What I Look for Before I Align With Anyone

Twenty years in this industry will teach you things you cannot learn from books. One of the most important lessons is that who you align with determines more of your outcome than almost anything you do yourself.

The wrong partnership can cost you years. The right one can accelerate everything. So I take evaluation seriously now in a way I did not when I was younger and more trusting.

What I Look For in a Company

The first question is always about ownership. Who owns it and what are they building toward? An owner building toward an exit treats the field differently than an owner building toward a legacy. Both can be legitimate, but you need to know which you are inside of.

The second question is financial health. Is the company in debt? Are there outside investors with their own agenda? A debt-free, investor-free company makes decisions based on what is right for the business and the field. A leveraged company makes decisions based on what the lenders or investors require.

The third question is infrastructure. Does this company control its own product and supply chain? Or is it dependent on external vendors who could disrupt operations at any time?

What I Look For in a Leader

I look for consistency between what people say and what they do. This is rarer than it sounds. Especially in this industry where everyone has a polished story and a prepared pitch.

The way to test it is over time and in adversity. How does someone behave when things are not going well? When they have nothing to gain from being generous? When a hard conversation is required?

“Character shows up in the small moments, not the stage moments. Watch the small moments.”

What I Look For in a Potential Team Member

I am looking for coachability. Not talent. Not experience. The willingness to listen, apply, and adjust based on feedback. Coachable people can develop everything else. Unteachable people waste everyone's time regardless of their natural gifts.

I am also looking for honesty about where they are. The people who pretend to be further along than they are create problems that take months to unwind. The people who are honest about their current situation can actually be helped.

The Non-Negotiables

Some things I do not negotiate on. Integrity in how you represent the opportunity. Honesty about what the work actually requires. Consistency in showing up regardless of results. Respect for the people you are bringing into your organization.

These are not high bars. But they eliminate a significant number of people who look good on the surface and cause damage underneath. The evaluation process exists to protect not just me but everyone who will eventually be on this team.