The Rules of Success
As MicroSolutions became more and more successful, and as I paid attention to the common traits of businesses that I saw succeed and those I saw fail, I came to realize that there are “Rules of Success” that I saw in companies that excelled. Where companies failed to follow those rules, inevitably, they failed. I found myself checking with “My Rules” before I made decisions. When I traded stocks or considered investments in companies, I applied The Rules to their business before I made a decision.
The Rules are not infallible. They have their limits. I’m an entrepreneur. My businesses have had hundreds and now more than a thousand employees. My world has been limited to starting, building, growing and running businesses that are never going to make the Fortune 500. My dreams were never to build the biggest corporation in the world. So, if you are a middle level manager in a Fortune 500 company, these rules may not help you manage your department. If you are the CEO of a Fortune 500 company with tens of thousands of employees, some rules will apply, some won’t, but where they will help you is to know how little guys coming out of nowhere are going to disrupt your business.
Where The Rules will help you is if you are considering starting, or currently run your own business. There are always exceptions to any rules, but I can assure you that those exceptions will be rare. Entrepreneurs that don’t follow the rules are far more likely to fail. There is no doubt about it.
So let’s start at the beginning.
Rule #1: Sweat Equity is the best start up capital.
The best businesses in recent entrepreneurial history are those that have been started with little or no money. Dell Computer, MicroSoft, Apple, HP and tens of thousands of others started in dorm rooms, tiny offices or garages. There weren’t 100 page long business plans. In all of my businesses, I started by putting together spreadsheets of my expenses, which allowed me to calculate how much revenue I needed to break even and keep the lights on in my office and my apartment. I wrote overviews of what I was selling, why I thought the business made sense, an overview of my competition and why my product and/or service would be important to my customers, and why they should buy or use it. All of it on a piece of yellow paper or in a word processing file, and none of it cost me more than the diet soda I was drinking while I was writing it up.
I remember the foundation for each of my businesses. MicroSolutions was very simple. To use microcomputers and software to help our customers become more productive, profitable and gain a competitive advantage. AudioNet, which became broadcast.com was simple as well: use the internet to enable real-time, worldwide communications of entertainment and business applications. HDNet is to create great entertainment, originated in High Definition format to allow our distributors to compete for the highest margin customers.
Once I could put the idea on paper, I gave the company a name. From there, I took the most important steps: I tried to find people to shoot holes in it. When we started AudioNet, I remember getting an appointment with Drew Marcus of Alex Brown (it could have been Larry, but I think it was drew :), an investment banking company. Drew followed the radio industry and I wanted to see if there was anything he saw from his experience that would blow up the concept. He loved the idea. We took it to Dan Halliburton of Susquehanna Radio. He was an executive in charge of several Dallas area radio stations. We discussed how he could broadcast his stations over the Internet using AudioNet and reach the in office market where there weren’t many radios on desks, and few of those could pick up the AM signal of his stations. He loved it. I took it to Tim and Eric Crown, who ran a newly public company called Insight Enterprises. I asked them if it made sense to broadcast their quarterly earning conference calls over the internet so their investors and the research analysts who followed them could easily listen to the calls and get up to date information, or listen to an archive of the call if they missed it. They thought it would help them reach their Investor Relation goals less expensively.
Each step cost me next to nothing to get great feedback. Each enabled me to check the foundation of my business idea to see if it was easy to shoot holes in it, and most importantly, they all served as sales calls. Each company eventually became a customer of ours.
I went through this in each of my businesses. The step gave me confidence that my business idea was valid. That there was a chance of success. At this point, many entrepreneurs think the next step is to take all this feedback, update their 100 page business plans and go out and raise money. It’s as if the missing link for success in a business is cash to get started. It’s not. Far more often than not, raising cash is the biggest mistake you can make.
Most entrepreneurs tend to think in terms of what raising money means to them. How it can get them started? How many people they can hire? How much they can spend on office space? How much they can pay themselves? They forget to put themselves in the position of the person or company they are asking for money from. They think they are considering that person’s position by making up numbers and calling them expected returns for the investor. If you only give me X dollars, you will get X pct back in X years. You will double or triple your money in X years. Any investor worth anything knows you are just making these numbers up. They are meaningless. Worse, if you tell a savvy investor that the market is X billions of dollars and you just need one or some low percent to make zillions, you are immediately kicked to the curb.
