I published the full interview on Medium, head on over and give it a read there.
Category: Eric Friedman
At the beginning of last year I jokingly said that one of my resolutions was to try to always be positive with startups I hear about. Fast forward to a year+ later and I am still sticking with this resolution – staying positive in a sea of what can sometimes seem like endless negativity. It has become all too common to quickly dismiss or make fun of the “new thing” and I wanted to stop the trend. I have stuck with it and wanted to share some results, which have been amazing at seeing the optimistic/glass half full side of things.
Again reminded today to Always Be Positive
— Eric Friedman (@EricFriedman) August 22, 2017
At first, it was just seeing the bright side – an optimists view. I would take the glass half full side of the post launch conversations. I would try to be on the opposing side every time I heard one of the following quips:
“Did you see X launch? That’s stupid!”
“Y launched this feature? – it’s never going to work”
“Z raised how much for their dumb idea?”
And of course the infamous:
“I could build that in a weekend”.
It is all too easy to sit on the sidelines while someone else put themselves out there, in the arena, and launch something. Every time I heard someone go off on a company from a press release/feature release or launch I would always course correct back to something positive – it is hard sometimes but after awhile it became almost a game with those around me. The exercise got my brain flexing a muscle that we often forget about – empathy. Putting yourself in the founders/employees shoes that day can lead to some interesting thinking. Sure there are things that seem silly, but I agree that the next big thing will start out looking like a toy.
So now over a year later, most around me know that I will take the positive side to a startup conversation. This is actually quite hard sometimes but underscores a lot of what I try to instill in entrepreneurs I work with. There are a few times that I may have made a comment or two, but now it’s pointed out to me – it’s great to be known as someone that is positive. The opposite happens as well, having someone come up to me and ask “how can this possibly work?” These contrarian discussions are a great training mechanism to see things differently. Debating the opposing side has been a great
There are a few takeaways worth sharing that I try to instill in those I work with;
- A sound bite of your company can tell your story quickly but your company is not defined by your sound bite. Too often companies get shoehorned into their “its x for y” which doesn’t show much beneath the surface. The problem here is that this is great for VC and pitch meetings, but not always great for consumers or press. The problem is most founders have done way more investor interviews so the narrative from those slides bleeds out into the verbiage in a press interview. A press interview is not a VC pitch which is not a candidate selling conversation which is not a family explanation which is not a vision blog post – each of these things are different.
- The mission, vision and values of your company may get lost in a press interview and the outcome or written version is a great way to see if it’s clear to others. I bring this up often because most companies do not have or set a mission, vision, and vales definition early enough.
- If the definition of your company involves another company – you are doing it wrong. As mentioned above if every time you tel your story you are mentioning another well known startup you make the cognitive load too high for the other party. Here are a few examples:
- “Airbnb for cats” – you have to know what airbnb is, then think about why it should be applied to cats.
- “X but for mobile” this one happens a lot. Again, you have to know what X is and they already have this solve for mobile. So what are you building? There is clearly something going on (being positive!) but the story is not coming out
Finally, I encourage anyone else who wants to be positive around startups to join me. It’s too easy to pile on when a company is having a bad day, so take the high road and see what is like to throw some support to those who need it.
Also published on Medium
With the first group of Expa Labs companies moving on to the next phase in their development and the application period for the next Expa Labs group now open, I wanted to take a step back to share some of the lessons I learned from working with each of the companies in our first group. The platform and learnings Expa has built by launching companies over the past three years was foundation on which Expa Labs was built. We didn’t set out to create “another” incubator program — we wanted to make something more entrepreneur-friendly, that valued company creation over all else. We didn’t want to rely on what others had done, instead coming up with a set of Founder First Principles gathered from interviews, discussions, and founder conversations with people who have created products, managed teams, been through programs and more.
When Expa announced our new $100M fund in March, 2016, it was to continue our mission of creating new companies, but also use our learnings to form the Expa Labs program. Starting from only a mention in the NYTimes to companies funded and starting work two months later is a testament to the work ethic of my colleagues at Expa. A lot of naysayers and folks said creating and putting into motion a program like this wasn’t possible, but we did it. And though Expa Labs will evolve over time, I am very proud of what we accomplished in the first version of our program.
