in the US at least) should be concerned by how badly our students do on standardized tests, but we ought to be terrified of shifting to rote learning.
Standardized tests are a metric. They tell us something about our education system but the metric is not the goal. Doing well on standardized tests does not produce value.
If we refocus our entire educational system around the metric instead of the goal, we’re doing an immense disservice to our students.We shouldn’t be drilling students on answers. We should be teaching how to ask great questions.
Diplomas & Certificates
Academic credentials that demonstrate a baseline competency does opens doors. Having a Stanford degree is still pretty badass and will remain so for a long time. For some companies, desperate for warm bodies, a degree or certificate may be all the qualification required to be hired on the spot. But the great companies don’t hire for just skills.
They hire for culture. They hire for determination. They hire for the ability to rapidly improve those skills and figure things out from a blank sheet of paper.
I’ve been looking back at the dozens of accelerators and hundreds (if not thousands) of entrepreneurs I’ve worked with over the last 6 years. I’ve also been thinking about my own haphazard entrepreneurial journey going back to when I was playing guitars in coffee shops two decades ago. From that, I have a wish list.
These are the things I wish I had learned long, long ago. I wish I had a few more decades just to practice these skills. They are also the things I wish entrepreneurs knew before they went into an accelerator.
Focus on the Question, then Figure out the Answer
Too many entrepreneurs assume they have to know everything in order to get funding. They jump to answer every question with the confidence of a prophet.
But when we pretend to know everything and jump straight to the answers, we’re invariably failing to ask the right question. Trying to fool everyone into thinking we know everything just winds up fooling ourselves.Admitting ignorance allows us to ask the right questions.
Critically looking back at our own behavior is the only thing that lets us improve. Regularly managing that process is a hard won skill.
Some startups get lucky. Most successful ones make their own luck by continually improving.
Often the desire to express our own opinions overrides our ability to hear other points of view. Communication starts with listening.
It’s very easy to blame others for mishearing us or not saying what they meant. The fault is always partly with the speaker and partly with the listener.
We need to practice listening, repeating the key points back, listening again for confirmation. Expressing ourselves, listening for confirmation.
(Note: Listening is also a key component in conducting good customer discovery interviews.)
How much better off would we be as adults? How much better would we be as a society if everyone could identify when we’re feeling angry or nervous?
Instead of just lashing out for unrelated reasons, we might take a step back, make some space, and use emotions to drive us…not let them control us.
How many “founder issues” could be avoided with a little bit of emotional awareness?
But results take time and patience.
I don’t have any lessons learned here. I don’t have a strong thesis to defend here and very little advice.
What am I missing? What should we be teaching from kindergarten up?
Please let me know in the comments.
So…what should I post next? Tweet to tell me what to write:Show me how to test product market fit!
orHow can I do lean startup in my friggin' huge company?