These investors, including myself, know what you don’t, and they are not telling you. The minute you ask for money, you are playing in their game, they aren’t playing in yours. You are at a huge disadvantage, and it’s only going to get worse if you take their money. The minute you take money, the leverage completely flips to the investor. They control the destiny of your dreams, not you.
Investors don’t care about your dreams and goals. They love that you have them. They love that they motivate you. Investors care about how they are going to get their money back and then some. Family cares about your dreams. Investors care about money. There is a reason why venture capitalists are often referred to as Vulture Capitalists. The minute you slide off course from the promises you made to get the money, your dreams fall in jeopardy. You will find yourself making promises to keep investors at bay. You will find yourself avoiding your investors. Then you will find yourself on the outside looking in. The reality of taking money from non family members is that they are doing it for only one reason, to make more money. If you can’t deliver on that promise, you are out. You will be removed from the company you started. You will find someone else running your dream company. If this sounds like a scene out of the Sopranos or an episode you would watch on TV about a loan shark, you are right. The only difference is that it’s all legal.
There are only two reasonable sources of capital for startup entrepreneurs, your own pocket and your customers pockets. I personally would never even take money from a family member. Could you imagine the eternal grief and guilt from your mom, dad, uncle or aunt because you blew your nephews college money or the money for grandmas last vacation… I cant.
You shouldn’t have to take money from anyone. Businesses don’t have to start big. The best ones start small enough to suit the circumstances of their founders. I started MicroSolutions by getting an advance from my first customer of $500. The business didn’t grow quickly in the first couple years. We didn’t grow past 4 people in the first couple years, and we all worked dirt cheap.
So what’s wrong with that? It’s OK to start slow. It’s ok to grow slow. As much as you want to think that all things would change if you only had more cash available, they probably won’t.
The reality is that for most businesses, they don’t need more cash, they need more brains.
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I am a big fan of those that do make their own way, it truly is all about taking what capital you have access to and adding the sweat equity to make it come to fruition. Thank you for your words Mark!
Comment by Connery -
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“Pingback”, thankyou. Being an Entrpreneur let me run this by your braincels – Jobs? – Economic Stimulate the Economy “on a long-term basis”, no problem…….
In the spring of ’99 our gov’t’s agency “The EPA” announced on Nat’l TV that the suns rays cause Cancer, better known as Melanoma. They continued further saying that the suns rays don’t stop at the door, but rather they continue throughout the entire dwelling.
That alone prompted me to fully research and write a business plan that will “employ all United States Citizens” for eons to come, conserve Energy on a 24/7 basis, reduce consumers Utility Bills, and when you do that then the consumers will have more money to spend which will boost our Economy, create new jobs, generate massive annual revenues for each state.
I’m not typing this to boast or to pat myself on the back, it’s not like that at all.
This business plan has been submitted to our President of the United States-George W. Bush & The Governor of California-Arnold Schwarzenegger. They both told me “no thanks” in writing for which I still hold to this day their letters of reply.
Just think – There are literally hundreds of thousands of people in this country that have just been fired/terminated because the companies that employed them either became greedy for the almighty dollar and never thought for once about their employees that made them successful, or they shipped their businesses over-seas so that they could pay a lower wage. Whatever happened really sucks.
This business can work because there are businesses of similarity all over this country, but apparently they haven’t heard of this product or they too just plain don’t understand.
The company that makes the products used has been in business in the United States since the mid 1950’s, and have been making the products used since the mid 1970’s.
Apparently the companies that are already in this similar business enjoy not knowing or they have better things to do with “not making ends meet”.
Here’s a comment that I have written into the letters that I have sent out that will blow you away. I wrote that “I will give this business plan away for free”, because honestly not only do I not want this understanding that “this belongs to the people of the United States but I already am the owner of another business that is unique in many aspects.
I read that the State of California is broke financially. Must be a Republican thing
You do understand why John Mc Cains’ Campaign blew through $24 Million and he terminated everyone and had to re-group. Sound familiar? It’s that Republican thing again
Yes my business plan is very much real and I know for certain that this will work, heck Home Depot in Las Vegas Nevada used to stock this as a kit for anyone who was interested in conserving Energy.