Now that the inaugural program is over and I’ve had some time to reflect on the experience, I wanted to share some lessons learned;
Before the Expa Labs experience, the founder attributes I would most often cite almost sound cliche´ at this point; technical abilities, executional excellence, vision, ability to attract world class talent, etc…. What I didn’t have on my list was “coachable.” Though some might argue this isn’t necessarily a trait to look for, I think it’s essential. I worked with teams who, from the beginning, showed they could take feedback well and incorporate it into their thinking. There is a fine line between “I’m right” and “here are some facts” and teams that are coachable can make a big difference. They also know how to filter feedback from lots of people to make an informed, data-driven decision. Their vision may be directionally right — but tactically wrong — and it takes a strong team to change the course.
Ship it earlier
There’s an old expression that says “If you are not embarrassed by your first version you didn’t launch early enough” and it’s absolutely true. Shipping early provides many good lessons. Nobody knows what will happen — despite the loudest pontificators. Launching also quiets the naysayers — nothing speaks louder than actions. This lesson comes into play because whether you are a B2C company or a B2B enterprise company. Nothing gives you better feedback and usage patterns like a live production environment with real customers. Even if you have 10 beta users, it’s better than sitting around inside with limited info and lots of ideas.
Startup knowledge looks like an equalizer
Remember those old stereo equalizers that controlled all the audio settings? Startup knowledge is a lot like that — some entrepreneurs are very high in certain areas while others are very low. As head of Expa Labs, my job is to get everyone to at least a level set — so folks can tackle most problems with information and knowledge to create a solution. It is amazing how much information is out there about starting up a company, entrepreneurship, and almost any topic around starting a business — and yet the knowledge gap is large. Some founders are well informed about the details surrounding financing terms and definitions, while others are new to the topics. Others have deep technical knowledge about building and scaling systems, but have little to no information around hiring and HR policies. Nobody can be expected to know everything about every topic and that is where Expa comes in: We provide resources, experience, and a level set of knowledge in the areas where gaps might exist. My goal is to either fill in the knowledge gaps where I can, or pair founders with the right people.
I can’t say this any more directly: plans change. It reminds me of the famous Mike Tyson quote: ”everybody has a plan until they get punched in the face” and it’s true. The two types of plan changes I struggle with (but shouldn’t) are when a timeline changes and when a product launch changes the plan. Both are totally reasonable, should be expected, and yet remain difficult. For me the lesson is go with the flow a little more and let things change. Change, after all, is the only constant when building a company.
Fundraising is hard
Ok so this isn’t a lesson I discovered or needed to learn, but it’s a good reminder. Naveen Selvadurai, one of the Partners at Expa, has a great expression for founders; “it’s only going to get harder” which is funny and true. From the moment a team is funded they should be focusing on how to keep the business alive with the only thing that can guarantee it — cash in the bank. At the end of the Expa Labs program we also send out a “first look” to the LPs of Expa, which is a way for them to see the progress and status of each company and have the option to reach out if they want to get more involved or invest directly. There are no guarantees but it’s a great way to use the Expa network.
Learning never stops
I truly learned something new from every team, and I hope they learned from me. My applied knowledge from experiences and situations made sense, but I also added to my own toolkit as each company launched/built/iterated/shipped during their time in Expa Labs. I realized many things of my career convictions are now in flux — for example what worked in sales in 2014 may not be the case for 2016.
The end of a program isn’t “The End”
In conclusion I want to say thank you to the Expa Labs 2016 teams; DoveTale, Listen, Radar (NY) and NINAYO, Promote, and Chalet. I loved working (and still working!) with all of you. While the program is “officially” over, it’s only the beginning for you, with some difficult, frustrating, absolutely fun and satisfying moments ahead of you. You are now a part of the Expa family, and I am excited about what the future holds for each of your companies.
We have officially opened up applications for Expa Labs, and planning on more than doubling the size of the program. We have also introduced a new investment tier $250,000 for 10% equity along with the previous $500,000 for 20% equity. Applications are now open through March 31st 2017.
In addition to expanding the size of the program, we are now open to accepting companies from anywhere, that can work in the US. This means if you are in a city outside of one of our core locations, you can apply and potentially get into the program and work from where you are located.
With our offices in NY and SF, and now a Partner operating out of Vancouver our goals of growth and working with more entrepreneurs from more places is happening. If you are interested in learning more please checkout Expa Labs.
Things get done when the people who can affect change experience pain. What I mean by that the people that are most able to fix problems are the people in an organization who probably have no idea that it is happening. Therefore I believe every Founder or CEO should contact their customer service centers, as if they were a customer, immediately.
