The Most Important Things I've Learned — 16 Years and 7 Companies Later

I founded my first company in 2004 and started six others between 2010 and 2022. These experiences taught me invaluable lessons I've shared with hundreds of entrepreneurs at TechStars accelerators, Austin's Capital Factory, and the Dallas Entrepreneur Center. If you had dropped by during office hours, this is what you would've heard:

1. Learn what topics (or issues) you care about

I started my last two companies to solve problems that were important to me. And I've noticed I've been a lot happier — not just successful — since I factored my passions into my business plans.

That's why I tell first-time entrepreneurs the secret to fulfillment is considering the issues and topics that are most important to them. I always encourage sitting down with a notebook and exploring what excites them.

Once an entrepreneur has come up with a list, they should map out what's been done in each area and where opportunities exist for them to build a business. Generally speaking, these are the questions you'd want to ask when evaluating an opportunity:

• Is there a sizable market?

• Is what you wish to do feasible in terms of technology?

• Would you have a sustainable competitive advantage?

• Do you have (or can you assemble) a team that can capitalize on the opportunity?

• What is the risk/reward? Does it justify an investment of your time and others' money?

2. Create an elevator pitch for yourself

After someone's done the work above, I recommend creating a personal pitch. This requires distilling expertise, interests, ideas, and more into an intro that will take up to a few seconds to recite. Some things to incorporate:

• What you're doing

• What inspires you most

• Your greatest achievements

• Your goals

• What you're looking to achieve

• Your special skills

Here's an example drawing from my background:

"I'm Ben Lamm. I'm a technology entrepreneur passionate about developing technologies to combat man-made climate change. I recently co-founded a biosciences company with a Harvard geneticist. We're working to reintroduce the wooly mammoth to the tundra to help with Arctic rewilding and slowing down or reversing the melting of the permafrost."

Having a succinct pitch like this will come in handy during networking events, investor meetings, and even recruiting. It won't just jump-start conversations; it could lead to broader ones.

3. Become an active listener

Meetups are a big part of an entrepreneur's life, so it's not enough to have what you want to say all figured out. You'll want to make sure you're also open to hearing what others want you to know. I've always believed that you learn more when you listen than when you talk.

Active listening can also help you as a leader. Making room for others lets your employees feel heard and could expose you to great ideas. Maintain eye contact, avoid interruption, refrain from premature judgment, and ask questions when appropriate. Also, remain present and keep your thoughts from drifting to your responses.

4. Know when to say no

Entrepreneurs simply don't have the bandwidth to say yes to everything. While some business opportunities may appear incredibly enticing, colleagues have taught me the value of staying focused. If someone's spreading themselves — or their teams — too thin, will they be able to have an impact in the areas where they're most passionate?

I advise people to be polite but firm. And don't give a reason or an excuse, as that can lead to some awkward form of bargaining. If you're not confident enough to tell someone no on the spot, then say you'll consider the request and get back to them via email or text later.

Warren Buffet said it best, "The difference between successful people and very successful people is that very successful people say no to almost everything."

5. Realize when it's time to hand over the reins

For most of my entrepreneurial career, I founded and sold software companies. However, during the pandemic, I wondered if the company I was leading would enable me to curb man-made climate change and help prevent or slow the loss of biodiversity. While the AI firm I founded in 2018 was seeing success there, I became more and more convinced I needed to focus my energies in the area of biosciences.

Instead of running two companies simultaneously, I sought out an enterprise software exec who'd be a good steward for the AI business. I hadn't taken the company as far as it could go, but I'd taken it as far as I wanted to go. However, there have been many instances where a company has outgrown the skill set of its founding CEO, which made me realize part of every CEO's job should be finding their successor.

Once you've hired the appropriate candidate, it's important not to linger. Overstaying your welcome will only confuse employees regarding who's leading the company. It can also signal to your successor that you may have second thoughts about them. While I retained a board seat at the company I formerly led, I devised and honored an expedient transition plan.

Use my experience to your advantage

Serving as a mentor and putting entrepreneurs on the path to success has been one of the most rewarding aspects of my career. I've accomplished amazing things by doing the above, and I hope you'll be able to say the same.

