Too much startup advice treats founders like interchangeable pieces. “Find a big market, build a cool product…success!” But the best founders aren’t just building a THING, they’re forging a deep connection with the people they serve. Here’s what that means:
The “Unsexy” Advantage
Yeah, AI and blockchain get all the attention. But some of the most lucrative opportunities are hiding in plain sight. Remember, I got my start with complex financial deals – hardly the stuff of viral blog posts. But understanding the nitty-gritty of those transactions unlocked solutions nobody else was offering. If you’ve got expertise in a field, even one that seems old-school, don’t let the tech bros convince you it’s not exciting.
The Right Kind of Crazy
I’m not talking reckless, burn-all-the-money crazy. It’s about calculated audacity. Believing in a solution the “experts” think is niche or impractical. That scrappiness forces you to get creative, find workarounds that big, slow companies can’t copy. Early on, your stubborn belief matters more than the perfect business plan.
The Network That Isn’t on LinkedIn
Networking isn’t just collecting business cards. It’s about those real, informal connections that give you true market intelligence. Maybe it’s grabbing beers with a competitor’s sales rep who’s secretly looking to jump ship. Maybe it’s partnering with an established business in your space who sees the value of what you’re building. This takes hustle, not schmoozing at generic events.
Case Study: The Accidental Startup
One of my most rewarding investments wasn’t in a founder chasing the VC spotlight. It was someone whose wife ran a small practice in a highly specialized field. The software out there was a nightmare, costing her hours of frustration. He didn’t have a grand vision of disrupting healthcare, he just wanted to make her life easier. Turns out, that niche was massively underserved.
- He (Actually She) Was the Target Customer: This wasn’t theoretical. Every feature was designed to solve a problem she faced daily.
- Built-In Beta Testers: Her colleagues became his early adopters, giving feedback far more valuable than any generic survey.
- The “Nobody Cares Advantage”: Giants in the space weren’t paying attention, so he could iterate quickly and own that niche before anyone caught on.
Can You Fake Founder-Market Fit?
A little, but not for long. If you’re not truly passionate about the problem, that lack of authenticity will show. Investors can sense it, but more importantly, customers and early employees will too. That fire in your belly is what attracts the talent and the loyalty you need to grow.
A great product is table stakes. But a founder with skin in the game, who understands their customers on a visceral level? That’s the founder I’ll bet on every time.
Actionable Questions for Founders:
- What specific problem in your industry drives you absolutely insane?
- Who would be your ideal, no-holds-barred beta tester, even if you have to bribe them with pizza?
- Who in your target market would gladly give you the unfiltered truth, even if it hurts?
