Just Get Started

Eric Ries changed how a generation of founders build companies with The Lean Startup. Now he is back with Incorruptible, a blueprint for making sure the company you build never betrays the mission that made it worth building in the first place. In this episode, Eric breaks down the invisible force he calls financial gravity, the force that quietly pulls even the most well-intentioned companies toward short-term thinking and eventual corruption. You will hear the real story behind building the Long-Term Stock Exchange, why only 20% of venture-backed founders are still CEO three years after an IPO, and the one two-page legal filing that could protect everything you are building. If you are a founder, an operator, or anyone who cares about doing business the right way, this conversation will change how you think about building for the long term.Chapters:0:00 - Eric Ries on Building Companies That Never Lose Their Soul 1:22 - Did Eric Know The Lean Startup Would Change the World? 3:17 - The Origin of the Title of His New Book, "Incorruptible"5:30 - Rapid Fire #1: Most Humbling Setback as a Founder 6:07 - Rapid Fire #2: How Do You Decide What Is a Priority When Everything Feels Urgent 11:10 - Rapid Fire #3: How Do You Decide What to Track With KPIs 14:47 - Rapid Fire #4: The One Tool You Cannot Live Without 16:40 - Rapid Fire #5: When Did You Last Want to Give Up But Did Not 18:26 - Why Eric Finally Wrote "Incorruptible" 22:49 - Why Corporate Corruption Is Getting Worse Not Better 26:52 - Value Destroying vs. Value Creating: The Sol Price and Costco Story 36:25 - How Founders Avoid Becoming Corrupt as They Scale 40:06 - The One Action Every Founder Should Take Today 45:30 - What Got Cut from the Book and Where to Find It 47:22 - Where to Find Eric Ries and How to Get Incorruptiblehttps://www.incorruptible.co/Linkedin: https://www.linkedin.com/in/eries/X: https://x.com/ericriesInstagram: https://www.instagram.com/ericriesactual/TikTok: https://www.tiktok.com/@ericriesactualNewsletter: https://news.theleanstartup.com/Podcast: https://www.youtube.com/@theericriesshow or https://www.ericriesshow.com/👋It’s your host, Brian! Come say hi!Website: https://brianondrako.comLinkedIn: https://www.linkedin.com/in/brianondrako/ Youtube: https://www.youtube.com/@brianondrako Or, if you’re struggling with sales, join the Sales Skills For Founders newsletter and learn how to lead better sales conversations, spot weak deals early, and build a pipeline you can actually trust. 📨 https://salesskillsforfounders.com

In this conversation, Chris LaFay (Founder, Classic City Consulting) shares a decade of hard-won lessons on staying profitable, avoiding bloat, and building an agency that lasts. We dig into “one-glass focus,” why not niching can still be strategic, when to pass on work, partnerships without finders fees, pricing and retainers, and the KPI that quietly compounds new business: intentional outreach.In this episode, you’ll learnWhy “one glass” focus beats scattered growthProject variety vs. “niching down” (and how to niche by systems, not industry)The comparison trap: learning from peers without copy-pasting their playbookWhen referral partnerships work without commissions—and when they don’tThe 4 R’s growth engine: Retain → Reactivate → Referral → Recruit (new)Don’t hire on a hope: catching operational bloat before it sinks marginsPricing, retainers, and the “help agencies look great” strategyThe single KPI Chris tracks in good seasons: weekly intentional check-insHow to handle sunk costs with a “fans-first” lens (Savannah Bananas inspo)Mentorship as a cheat code for clarity and decisive actionChapters:00:00 Intro 09:04 One-Glass Focus: creator energy, momentum, and why projects stay interesting 11:29 Project Variety > Burnout: why new client problems keep the work fresh 14:15 Do You Need a Niche? Niching by WordPress/Shopify & repeatable frameworks 15:32 Peer Comparison Without Copy-Paste: learning from others, keeping identity 18:44 Outreach > Everything: how early agencies stall without consistent relationship-building 25:24 Partnerships Sans Finder Fees: when passing leads is the value (and exceptions) 31:10 Adding Value to Your Agency Network: beyond referrals; community & support 32:17 Risk You’re Glad You Took: the hiring lesson that reshaped the business 37:51 Silencing the Inner Critic: external processing & mentor mirrors 41:22 Most Valuable KPI: weekly intentional reach-outs (and why they compound) 46:55 Action Taker You Admire: David Feldman & decisive leadership 51:49 Sunk Costs & When to Quit: “fans-first” filter + staying lean on OPEXConnect with Chris:Founder – Classic City Consulting Website: https://classiccity.com LinkedIn: https://www.linkedin.com/in/chris-lafay/Podcast: https://open.spotify.com/show/7aHdpQXccPOE9YTcDJe4gZConnect with Brian: Web:⁠ https://brianondrako.com⁠ LinkedIn:⁠ https://www.linkedin.com/in/brianondrako/If you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 https://salesskillsforfounders.beehiiv.com/subscribe