I recognize that a call to have CEOs dial their support lines may not happen by the likes of the Fortune 500, but my hope that one person who reads this will go through their support channels today and make improvements.
Almost all call centers can be improved but the metrics, dashboards, anecdotes and discussions in conference rooms are blocking progress. If a company leader spends time on the first point of contact, or perhaps the point where a customer is most in need, they will find a place to spend cycles that will help their business. There is so much energy spent on all the customer touch points; phone, email, txt, live chats, and more – but it feels most are spread too thin.
You don’t have to look far to find companies with customer services woes. Comcast and Time Warner are notorious for having bad customer service. The first line of defense here is the phone support system. This is a power law in action that is not being fixed. If they spent cycles on the single point of contact people hate the most, would it have halo affects on the rest of the business? My answer is yes.
I have a had my fair share of customer service woes and I am usually pretty good at solving them. So much so that people that know this about me get me involved when they can’t make progress. It’s not always just about “talking to a supervisor” but goes into how you communicate and why. I believe in the halo affect that a good product or a good customer interaction can have and this feels like an easy way to make customers happy.
So whether its by phone, email, livechat, or other means – contact your customer service team to see what the experience is like. If its perfect that you can scratch one more thing off your todo list 🙂
I have read in countless books and blog posts that you can’t change what you don’t measure. This is especially true in fitness and weight loss but also the workplace. Measuring things holds people accountable can backup actions with data to show what worked and what didn’t. This is true of individuals as well, and why I am trying something new this year. I am working off the Derek Sivers /Now movement (his Now page) and creating a public way of holding myself accountable and tracking things a little better.
It seems others agree with this method and there is now a growing number of people participating on the http://nownownow.com/ site.
I have created my own now site, which is a way of helping me prioritize – Eric Friedman Now
I have also outlined a set of 2016 goals, some public and some private that I am going to hold myself accountable to. The added pressure this year is that I have shared the private goals with a set of close friends so that I am held accountable as well.
Accountability is important to me with teams and direct reports, and therefore I should hold myself to the same standard. I have reviewed some of the best ways to track these things and I think putting them out publicly is a good way to do it. I have also started using the Strides app, and making small tasks that I can check off each day and each week. This builds momentum as you are less likely to break a chain once it is started. I once read somewhere it takes a few weeks to start a habit for adults, and not a long time of missing them to fall off. I hope that putting this out there helps me and I can refer back to see how I did.
So in summary I am doing 4 things to track goals and measure;
- Strides for daily/weekly things for habits
- Goodreads for books
- Public Now page
- Private group for 2016 goals
Looking forward to a great 2016 and reporting back to see if this works.
I recently started using BufferApp both on my phone and my browser to syndicate content to my other networks. I currently have the free account and have connected Twitter, Facebook, LinkedIn, and App.net. I also use Buffer on my phone to send content (but mainly through the email function).
Buffer is a web service that takes content from you or others, and syndicates it via a shortened URL across multiple services. You can “buffer” content to be sent instantly, or scheduled for some time in the future.
It has been very handy for me as I come across great links to share, and quickly want a way to send them out.
My buffer flow is as follows;
1. find great content
2. open in mobile safari and email link to buffer app (modifying subject which is the words in the post)
3. check stats/rinse and repeat
I started using my own Bit.ly account to track better stats across content which has been eye opening to see how things perform. I continue to predict content that will flourish and am constantly surprised at how things do. Links that I think are great sometimes fall flat, while linke I think are “meh” seem to get lots of traction. Overall people seem to enjoy the content which is a net win.
For the first time ever I am pushing content to LinkedIn. I have been on the service forever, but never thought to share links there because its just too cumbersome. Now with Buffer I share everything – and am getting a decent response rate. My content is limited to my LinkedIn network which is inversely impacting my overall reach. I don’t want to optimize for reach in LinkedIn as it would grow the network beyond people that I know – but strangely sharing content their make it almost the point. As someone once said about linkedin “its like Pokemon, you just need to collect them all” which is to say you may as well try to connect with the world. Whats the downside?
I am also for the first time sharing content with App.net – which has been a virtual graveyard for me that I am trying to resurrect. I don’t participate in the network other than sending info, but all communities need the initial seeds to grow. I feel I can spend time there for a future time when its had time to grow.