Here’s where the application of this is required and will conserve Energy – Homes/Townehomes/Condos/Apartments/Schools/Libraries/Hospitals, etc…..
All structures/dwellings “that have windows” are applicable.
An important point to think about. Energy Conservation is everyone’s responsibility. Presently, your monthly Utility costs either to heat or cool are staggering, and should you be so inclined as to do something about this and lower your monthly Utility costs each and every month, and “no, this is not window film”, then you have a choice to make.
Pass this information on to your friends and family, Congress, Senators, and the next President of the United States telling them you need for this to become a reality, and that this will benefit everyone.
Think about all of the men and women that were terminated through the fault of their neglegent employer.
The manufacturer of the product used in this business give a 5 yr written warranty, meaning that this business won’t just see the consumers once and then be gone forever, this business will see the consumers once every 4 yrs 11 months to replace the old product with new product, and this cycle of business will continue for many generations to come.
Should you require more information as to “what this is” please email me at: tjwysong@aol.com
Comment by Tim Wysong -
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Thank you for posting this. It’s interesting/reassuring to read about someone who has achieved a level of success going through similar times, with a similar mentality towards fundraising and risk. Thanks!
Comment by Jeff Borden -
Pingback: The Cure To Our Economic Problems
Are we from here?
No
We are from outer space
The answer are in our past
We landed in different parts of the world
As time progressed we could not adapt quickly enough
We did not understand how to live on Earth fast enough
Our technology was not good enough to survive history
The only technology that survived was ourselves in a primitive form Basic
We are not from here
The only thing that has survived the longest is Evidence
Until that story was forgotten and writing was formed
We have evolved, almost every tribe from around the world has,
Some have more than others
We each made a bible
Now we exchange bibles and Religion
All different
We have not completely assimilated with each other yet
There is no supermut yet close but not yet
Are evolution is still primitive
Our language is not yet 1
Our money is not yet one
We still have not yet bled the Earth dry of its natural resources
NO, we are not from here
Our past will show us where we are from
We need to explore history and our past
find out more about us
find the truth
find the answer
Once we find out who we are where we came from we can learn how to prevent us losing our first planet
Or did we?
Find our past
Maybe we saved it in a safe place
So that one day we would find the answers
Hope we are not to late
Everyone must hear the truth
We are not from here!
Comment by JOE -
When will Mark Cuban buy and move,and change the name of the Detroit Lions??
Comment by joel nwalden -
Hi Mark,
\”Bootstrapping\” is indeed the way that the great businesses are built. In Austin over the last 4 years, we have organized a community of entrepreneurs bootstrapping their companies (www.bootstrapaustin.org) and from this has emerged a deep understanding of the Bootstrap process, which goes beyond the idea of delaying investor capital. It includes key stages: Ideation, Valley of Death, Growth; key actions for each stage: Demo/Sell/Build; and key principles that bootstrappers live by: constraint creates innovation, use everything and right action right time. We put together a 90min DVD (www.bootstrapbootcamp.com) explaining the process. With bootstrapping, the unique business model emerges from the process. Even businesses like Google followed these principles.
It\’s interesting that this \”third way\” of building businesses is not more widely studied or understood. It is very different from the two most-discussed ones – the \”cookie-cutter/franchise\” and VC/funding-driven approaches. The former is often confused with bootstrapping and the latter is confused for being the only way to deliver innovation.
Comment by Bijoy Goswami -
This one is being printed and posted on my bedroom wall with the other important things that keep me going.
Mark must be so lucky to have millions of people he doesn\’t know looking to propose their businesses to him over his web blog… what a privilege… haha
Comment by Ryan V. -
Mark you most definetly made a point about Vulture Capitalists, I\’ve seen the exact situation happen to a small business and I was wondering why the next day I went to the business and there was a whole new staff!
Me myself as a new entrepreneur I don\’t want fall into trap like that, cause my goals of the business are to help the kids and positive minded people to acheive their potential. Like you said I\’m not into getting more cash more, but gathering of creative minds!!
I appreciate the insight Mark, you might not remember me but I was the young man that you use to run into at different events and had a friend named SMOOVE. Well I\’m now older trying to help the communtiy, and show that working hard dosen\’t hurt a bit as long you stay patient with integrity of completing business GOAL.