Episode 472 features Dr. Sheila Gujrathi, a biotech entrepreneur, executive, and champion for under represented leaders. Her new book, "The Mirror Effect: A Transformative Approach To Growth For The Next Generation Of Female Leaders" is out now.Chapters:00:00 Introduction and Book Announcement02:15 The Unmet Need: Writing for My Younger Self05:30 Overcoming Challenges: A Personal Journey09:45 The Power of Mentorship and Sponsorship14:00 Spiritual Growth and Finding Purpose18:20 Building a Personal Board of Directors23:10 The Inner Critic and Self-Compassion28:45 The Importance of Storytelling in Leadership33:00 Navigating Negative Work Environments37:15 Conclusion: Embracing Vulnerability and ConnectionFind Sheila Online:Website: ​​https://sheilagujrathimd.com/ TEDxTalk: https://www.youtube.com/watch?v=2DpDx6T3-X4 LinkedIn: https://www.linkedin.com/in/sheila-gujrathi-md/ Instagram: https://www.instagram.com/sheilagujrathimd/ Book: https://sheilagujrathimd.com/book/ About Sheila:Sheila is a biotech entrepreneur, executive, and champion for under represented leaders. Over the past 25 years, she’s had the privilege of developing life-changing medicines for patients with serious diseases while building and running private and public biotech companies—including some exciting exits. Today she’s a founder, chairwoman, board director, strategic advisor, and consultant to start-up companies and investment funds. Dr. Gujrathi was the co-founder and former CEO of Gossamer Bio and former Chief Medical Officer of Receptos. Her journey started at Northwestern University, where she earned both her M.D. and biomedical engineering degree, and took her from the halls of Harvard, UCSF, and Stanford to the corporate offices of Fortune 500 companies like McKinsey, Genentech, and Bristol-Myers Squibb.Dr. Gujrathi has earned multiple leadership awards, including AIMBE Fellow, BLOC100 Luminary, Healthcare Technology Report Top 25 Women Leaders in Biotechnology, Corporate Directors Forum Director of the Year, and Fiercest Women in Life Sciences. But what really lights her up is creating the inclusive environments she wished she’d had throughout her career. That’s why she co-founded the Biotech CEO Sisterhood, a group of trailblazing female CEOs—because we’re all better when we support each other. ++++++++👋 It’s your host, Brian! Come say hi!Web:⁠ https://brianondrako.com⁠LinkedIn:⁠ ⁠⁠https://www.linkedin.com/in/brianondrako/⁠ Or, if you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 ⁠https://salesskillsforfounders.beehiiv.com/subscribe⁠

Episode 470 features Amanda Goetz, a 2x Founder, CEO and 4x CMO and author of the book, "Toxic Grit: How to have it all and (actually) love what you have."Find Amanda Online:Website: https://www.amandagoetz.com/Book: https://www.toxicgrit.com/ Linkedin: https://www.linkedin.com/in/amandagoetz/Twitter: https://x.com/AmandaMGoetzInstagram: https://www.instagram.com/theamandagoetz/ About Amanda:Amanda Goetz is a 2x Founder, CEO and 4x CMO. She is an inspirational writer and content creator captivating millions of people every month through her social insights and newsletter “Life’s a Game”. Amanda graduated Summa Cum Laude from the University of Illinois at Urbana-Champaign and went on to lead marketing teams at Ernst & Young, The Knot and still advises as Fractional CMO to multiple startups. She started her last company, House of Wise, during the pandemic in her garage, raised two rounds of venture capital and sold it in 2022 all while homeschooling three young children as a single mom. She found love again and lives with her partner and 3 kiddos in Miami, FL after a decade dodging hustle culture in NYC.++++++++👋 It’s your host, Brian! Come say hi!Web:⁠⁠ https://brianondrako.com⁠⁠LinkedIn:⁠⁠ ⁠⁠⁠⁠https://www.linkedin.com/in/brianondrako/⁠⁠ Or, if you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 ⁠⁠https://salesskillsforfounders.beehiiv.com/subscribe⁠⁠

