2 thoughts on “Why scale should not be a founder’s focus

  1. Lloyd, Paul Graham’s article is one of my favorites. Kudos for highlighting it here. I think another reason that startups tend to ignore the “non-scale” phase is that the manual work of hitting the streets and knocking on doors just doesn’t feel as glorious as implementing some new product feature. Along with that, the hurt from having a potential customer say “no thanks, not interested” to you in person is much greater than a random visitor to your website deciding not to click the “Learn more” button!

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    • You are completely right. You can have the most confident, smart Founder and they are not ready or willing to take on sales and the multiple rejections that come with it. I find it amazing how many people cannot or will not pick up a telephone, the core skill in successful business development.

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