Jake

• Can we re-frame this in terms of the customer’s problem?


• What’s the soonest we could get this done?


• What would you need to get this done tomorrow instead of next week?


• What would we need to do to get twice as many customers? Ten times as many customers?


• How does this relate to our goal? Is this the most important thing we can do for our goal?


• What’s

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Roles change faster than people, and executive tenures are often short. In cases of true rapid scale (a business that’s 3–10×ing every year), I tell people to expect leaders to last about 18 months. Let them surprise you by lasting longer, but don’t let it surprise you if it’s shorter.

If you're small, you're in a position where it's to your advantage to be weird—you can have a point of view that the big tech companies never could. In the world of chairs—you're not going to build a cheaper chair than Ikea. Why not build something they couldn't—like a more interesting one?