It seems ironical that the leading business schools of India like FMS invite startups like ours to present our entrepreneurial journey to them. I indeed found it ironical when I was invited to speak by the E-cell of FMS to speak on the journey of Dolcera when I knew that less than 1% of FMS joins start ups in lieu of offers from the ‘big firms’.
Initially I was not tempted to go to FMS to speak since it would involve travel from Hyderabad to Delhi and when your travel costs are not paid for, you wonder if for a start up it is worth the investment. Something in me said it may be worth while as an investment to get the word out about Dolcera among the B’school students, kindle a spark in them that makes them joining a start up exciting.
I wanted to impress the B’school students no end, since I wanted them to find Dolcera exciting. However, the more I thought about what could excite them, the more I was pushed towards writing the naked truth. I decided that the truth, as is for all startups, is a mixture of failures, albeit stupid and obvious, and a mixture of successes. It is about the personal pain and anguish one faces when faced with challenges - social, monetary and filial.
I prepared extensively and landed up at their campus. I was quite impressed by the attendance to the sessions - it seemed quite an audience had the latent desire to write history. I opted to take the first slot (quite an easy get for me since it seems most speakers did not want to take it) of the day since I did not want to speak after lunch to avoid speaking to sleepy eyes and somnolent brains. I spoke at length and with all my heart. I told them about the journey of Dolcera, that took close to 2 years to shape up. I told them how during those 2 years none of the 3 founders took any salary and one of them ran up debt on his credit card. I shared with them how we ‘invested’ those years into something we would never do for the rest of the company’s time. In summary, I gave them some business mantras for being a successful entrepreneur:
(a) Invest in ‘differentiators’ - there is someone mightier and richer than you out there who can kill you if you don’t
(b) Test market your ‘differentiators’ - what looks good on paper may not actually sell
(c) Hedge sales bets - don’t focus too many efforts on one segment just because that segment looks most likely to buy on paper
(d) Build organization capacity - put some of your money where your idea is/mouth is
(e) Invest in specialized skills to scale - do not be penny wise pound foolish. Scale can only come if you hire specialists. While one may start off as a hands on manager, to grow the organization beyond a point, specialists are needed.
(f) Talent hunt - The ‘big cool firms’ don’t eat away all the talent in the market. If you know what you want, you will get such people at relatively low costs.
(g) Fail and fail quickly - This is most important so that expensive resources are not lost just betting on one thing.
Next I shared with them how to prepare to be an ‘entrepreneur’. I told them entrepreneurship training is all about mindsets. Things one can do to nurture these mindsets are follows:
(a) Find some idols you can relate to - Idols can be a big source of inspiration
(b) Talk to people - try to network with people even with those who are not in your web of contacts. Believe me there are people out there who are willing to talk and help. (like us who went to FMS even when we knew less than 1% actually join start ups)
(c) Read extensively - Reading about market trends will give perspectives on evolving market dynamics and opportunities.
I summarized the talk with some mantras that are as universal as entrepreneurship perhaps is.
(a) Entrepreneurs fail but they fail quickly - Reduce the cost of failure
(b) Entrepreneurs know that failure is a guarantee - one or many strategies you follow is bound to fail. So be prepared for it.
(c) Entrepreneurs know how to delay gratification
(d) Entrepreneurs don’t judge their self worth by looking at their peers or calculating opportunity costs
Lastly I told them that careers for failed business entrepreneurs is extremely bright in the corporate world. Since most corporates value people who have had an experience of failing. To ensure a successful corporate career, after an entrepreneurial venture failure, I told them to ensure they fail with a bang than with a whimper. Failure with a bang will teach them many things, and help them tell a wonderful story of time well spent on learning valuable lessons.
Coming back to the irony, while I was applauded for my talk and many people accosted me for advice, not one applied to join Dolcera. Measured in that sense, my talk was not that effective. But then, it is hard for today’s MBA graduates to junk opportunity costs when their cost of opportunity has risen so significantly.
I just hope rising salaries don’t dampen the spirits of to be entrepreneurs from B’schools as our country needs many of them. I also hope MBA’s realize soon that their 2 years training during MBA program is all tailored to managing others business than their own. I do hope that the thoughts I shared, and what many other bloggers do so well, can help them take the plunge into entrepreneurship, where every journey is as sweet as its successful destination.