Article originally published on Entrepreneur.com

The 6 Personality Traits That Make Xennials (And You) Effective Leaders

Reasons I know I was born at the right time: the original Star Wars trilogy opened my mind to a galaxy of possibilities, and Oregon Trail was there to hone my decision-making abilities. It also didn’t hurt that I arrived between Gen X and Millennials, which has enabled me to work well with both generations.

I’m not the only one, either. There’s a whole group of us that excel at bridging the divide between Generations X and Y. Xennials like me were born between ‘77 and ‘83. And I believe our place between these two generations has helped us succeed in business and as leaders. If you’re looking to do the same — whether you were born in 1967 or 1987 — here are several behaviors you can emulate:

1. We’re adept communicators

Coming of age in the 80s and 90s means Xennials had to get comfortable with multiple modes of communication, including talking face-to-face and over the phone. We were never able to hide behind emails or text messaging. Like the generations that came before us, we had to get comfortable with occasionally being uncomfortable.

If you’re not sure how to make in-person interactions less awkward, there are a few easy things you can do. First, make sure you’re not slouching when engaging with someone. It’s OK to be relaxed vs. rigid, but try to sit or stand up straight and face the other person. Also, don’t cross your arms. While it may be a defensive measure for you, it could project that you’re angry or disinterested in what the other person has to say.

Another way to show respect for the people you speak with is to maintain eye contact. Doing so can convey sincerity and make you more vulnerable, fostering feelings of trust. As our work life becomes an endless parade of Zoom meetings, it’s also critically important to enunciate. If people can’t hear you, you won’t be able to connect with them. The solution isn’t to shout into your computer or phone, though. That will surely come across as demanding or flat-out aggressive. My advice: practice what’s an appropriate volume in every context (Zoom rooms, conference rooms, auditoriums, etc.). Preparation like this will help you come across as supremely confident in 1:1 and group interactions. 

2. We don’t fear the unknown

As I hinted above, Xennials were the last generation to have an analog childhood and digital adulthood. We were actually the first generation to have the Internet at home, which is probably unfathomable to those in Gen Z. We were also around for the advent of Web 2.0 and social media. We taught ourselves how to use — and even master — these innovations in every instance. 

Similar to how Millennials struggle with offline communication, I’ve seen elder Xers and Boomers falter when trying to use tools like Trello, Slack, Zoom, etc. It’s not that they can’t use them, but they don’t understand their value. As such, they stop trying to learn them when they get frustrated by the user experience. 

My advice for anyone struggling to adapt would be to talk to coworkers and learn the merits of the technology that’s intimidating them. If we learned anything from the pandemic, older generations can embrace technology when there’s a clear benefit. According to one 2020 study, Baby Boomers’ sudden use of digital tools led to massive adoption of curbside pick-up services at grocery stores (+431%) and restaurants (+300%). Boomers also flocked to telehealth platforms, leading to a 469% increase in usage.

A mixture of curiosity and perseverance fueled Xennials’ adoption of new technology. There’s no reason older generations can’t get there, too. 

3. We believe in work/life balance — and know how to get something out of it

Unlike the generations that followed us, Xennials weren’t born with devices in our hands. We grew up without them, so we’re comfortable putting them away when we need to. 

When I come back to the office after a period of disconnectedness, I feel refreshed and have a clarity of vision. When I don’t have the daily demands of the office pinging me incessantly, it gives me the chance to take a holistic look at how I’m working — and what I should change. 

If this isn’t something you’re naturally in the habit of doing, here are some of the questions I ask myself during those quiet reflect moments that are perfect for a self-assessment:

• Am I achieving the goals I set for myself?

• If not, what’s limiting me?

• What might I do differently?

• Which of my achievements make me the proudest?

• How can I create more of those opportunities?

The next time you take a long weekend — or perhaps a vacation — I suggest packing an actual notebook you can use to record your thoughts. Early one morning, before beginning the day’s adventures, ask yourself questions like the above and see where it takes you. Then, put everything aside and enjoy yourself. Once you’ve returned to work, review your notes and think of changes you should start making to your working life. 

4. We know how to make everyone feel included (and heard)

As a generation that overlaps two others, Xennials can understand the needs and motivations of Gen X and Millennials. As a result, we’re probably the most adept at mediating conversations between the two. 

Building consensus can be tricky, but it’s not impossible for the uninitiated. You just have to be an active listener, be able to translate needs and find common ground. 

