Learning from an Entrepreneur

For this weeks post, I am writing about Jim Garland’s talk with Georgetown’s McDonough School of Business students a few weeks ago, titled “The Freedom of the Entrepreneur.” Jim is CEO of Sharp Details and is an accomplished executive and entrepreneur. While the subject and talk was directed at aspiring entrepreneurs, there is good learning for those of us who are leaders in the corporate world as well.

Jim’s recommended approach to entrepreneurialism is to “find a need and then fill it.” That is what he did. As a teenager, he started by detailing boats so they look brand new in a business he called, “Barnacle Jim’s Boat Service.” That business evolved over 20 years to Sharp Details, which is a major provider of cleaning services for corporate jets from Florida to Boston, which is continuing to expand as their business grows. Many of this country’s largest companies, including those in the Fortune 500 are Sharp’ clients.

He has succeeded because:

1. He does not have call reluctance and will pursue new clients,
2. He emphasizes quality and that Sharp’s work is the best available, as his clients continually attest to the fact that their planes are the envy of the airport, and
3. He hires and trains great people and pays them fairly, generally better than the competition.

I would like to add that training is definitely a key. Every company states that their greatest asset is their people and then fails to invest in their people!

In telling this story, I skipped a few of Jim’s early jobs, before his boat cleaning service. As a teenager, he worked in an Italian restaurant and later sold and delivered coffee to offices in commercial buildings, i.e., as a door-to-door salesman. One take-a-way from his salesman experience continues: “Treat every “no” as one step closer to a “yes” and “If we listen, learn and remain persistent.” Definitely stay persistent. As he said, the squeaky wheel gets the oil.

The salesman experience also taught Jim humility. He is quick to say that humility is very important and can lead to success in business and as a leader.

One of my very favorite sayings is that humility is the foundation of growth. I encourage my clients to strive for continuous improvement, that it is the path to success. It requires the humility to accept we can be better. Yes, we may be good at what we do, and we can be even better. In fact, must be even better!

Actually, ideally, this is humility coupled with an inner-confidence so we may let people know that we are working to improve and to ask for their help and their feedback.

I know Jim pretty well, and I know that he is always open to ideas and feedback.

A prime example of Jim’s humility coupled with inner-confidence is what he shared with this MBA class, that his attitude changed when he read a book called Conversations With God and gained a new attitude, that his successes were because of other people and his setbacks and failures were because of him.

And when facing setbacks, Jim encourages “What can I learn here?” “What is the silver lining in this cloud?”

Jim emphasized to the class that attitude is everything. To fail is not to try. Make those calls!

And lastly, Jim emphasized the value of setting goals, written goals, goals that meet the SMART test, that is – specific – measurable – attainable – relevant – timely.

Everyone in this class wants to be an entrepreneur and was very interested in Jim’s story. He encouraged them to “go for it” soon, as it takes very hard work and risky, so it is easier before one has a family and those ensuing responsibilities.

As I said, lots of good learning, certainly for me, from Jim Garland’s story and advice.