Thanks Again and look forward to some more experienced insight…..GO MAVS!!!
Comment by Eric Wamsley -
Mark – Thank you. For the moment, I\’ve paused my energies on my company and am putting them all into Dr. Ron Paul. But, I would sure like to see the rest of your set of rules, cause your sample was a good one!
Comment by Tom Hoops -
Great post, Mark! I\’ve over the years flirted with business ideas that have become hits for other entrepreneurs. I\’ve not had the right people poke holes in my ideas. Who should be your potential critics on any business idea? Your potential customers are sometimes wary of novel ideas and ventures. Now, I\’m working on creating a game show – I\’d have you poke holes in it down the road.
Comment by Fatai Obasuyi -
I saw rule #1. What are the other rules for success? Or have they not been posted yet?
Comment by Aman -
When you don\’t have a trust fund sweet equity is the only way to go. I started our company with $500, a big dream and 70 hour work weeks.
Comment by Dallas Blog -
Great advice (and I do mean that). Most earned items seem to have the most success. I have been a fan of Mark Cuban since the DQ stunt, DVD\’s in the lockers and the like. Great to see the blog, it will be rss\’d and bookmarked.
My first time on the site, btw.
Comment by Hustle Strategy -
well
Comment by bldiecasting -
You labeld this rule #1. We would (I\’m sure I speak for many) love to see other rules
Thanks
Comment by Bubbl\'n Crood -
We would of course love to hear the other rules.
Thanks
Comment by Bubbl\'n Crood -
i have an original copy of the audionet business plan (dated sept 1997, and has \”#13\” handwritten in top right corner). today i am the sr internet sector analyst at nyc-based invesmtment bank needham & company, but in the late 90s worked on the internet research team at hambrecht & quist w/ dany rimer, paul noglows, giles mcnamee, etc. your story today caused me to flip through the book/folder this morning to see how you took the feedback from your meetings and presented the story.
Comment by mm -
Thanks for this post.
Comment by Teknoloji Haberleri -
i can\’t believe i am reading such great advice without paying for it.
thanks Mark !! I\’ll make sure I go to a few Mavs games, because I feel like I owe you some cash here.
Blogging is great!
Comment by john -
Read your great article again..
Comment by Echo -
Mark,
Thanks for sharing your experiences and knowledge that you\’ve gained along the way. Your posts on success, motivation, entrepreneurship are priceless and I\’ve been passing them along to my college age kids. Your stories give us all a sense of relief that making it big is really possible for all of us average joes. You\’re the best. Just do us all a favor and don\’t turn into a Trump, Kiyosaki, or other so called success gurus. You are real and they are as fake as the come.
Aloha,
John Kai
Comment by John Kai -
Mark, I am a Mavs season ticket holder and I personally feel that the few thousand bucks a year I spend on Mavs seats is a bargain, being that we are a community that gets to have you as one of our business leaders. Thank you for your wisdom.
Comment by Katie -
Mark:
I\’m impressed by the generosity in sharing your hard-earned knowledge of the rough-and-tumble world of business startups with the world. I linked to this post at my blog for the Innovators Network in hopes that some of my readers will find your post on sweat equity as useful as I do.
Best Wishes in the New Year!
Anthony Kuhn
Comment by Anthony Kuhn -
Mark,
Thank you for sharing. Good information. As an entrepreneur myself, when you share ideas with people who can shoot holes in it, do you ask them to sign an NDA ? Or is that not worth it ?
Thank you for your continued great posts.
Comment by Sumit V. -
Great article! I enjoyed reading it.
P.S.
Best wishes in new year!