It starts by addressing the issue that seems to be divisive. Dig into what led to the disconnect and make sure you understand it. Ask the various parties to share their needs and opinions, but hold off discussing any resolutions. Once you’ve collected everyone’s thoughts, it’s time to welcome their ideas. 

Analyze each by its pros and cons, looking for the solution that addresses most peoples’ concerns. Sometimes this requires taking a little from column A and column B. Once you feel you’re on to something, share your proposal with the group and determine if there are still stumbling blocks. Is it something people can get behind? Remember, you’re not looking for a perfect solution — just one that satisfies most everyone. 

This is where those Xennial communication skills come in handy, but anyone who’s OK having uncomfortable conversations can help a team arrive at a consensus.

5) We’re incredibly self-aware

Perhaps more than any generation that preceded us, Xennials have been able to explore what we want to do, how we get value from work, and what gives us purpose.

Of course, a lot of this is thanks to coming of age during an economic boom. We had the luxuries of gap years and being able to quit a crappy job because there were tons of other, better jobs out there. 

So are there shortcuts to discovery? Absolutely. Meditation is an excellent way to start exploring your needs and wants. There are plenty of great apps with guided explorations. You don’t, however, have to be that formal. You can also let your mind wander during mundane tasks and ideal moments. You could honestly ask yourself the same questions from the work/balance exercise. Instead of reserving that exercise for your vacation time, you could have that conversation with yourself more frequently. I have some friends who say their daily journaling has helped them arrive at some powerful realizations. 

If you’re not introspective, you can also take psychometric tests to get to know yourself better. Everyone knows Myers-Briggs, but you may get value out of others. Gallup’s CliftonStrengths 34 is a great assessment to take. It focuses more on revealing what you’re best at and where you need to improve. Each report comes with coaching tips as well. 

Another way to assess yourself is to ask your closest colleagues for feedback. This could be an informal conversation over coffee or anonymously in the form of a 360 review. 

6. We can be cynical and optimistic at the same time

Xennials are pretty adept at borrowing heavily from those that came before and after us. We can use cynicism to help cut through the BS at work while embracing optimism when looking at problems. 

There are ways non-Xennials can adopt realistic optimism, too. Start by being mindful of what’s happening around you. You’ll also want to look inward as well. Do you have too many positive or negative thoughts? Work to balance this by being positive but pragmatic. A good example is acknowledging how a change to a long-standing business practice could cause short-term confusion and how you also believe your team is up to the challenge. Once you’ve mastered how to think internally, you can apply this same litmus test to the messages you send to your staff. 

Your honorary Xennial membership card awaits

To be honest, it doesn’t matter if you were born at the right time or not. By striving to be the above, you can earn the title of honorary Xennial. And that could do as much for your leadership abilities as an advanced degree.

What Four Exits Have Taught Me About Achieving Success

In my 16 years as an entrepreneur, I’ve learned that repeatedly doing the same things can lead to the same outcome: success. So how can my accomplishments inspire your own? Start by following my tried-and-true rules:

1. Go deep on research

Whenever I think I’ve discovered a market opportunity, I put in the effort to confirm I’m right. It may sound daunting, but doing some initial market research couldn’t be easier. 

Thanks to Google, it’s a cinch to find relevant articles, case studies, market analyses, and more. You can also use a service like Momentive to collect responses from those you know. To poll those you don’t know, Google Surveys works great. With the latter, you can screen for responses by including a couple of filter questions. They’ll help you get closer to your target market. I honestly prefer responses from outside of my network because I’m not being told what someone thinks I want to hear. 

Another good way to collect unbiased data is to use the Keywords Planner within Google Ads. After setting up a free account, you can search phrases related to your idea. The keyword planning tool will show you how many times those terms have appeared in searches on any given day. To get a sense of overall volume, you can also view historical search trends. 

2. Pack your team with people who are smarter than you

Once you’ve validated an opportunity, you’ll want to think about the skills you’ll need to seize upon it. Surround yourself with those that complement your abilities and fill gaps. This could be technologists, marketers, lawyers, etc. In the early days, you may not be able to hire this expertise outright. That’s why it’s critical to build out an advisory network, which you can create through cold outreach, your personal network, or even a community group.