My primary network of “attention” is Twitter and Facebook which continue to grow. My engagement seems “good” but I don’t have a decent proxy for what to expect.
I am very interested in determining the virality of my links and ability to read things first vs. catching them later. I no longer use a news reader (like google reader) which as any long time reader of my blog know is a big deal as I used to be fixated on reading all my feeds.
I love sharing this content and wonder if I can keep up my momentum – I would love to hear feedback either way if you are on the receiving end of my links.
Where do you share your content?
Tonight I finished watching Homeland from Showtime – and tweeted about it (really great show by the way!)
To my surprise it set off a flurry of responses from friends and colleagues who were at various stages of being either interested in starting to watch it, in the middle of it, or interested in more. This presents a “hello Homeland” situation for many of my friends who want to see the show from this tweet, heard about it elsewhere, or maybe just have an interest and want to sample it. But right now they can’t do that.
Some friends even started watching it right away based on or tipped into watching it from my recommendation.
This is the part I find extremely fascinating (and no, I am not looking for a pat on the back). Everyone is looking to cut their cable, and stop paying large cable co’s for service, or switch to an a la carte model. The problem is that this does not mesh well with the behavior that we currently follow. Its extremely hard to change peoples behavior, and although the complaints are real, the bills are high – the benefit of cable to solve this need/desire to consume things as they are broadcast is a real benefit.
I’ve long believed that piracy is largely a business model problem not a human behavior problem. If you give people a legal way to consume the content they want, they will pay for it.
So what business model supports the current behavior? Affiliate links and capturing attention.
Currently there are different models that could support this type of behavior. The simplest is affiliate links. More difficult is capturing attention. If I could have linked out to two (or one if they were smart) types of content, I bet I could have generated direct sales, or possibly even subscription sales for Showtime via Homeland. Afterwards, there is interest and intent around the show – just waiting to happen online.
The first, and simplest method would be to allow someone to deeplink to content that only subscribers have access to. Meaning a Showtime subscriber could link to an extended viewing of Homeland to their social network, attributing the longer viewing and following episode sale or subscription sale to their account.
The second, would be driving views to content (read: ratings) via my recommendation. This attention could be monetized by ads, and because it comes from a trusted source (me) my friends and colleagues may sit through advertising supported video for their first viewing of the show. Subsequent purchases and subscriptions would also be attributed to the original seeder (again me).
This method has been tried for years by many startups. I have personally seen many companies that have promised solutions, but never delivered. A real time chat room or re-played chatroom next to video content isn’t what anyone is really looking for. They want to share their thoughts about something when its over with their friends in real time. This is today solved by Twitter and Facebook – usually in a hard to follow thread of comments.
The real time (somewhat solved by Twitter today) and post watch need for a watercooler is very prevalent. Some friends even wanted to chat about it as soon as they were done watching. Why can’t Showtime (or someone else for that matter) give us a place to have this conversation. I am much less excited about this opportunity, but if it offsets the cost of all-you-can-eat cable and gets us to the a-la-carte model faster than so be it.
The problem with an immediate consumption based behavior means that only true a-la-carte cable pricing would suffice. This would mean an ever growing firehose of video on demand, available at a clicks notice. Since this is not going to happen anytime soon, this affiliate model would work quite well.
Based on the reactions of some of my various friends, its clear this would have resulted in views of Homeland from a single tweet, which in an affiliate model would have ultimately been good for the show, good for me, and great for Showtime.
I was recently thinking about the sheer number of services I have signed up for, certainly increasing in the past 5 years, and thinking back on some of the old services I don’t use anymore. I would ventures to say that my time on the VC side of things yielded probably 10 signups a week on the low side and 100 per week on the high side.
What prompted this post however was this congratulatory email from eBay celebrating 12 YEARS using the service. This is certainly a milestone for me because I am not sure if there is another example of a service that I use anymore. I still have an @aol.com account, but never use it. I still have a domain from 1998 that I bought (multiplayergames.com) but thats not the same.
eBay is a service (As well as paypal) that I use at least yearly, if not quarterly. Its certainly had its share of startups that have tried to disrupt its throne – but the sheer volume and breadth have kept it the market leader. Its a rare site that stays in the top spot so long, and I wonder how much longer the reign can continue. I don’t doubt the power and utility of the service (I just used it last month) but I wonder if they can sustain it forever.