Comment by himi -
hello mr. cuban, i e-mailed you once before about this property in port o\’connor, tx and wondered if you were interested? it is 60 acres, 900ft of concrete bulkheaded waterfront on the intercoastal waterway. it has underground fuel storage,boat ramp,boat slips,my boss keeps his 60ft merritt sport fishing boat there when it is in states,etc.. you have to see the property to see the potential. call me at 361-676-2619 thank you very much, allen
Comment by allen levick -
Mark,
Awesome, follow-up writing! Thank you very much! You are on a roll! Your audience is very pleased! This motivational subject line on your blog could go-on forever and will never cease to be not interesting to any audience. Spoken truth is absolute! No rebuts to the contrary here! I want to keep hearing you over and over on this subject matter. Tell us what made you win over all the others whom may have done similar if not exactly as you have? Tell us a little about how the ones whom did not make it should cope? Is it possible to regroup and how would you go about regrouping, if things had not gone the way they did for you? Can you put yourself in a shoe different than you have and be able to explain and cope with the world? Can both loosing and winning be a challenge to overcome to achieve judicial leadership in our lives? And finally, is belief in a cause a gift? And is achieving a goal, a manifestation of that gift? As always, I thank you very much for sharing your thoughts!
Comment by Mitchell -
Sweat equity often turns into sweat labor as many business owners I work with never really quit doing most of the work themselves. Sometimes the only person you can rely on is the one looking back at you in the mirror.
Comment by Affordable SEO - Terry Reeves -
You are so right! we took off with sweat equity. Today we get our first customer that pays. Our plane has been on the runway for awhile. Today we take flight. The reward is ours.Because the sweat (and time put in without pay) was ours!
James
Comment by Nightclub Los Angeles -
Sorry Mark, I just don\’t get it…
Unless you can write code yourself and can feed your family for 8-12 months while creating \”proof of concept\”…how do you start a consumer internet services company with no money?
I am a marketer not an IT guy.
I have 20 years \”marketing\” experience in B2B performance improvement/behavior modification. I have taken this knowledge and applied it to the problem of childhood obesity with an interactive, online and mobile based solution to get kids off the couch and excited about being ACTIVE.
I have what potential customers (U.S.A. parents and kids) view as a \”brilliant\” solution that would be well worth paying for…positive customer feedback and future clients.
I have spent the last 10 months researching the market oppurtunity, competition, business model and the ASP/mobile content development process. NOW WHAT?
I need to \”pay\” to have the product developed and give these new customers something to buy…HOW DO I DO THIS WITHOUT AN INVESTOR?
I could really use some advice…
All the best,
Jeff Amato
Bangkok, Thailand
Comment by Jeff Amato/Bangkok,Thailand -
I don\’t know why anyone would even need funding these days. Software costs nothing to get going, and even manufacturing can be bootstrapped now.
Maybe if you\’re just trying to get acquired YouTube-style you need to burn a lot of cash, but the odds are long and suitors will know you\’re desperate.
Comment by Nathan Bowers -
Hi Mark,
This article is thought-provoking and inspiring. This is great start for the New Year. Thanks!
Comment by Elisha -
Seems like your no cash ideas though would only work for people without families.
Comment by David Mackey -
I\’ve been involved in two software projects that were outside funded, and they were both disasters. Outside money meant that they were always 3 months from being profitable.
I recently got recruited to work at a company making a \”major play\” in an internet-related business who were outside-funded and seemed to think the fact that they had these grandiose ideas to be an advantage. I said no thanks.
Comment by Eric -
Mark, your posts that provide an insider\’s perspective on what it takes to succeed, are more valuable than you know. Thanks for the sharing and I hope to see many more similar posts (would love to see how you break down any industry to understand its potential, and key earnings leverage points that open the door to success or failure).
Comment by Michael -
I, too, enjoy the comments that want to \”help Mark\”. \”Mark, let me help you publish a book; Hey Mark let me show you something that you\’ll really love; Hey Mark let\’s go into business together, you\’ll really get alot out of it.\” Screw that, I\’ll just cut to the chase – Hey Mark, I\’d like to help you spend the money you are not having to loan out to friends. I\’d also like to help you fill up some of those court side Mavs seats. Come on, Mark, let me HELP you.
Keep \’em coming.
Comment by Chris Smith -
Another excellent post Mark…thanks!
Comment by Tom Altman -
i think that your post shows that you happened to become a billionaire, but you have always been the same Mark Cuban….i think though many people have put sweat and effort into start up companies, but for every dell, or broadcast.com there are prob 1 million companies that don\’t make it past the yr….
congrats on your upcoming championship
manny
Comment by port -
This post is my favorite of your blog. Please share more of your rules/wisdom as I think other young entrepreneurs like myself can benefit greatly. I also liked hearing personal anecdotes like how your girlfriend lost your last $7500 and whatnot…you really win over your audience by appearing so human and at the same time overcoming failure..like greek mythology or something haha.