When I ran a company that brought AI-based solutions to the business of space, I joined The Planetary Society. It’s an organization that bridges the gap between the scientific community and the general public. Through my membership I met the organization’s CEO Bill Nye — yes, that Bill Nye — and he agreed to become an advisor, providing my company with his unique perspective and expertise. 

Whether your team is a group of employees or advisors, you’ll need to allow them to demonstrate why you brought them in. A sign of good leadership is setting your team up for success and then getting out of their way. Treat them like the subject matter experts they are and let them apply their skills and knowledge in ways that will strengthen the company (and yourself). 

3. Create a brand that gets employees fired up

Successful companies have strong cultures. When I think about culture, I’m not focused on having beer on tap or foosball tables. Those things quickly became obsolete during the pandemic anyway. I’ve always believed culture is rooted in a company’s branding and messaging. Clear positioning, and an understanding of what your company is about, helps Day 5 employees be as inspired as someone who’s made it to day 500. 

When your team understands and embraces your brand, they can expertly explain how your company creates value for customers. Those intending to duke it out with other businesses in a talent war will see those free lunches and gym memberships erode profitability. However, when you use brand purpose and values to build culture, you’ll have the benefit of a workforce that’s focused and aligned.

4. Don’t be afraid to take (multiple) risks

Taking risks can feel weird for many people, especially the first few times you do it. But you just have to go for it. Fortunately, research from the Wharton School of Business found that entrepreneurs are more comfortable with uncertainty than others. 

If you’re not there yet, incorporate challenges that feel a little scary into your daily routine. The more “risky” things you do, the more comfortable you’ll become in situations where you’re not feeling completely confident. Soon you’ll become accustomed to uncertainty and will excel at tackling whatever comes your way. And don’t worry if you get a sinking feeling in the pit of your stomach. That just means you’re doing something right.

Also, it’s important to remember that if a risk doesn’t pay off, that’s a teachable moment. Failure is an opportunity to learn from your mistakes. Simply analyze what you did and adjust accordingly. As the saying goes, “If at first you don’t succeed, try, try again.”

Plan for success, don't just expect it
Speaking from experience, success isn't something that just happens. Success requires the right idea, the right people, and the right approach. So do your homework, check your ego, build a brand that excites employees, and don’t be too conservative in your habits.

Conservation Needs Disruption. How Technology Will Save Us From Extinction.

Generations before us used their passions to preserve park lands. The next generation used their voice to jumpstart animal conservation. What about this generation? What legacy will we leave, knowing our world is reaching a boiling point, with Earth’s temperatures rising and more than 40,000 animal species in danger of extinction?

Our generation sounded the alarm. But that’s not enough. It's also up to us to solve the problem. Traditional conservation efforts have saved species, restored habitats and made impacts on local ecosystems. However, the rate of destruction far outruns the rate of recovery. We need innovative and aggressive new solutions to extend our stay on this planet. 

In a statement released ahead of last fall’s COP27, the IUCN issued a dire warning: the headway made since 2015’s Paris Agreement hasn’t been enough to keep the mean global temperature 1.5°C above pre-industrial levels. The IUCN’s Dr. Bruno Oberle lamented that “the situation is critical, and the shortfall in ambition and urgency is very concerning.”

If we rely on traditional conservation efforts only, we won’t make it. It will take more than a $15/mo. donation to your favorite wildlife non-profit to turn things around. 

That's why my company and others have invested in disruptive conservation strategies like de-extinction, rooted in science, bolstered by technology. 

De-extinction can restore ecological balance

Lab-based de-extinction can improve genetic diversity, strengthen numbers, and protect species and habitats. By bringing back lost species — or re-introducing nearly extinct ones — ecosystems are restored. 

Pleistocene Park, a revolutionary project in northern Siberia, has begun reintroducing ten grazing herbivore species to the mammoth steppe. When its original animal population died out, an unfortunate chain reaction occurred. The grasslands vanished, the permafrost melted, and a ton of greenhouse gasses were released. The mission of Pleistocene Park is to restore the grasslands through re-population. If all goes as planned, a deep roots system that can store CO2 underground will be established.

Taking this idea further, Colossal wants to utilize gene editing and artificial wombs to create Wooly Mammoth/Asian elephant hybrids that can improve the tundra’s grasslands by trampling moss, flora, and trees that didn’t thrive during the Pleistocene era. And because grasses absorb less sunlight than trees, these modern-day mammoths will help keep the permafrost from thawing more than it already has.

