I’ve had the privilege of sitting down with some pretty successful people over the years, but my conversation with Brian Mac Mahon, founder of Expert Dojo, was one of those no-nonsense, eye-opening discussions about what it really takes to build a startup. Brian isn’t just another venture capitalist; he’s in the trenches with entrepreneurs, helping them grow and scale. He’s worked with over 280 companies, so when he talks, you listen.
What struck me during our chat was just how different the reality is from the fantasy a lot of new founders have. It’s easy to get caught up in the excitement of “changing the world” or chasing that elusive billion-dollar valuation. But Brian brought it all back to basics: hard work, relentless outreach, and knowing when to step aside and bring in experts. If you’re an entrepreneur—or thinking about becoming one—his advice is a wake-up call you can’t afford to miss.
1. The Unsexy Truth About Outreach: Do It Yourself
One of the biggest takeaways from our conversation was how vital it is to get your hands dirty with outreach. If you’re not putting in the work to connect with potential customers and partners, you might as well pack it in. Brian laid it out bluntly: most entrepreneurs fail because they’re afraid of doing the tough stuff themselves. “You should spend 40% of your time cold calling, emailing, or knocking on doors. If you’re not, you’re not really in the game.”
That hit home for me. It’s easy to get caught up in perfecting your product or spending hours tweaking your pitch deck, but none of that matters if no one knows about you. The reality is, you can’t outsource the hustle in the early days. Brian emphasized how many founders are too focused on tasks that don’t drive growth, and that’s where they get stuck.
Key Takeaways from Our Discussion:
- You’re not going to build anything significant without getting in front of potential customers. It’s uncomfortable, but it’s necessary.
- Stop wasting time on things that don’t move the needle—pitch decks and internal meetings aren’t sales.
- You don’t need a perfect product to start. You need customers first and foremost.
2. Know When to Get Out of Your Own Way: Bringing in Experts
At some point in your startup journey, you’ll have to face the fact that you can’t do it all. Brian made it clear that while outreach is crucial, trying to be an expert in everything is a recipe for burnout. “You can’t be an expert at everything. You have to bring in brilliant people to handle the stuff you’re bad at,” he shared.
This resonated with me because, as founders, we often feel like we need to have our hands in every aspect of the business. But the truth is, once you’ve validated your idea and have some traction, it’s time to let go of certain tasks. Whether it’s email marketing, web design, or even outreach—at some point, you need to bring in experts to take over those areas. That doesn’t mean you stop overseeing things; it just means you focus on what you’re good at.
For Brian, this was a lesson he learned from working with hundreds of companies. The founders who succeed aren’t necessarily the ones who know how to do everything—they’re the ones who know how to hire the right people and delegate.
What I Learned from His Experience:
- Know your strengths, and stick to them. Once you’ve validated your product, start outsourcing the tasks you’re not great at.
- Delegating doesn’t mean checking out. You still need to oversee things, but don’t micromanage.
- Focus on what you’re uniquely good at—whether that’s branding, customer relationships, or vision—while trusting others with the rest.
3. Reflections from the Interview
As I listened to Brian talk about his journey and the lessons he’s learned from working with so many startups, I couldn’t help but think about my own experiences. His emphasis on outreach really stuck with me. When I started my own company, I spent way too much time on things that didn’t matter in the early days—designing logos, building out fancy presentations—when what I should’ve been doing was getting in front of potential customers and figuring out what they really wanted.
Brian’s approach is all about action. “Most entrepreneurs are lazy when it comes to outreach,” he said. That’s a hard pill to swallow, but it’s the truth. If you’re not talking to customers, you’re guessing, and guessing isn’t going to pay the bills.
Here’s What I’m Taking Away:
- Outreach isn’t optional. If you’re not spending a big chunk of your day connecting with potential customers, you’re not making progress.
- The feedback you get from outreach is invaluable. You’ll never know what customers really need if you’re not talking to them.
- Know when to step back. You can’t—and shouldn’t—do everything yourself.
- Focus on building something people love, not just something you think is cool. It’s easy to fall in love with your idea, but if it’s not solving a real problem, it won’t last.
- Execution is everything. Ideas are cheap. The entrepreneurs who succeed are the ones who put in the work every single day.
Final Thoughts
Talking with Brian was a reminder that entrepreneurship is not glamorous, and it’s not about having a perfect idea or a sleek product. It’s about putting in the hard work, day in and day out, to make your vision a reality. And more importantly, it’s about knowing when to let go and bring in help when you need it.
If you’re sitting on the sidelines, dreaming about your own startup, take a lesson from Brian: get started. Get out there and start talking to people. Don’t wait until everything is perfect because it never will be. Hustle, learn, adapt, and most importantly—keep going.
Check out Brian’s full episode of Never Been Promoted and learn what it really takes to build a successful startup: Brian Mac Mahon: Mastering the Art of Entrepreneurship and Venture Capital