Rock On Mark
Comment by Clayton Williams -
Great post. I have to admit I got a bigger kick out of reading people\’s posts that subtly mention their websites and ask for you to publish them as if they haven\’t already taken the liberty.
Comment by Ken Jackson -
Good stuff. I believe I have an entrepreneurial mindset but not the real acumen and am looking at all channels to learn. I am reading a book on this by an AV Labs guy and this syncs up with his messages as well. It\’d be great if you can blog more on this.
Comment by RS -
Great article.
Overhead is the monster always waiting to eat you alive.
Comment by Mike Dunn -
Mark
Lets talk when you are ready to put this stuff into book form!
-ski
Comment by ski -
Due diligence is key to any venture. Finding the right people who will give you the time and be honest with their feedback is key. Having the courage to be honest with yourself as you receive the feedback can be tough.
Thanks for the words of wisdom Mark!
Comment by Bob Wegener -
Thanks for the timely reminder! As I expend my business it is good to remember that slow growth is not bad and that talent, smarts and good ideas and more important than capital and debt. Back to sweating!
Comment by David -
Yes, I completely agree with this…
\”I personally would never even take money from a family member. Could you imagine the eternal grief and guilt\”
or the crazy interest your Grandfather charges you!
I\’m a semi-new visitor who finds your posts very informative, though I do feel like I\’m the only woman reader. I guess there\’s nothing wrong with *that*. 🙂
Thanks for sharing so generously.
Comment by stacey -
Let\’s say someone just turned 50, worked his butt off and cashed out of an employment / earned equity situation with a couple of million in cash, and no debt. A relatively bright guy with two kids in college (ouch), he decides to study some new things and see what happens. He\’ll get into something, but he\’s not sure what, when or how. An odd place to be, but not all bad.
After a year or so, nothing leaps out as wildly compelling that doesn\’t seem to include great risk. The BIG problem; How silly would he feel if he blew his hard-earned pile? Too silly – so nothing happens. Chicken or maybe a bad formula?
Your piece (Sweat Equity) is a wake up for this guy. He can risk time and energy, not necessarily money. The fact that he doesn\’t need to buy food along the way should help a lot. If he is diligent and determined the risk is essentially avoided.
I also recall you saying, \”In business, you only have to get it right once.\”
Good stuff. Yup… good stuff! Thanks
Comment by Scott Orlosk -
It\’s a bit different to break into the service industry or sales industry with no money, we\’re starting a small retail Shirt store, and we had to drop a few thousand to get an initial inventory before making anything…
Nothing a small line of credit from can\’t handle though, especially with 0.0% APR credit cards these days.
Comment by Tim -
Happy Gregorian New Year, Mark! So many people with their resolutions. Mine is to reconnect with like-minded people. Getting back reading your blog on a regular basis helps. Actually, it\’s a freaking relief…
\”From there, I took the most important steps: I tried to find people to shoot holes in it.\” – Mark
Nice line… trying to find those people who will take the gloves off and give you the feedback you deserve can be hard.
I always appreciate it when NBA fans give me feedback at http://www.boxscorebasketball.com
I wish more did.
greg
Comment by greg -
Hello,
Interesting article. we building a free Entrepreneurs Investors community. Our idea is to bring to entrepreneurs advice that will help them in the growth process. The website is free of charge while still in beta. Let\’s develop markets together!
I leave you the decision to publish the address of the website (thestreetmarket.com).
Thanks and good work!
Comment by gaic -
Great thoughts Mark! Good to read as I just laid out my business goals for 2008.
Comment by steve -
Much appreciated advice, Mark. Great start to the new year reading this post. Happy New Year champ.
Comment by Greg Feirman -
Thanks Mark,
My first day back from Christmas/New Years vacation. Definitely needed some motivation. I\’m going to \”shoot some holes\” today for sure.
Comment by dryers -
Thank you for the words this morning! Today is the first day of a new business venture for my partner and I. We are starting lean and with our own money. Your words are very supportive as we pursue this \”dream\”. All the best.
Comment by John -