In addition to trying to arrest the melting of the arctic permafrost, Colossal’s efforts will also protect modern elephants from extinction. Asian elephants, for instance, are currently susceptible to a dangerous strain of herpes. Using the sequenced genome of the Asian elephant, Colossal is culturing the virus as a first step in developing a vaccine. While the goal of  2026 as the delivery date for the first “mammoth,” Colossal is also working to preserve the species we haven’t lost. 

Entrepreneurial opportunities in disruptive conversation

There are many ways entrepreneurs and scientists can come together and make a difference in the conservation space. If you’re up for the challenge, you could explore:

Epigenetics Changing inheritable characteristics without DNA sequence alterations. Epigenetic changes can endure through cell divisions for the life of the cell or last for multiple generations, even though the underlying DNA sequence of the organism does not change. 

Genetic engineering Inserting laboratory-engineered DNA to create favorable traits, usually through CRISPR. CRISPR is an engineered cellular technology that can be used to recognize and cut a specific code of DNA inside a cell’s nucleus.

Gene drive systems Using synthetic biology to ensure a specific gene gets passed down with a greater probability (50% of the time or more). Biologists in this field are exploring if they can exploit naturally occurring gene drive to disseminate genetically engineered changes in wild populations over multiple generations.

Genetic rescue: Preserving species' genetic information (similar to a data backup). Genetic rescue aims to produce high-quality genome assemblies of vulnerable, endangered, or critically endangered species by the IUCN.

Species extension Giving at-risk species characteristics from extinct relatives so they can survive in new environments. This is important when species are on the brink of extinction, slow to evolve (limited numbers/long lifespans), or running out of habitable terrain.

Disruptive conversation isn’t a new thing — or as radical as you might think

Epigenetics, genetic engineering and genetic rescue, and more have been in practice for years. Here are a few real-world examples of that hint at what’s possible:

Sumatran Rhino (genetic rescue)

The Sumatran Rhino is the only two-horned rhino left in existence. Its population has dwindled to just 80 animals due to the illegal wildlife trade, habitat loss, and a lack of government protections. 

Today, the outlook for the Sumatran rhino is increasingly positive, thanks to relocation programs and focused efforts to promote breeding in safe environments. Conservation of this megafauna is also aided by sequencing its genetic code. With a complete reference genome, the total loss of the species is preventable.

Florida Panther (cross-breeding)

The Florida panther is the only breeding population of puma in the eastern U.S. While the Department of the Interior listed the Florida panther as an endangered species in 1967, there are multiple conservation measures today. The panthers now roam safely on 2.5M acres in private and public lands. 

To maintain a healthy level of genetic variation in Florida panthers, biologists are using selective breeding with Texas pumas. These and other techniques have increased the Florida panther population to 200 animals.

North American Plains Bison (cross-breeding and species reintroduction)

The Department of the Interior announced the Bison Conservation Initiative in 2008. Its goal was to manage genetic diversity and integrity across conservation herds in 12 states by relocating individual animals and groups. 

Since the initiative was announced, wide-ranging bison herds have been maintained and established in areas where they fulfill their role as ecosystem engineers. 

Northern Rocky Mountain Wolf (species reintroduction)

At the beginning of the 20th Century, the wolf population within Yellowstone National Park was decimated. Their absence ultimately had a cataclysmic effect on the ecosystem.

Elk became abnormally sedentary since they no longer had predators. Because more and more elk were around to feed on the willow trees, beavers ran out of the wood they used to make dams. A lack of beaver dams reduced fish breeding pools and led to devastating run-off. 

In 1995, however, wolves were reintroduced via the Yellowstone Wolf Project. Since then, the park’s ecosystem has been rejuvenated and is healthier, from fish and birds to vegetation and water quality.

Disruptive conservation is a complement, not a replacement

With lab-based de-extinction efforts accelerating positive change, species can be reintroduced faster than what’s possible through traditional conservation. In some cases, when animal populations are replenished so is the flora, which creates healthy, sustainable habitats. This, in turn, can decelerate climate change and global warming. 

Science fiction? Not anymore. And that’s something that can unite both the John Muirs and the John Hammonds.