I always wondered why companies didn’t take the opportunity to give something amazing to their old customers, but I guess it will always be about getting new customers to signup.
Here is to another 12 years eBay!
I don’t have a bank anymore. Well thats not exactly true, but I don’t have a physical bank I can go into anymore. I now bank with Ally (Formerly GMAC) and have been happily with them for the past year. They don’t have any locations or branches that I can physically walk into. I do all my banking online, via mobile, or through the mail now. This is a big departure from how I started out and I thought it was worth writing about here.
My main reason for switching away from my previous brick and mortar bank was ATM fees. With Ally you can withdraw money from ANY ATM, regardless of the fee, for free. This includes fees from a different bank, large chain bank, small boutique bank, and shady deli ATM machine. They simply credit you back at the end of each month. Interest rates were another factor, but the convenience of having no fees made up a large difference. Let me be clear here – I actually went through the switch to be able to pull cash from anywhere and get the ATM charges back at the end of the month.
I now understand the idea of “switching costs” much more. Switching costs are the incalculable costs associated with changing providers, brands, or your current choice with a new option. It took me a while to decouple all my automatic bill payments, direct deposits, and bill payees into a new bank – but it was worth the switch.
So how do I bank now without a bank?
I deposit checks INSTANTLY with payapl on my android phone. This is much like the Chase iPhone app, but does not require you to have a Chase account. I now understand that Charles Schwab does something similar. Check reading and depositing into Paypal happens as quickly as you can take two photos of your check and enter the amount. Its not so instant if you need the money quickly as it takes a few business days to show up in my paypal account. I then have to transfer the money (withdraw) from paypal to my checking account. This was my biggest apprehension thinking it would be a pain and too slow. After doing this process a few times I cannot imagine going back.
I fire up the app via my phone – snap photos of the checks and wait for the deposits.
I also sometimes, but rarely, can mail in a check in a prepaid envelope. The option above is faster for me and much safer as I have all the old checks. Once deposited I shred the old checks.
As described above I can take out money from any ATM, and not pay the fee. I have been in airports, restaurants, and other areas where there is a $2.00-$4.00 ATM fee and never blinked as I know I will get the money back from Ally. The savings add up as you can see the monthly amount every 30 days – last month I saved about $30.00 in fees. This also saves time as you can pull money from anywhere making life a little easier on a busy day.
I don’t miss a branch at all. I never really used a branch for anything – and am not sure I would ever go back. I understand the apprehension people have, but 12 months later I don’t feel that I am missing out. I have been following the payments space for awhile and there have been some great innovations in the past few years. Its clear there is much room for disruption in the banking space. Companies like Square and BankSimple are doing very interesting things.
I don’t mind operating on the bleeding edge of banking as I know in the future everyone will be transacting via their phone, depositing via photos, and transacting via mobile.
I am teaching a SkillShare class this week with Christina Cacioppo called how to get a job at a startup. I am excited to dive into this topic as I have sorted through a ton of resumes and had a number of people reach out about this question. I have been speaking to a number of people recently who are at different stages of their lives – but all looking to work “at a startup”. Some are about to be college grads, some are switching from “corporate” jobs, and some are MBA’s looking for what is next. Others are engineers looking to get into something different. I encourage people to email me about these things because one of the most helpful things I can do is help source people. My email is available, and I welcome the outreach. Below are some thoughts on the discussion we hope to have as well as resources for those who cannot make it out to the class.
First ask yourself if you really want to work at a startup?
Many are exposed to the success stories but never see the tough times tech blogs, magazines, and interviews don’t share. Its a grind – no matter what. I try to convey the differences between a “normal job” and a startup. There are a lot of peaks and valleys, and not everyone is suited for the sometimes unstable nature of the roles. Next I ask them to pinpoint down further beyond “working at a startup” as their goal. What topics are they interested in? What categories do they want to work in? What problems do they want to help solve? These are the things I ask these questions to get a persons world view and hear how they express interest in a sector or company.
When I hear a company or sector from their answers, I will focus in on it with specific questions on that company or category. For example if someone mentions a certain company by name, I will ask them to explain what that business does to further understand their world view. Many people can identify a company they want to work at, but for no other reason then for its success or buzz factor. Seldom to they name the 2-3 companies in the space that are all trying to tackle the same problems.
The most important thing you can do for yourself before getting started is figuring out the industry and category you want to work in. There is a broad definition for a “Startup” and there are many that have nothing to do with each other. Clean Urban Energy just raised $7MM to turn “buildings into batteries” in Chicago. Tango raised $41MM to focus on mobile chat and video. Nestio raised $750K to make searching for an apartment suck less. Each of these could be considered a startup in one way or another – but each is in a completely different vertical.
By focusing on a category, you can narrow down your search to a few key companies that you believe in, and can see yourself working at.
You need to show that you have a passion for a specific category, and understanding of a particular problem, and an overall obsession with building and being part of a solution.
Once you narrow it down you should figure out a plan of what you will actually be doing. What’s your 100-day operational roadmap for yourself at the company? What will you be doing, when will you be doing it, and who will you need to help you? (Correct answer to the last question: as few people as possible.)
Getting in touch can be one of the things that can differentiate you from the crowd. Most if not all startups will have a formal job board or application process. I can’t stress this highly enough, but you should definitely apply through that process. All other avenues into the company through personal referrals, friends, blog posts, or other means will eventually have you submit a formal application which may include a cover letter and resume and having it already on file within the job system the company uses is extremely helpful.
Reaching out to a Company can be intimidating. You may think that they do not want to hear from you, or that you don’t have anything intelligent to say or offer. The truth is that most small startups are dealing with a series of problems and trying to answer a series of questions – if you can be helpful in tackling either, then you are someone they want to be in contact with.
The coffee equation
One path a lot of folks try is to write the hiring manager, or even the CEO about going to “grab coffee to chat”. I have recommended against this approach as it does not show enough information on your part.
There should be an inverse amount of energy and time put into a potential coffee meeting.
Let me explain with the following diagram
This may seem unfair, but putting in 4-5 times (or more!) the effort of the person you want to speak with does make some sense. A CEO is dealing with a number of different issues at the same time trying to keep his or her startup afloat. Things like employees, investors, a business model, the product, feedback, etc… all take up their attention. When you reach out to spend precious time with them – even 20 minutes – you are asking them to put all the other things aside in favor of your meeting. This is why I recommend to folks that they spend time craft an email that outlines at least 3 solutions to at least 3 issues you think a CEO is dealing with. I can promise you that if you touch on even 1 correctly, you are someone they want to spend more time with. This conversation may not result in a job offer, but it sure is a great way to get the attention of someone that is busy with a million other issues at the same time.
By spending time and energy on crafting a unique and thoughtful outreach request you will be differentiated from others. It seems obvious, but this small amount of hard work is usually disregarded, and you will therefore standout. Its an extra 20-30 minutes of work that will at least result in someone reading your note and hopefully responding.
Along with submitting your information through the official means, you want to make sure you are reachable. I always recommend to people that they should have a contact form, their email address, or some other means of getting in contact fast. If you can get a hiring manager, CEO, or investors attention by some means – you want to make the gateway to getting in personal contact very easy. I know of a ton of great blog posts that do not have an about page, contact page, or any way to get in touch with the author. Don’t assume that a comments box is enough as its probably too high of a barrier for one of the people mentioned above.
Finally, like most investments in this space, its about the person. People look for great team members that can work on hard problems and answer tough questions. Background, experience, and education all play a role – but in the end it about the right fit. There are a number of resources, top 10 lists, and other actions you can take all listed below. I think ultimately its about how you approach a sector, and how you participate. In a sea of sameness, standing out from the crowd can be tough. My best advice is to participate in the space, get your thoughts down publicly, and start a dialogue with as many folks as you can.
[Updating this area – please leave your resource in the comments and I will add it here.]
I asked this question on Quora and invite you to participate as well: What is the best way to get hired by a startup in NYC?
CrunchBase is a great directory of Companies both large and small
Alex Taub – Tumblr
Jake Furst – Foursquare
Bijan Sabet: http://bijansabet.com/post/335646309/how-to-join-a-startup
Charlie O’Donnell: http://www.thisisgoingtobebig.com/blog/2011/4/1/how-to-get-an-exciting-job-at-an-awesome-startup-in-less-tha.html
Mark Suster part two: http://techcrunch.com/2011/03/17/whom-to-hire-at-a-startup-attitude-over-aptitude/
Eric Stromberg: http://estromberg.com/post/4778188872/how-to-get-a-job-at-a-startup-if-you-arent-a-developer
Jason Shen: http://www.jasonshen.com/2010/get-a-startup-job-out-of-college/