Episode 468 features Desiree-Jessica Pely, PhD, Co-Founder and CEO of Alfa (Top 50 GTM Startup).Find Jessica Online:Website: https://www.getalfa.aiLinkedin: https://www.linkedin.com/in/pely/About Jessica:Desiree-Jessica Pely, PhD, is pioneering a finance-led approach to B2B sales, go-to-market strategy, and revenue growth. As Co-Founder and CEO of Alfa (Top 50 GTM Startup), she leads the development of an AI-driven platform that transforms complex market signals into precise, actionable insights for sales, marketing, and finance teams.Jessica brings together a PhD in Financial Economics, a background in Computer Science, and hands-on entrepreneurial execution. She has collaborated with Nobel Laureate Richard Thaler, exploring the intersection of behavioral economics and decision-making, and began her career in quantitative finance and predictive modeling.Her passion for redefining GTM strategy grew from a common challenge: sales teams drowning in data yet struggling to identify the accounts that matter most. Alfa was created to solve this, deploying AI research agents that identify high-value accounts, map markets, and adapt continuously to real-time changes, enabling companies to penetrate markets with precision and scale revenue smarter.Recognized as the “Queen of Leads,” Jessica has been named among the Top 100 People in SaaS, and awarded Salesperson of the Year. Beyond her company, she is an active mentor, investor, and coach, championing the next generation of innovators in SaaS, FinTech, and AI.++++++++👋 It’s your host, Brian! Come say hi!Web:⁠⁠⁠ https://brianondrako.com⁠⁠⁠LinkedIn:⁠⁠⁠ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/brianondrako/⁠⁠⁠ Or, if you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 ⁠⁠⁠https://salesskillsforfounders.beehiiv.com/subscribe⁠⁠⁠

On this week's episode, I welcome in Andy Milligan to explore the art of entrepreneurship and personal growth. Discover how to balance ambition with authenticity and transform challenges into opportunities. Perfect for aspiring entrepreneurs and creatives eager to elevate their game and mindset.Find Andy Online:Website: ⁠https://www.mmgdesign.net⁠LinkedIn: ⁠https://www.linkedin.com/in/mmgdesign/⁠Instagram: ⁠https://www.instagram.com/mindfulmilligan/⁠YouTube: ⁠https://www.youtube.com/@mmgdesign⁠Link To Podcast You Host (if applicable): ⁠https://www.mmgdesign.net/podcast⁠About Andy:I’m Andy Milligan, and I run a design and marketing consultancy called MMG Design. I help startups and small marketing teams improve the design and strategy of their website through redesign sprints, audits, and strategy sessions.My story isn't super glamorous, but the theme is consistent in that I always show up and learn the next step along the way.After playing college golf at Methodist University and transferring, I joined a small marketing team at the University of Findlay, where I started taking on freelance projects, unpaid, for small businesses locally. That experience introduced me to design, branding, doing it on the job and I quickly became obsessed with this concept of how design could drive real business results and seeing it firsthand. After graduation, I landed a job as a marketing designer near Columbus, Ohio, but after a layoff, I went all in on building my own business. That was coming up two years ago and I haven’t looked back or had another job since.I got started like most people do, saying yes to freelance gigs I probably wasn’t ready for. But with each project, I got sharper: better strategy, better systems, and a much clearer sense of what I actually bring to the table from a design standpoint, and it led me to slowly niche down into websites and design strategy.Along the way, I also launched Marketing by Design, my podcast where I talk with marketers, founders, and creatives about how to do this work in a way that actually feels sustainable and effective. It’s been a way to connect with people I admire, sharpen my thinking, and build trust with others in the space. I started posting on Linkedin every day since the layoff, and it's been a huge reason as to why I'm able to make the business work and meet my goals.Right now, I’m based in Springfield, Ohio, working from a quiet apartment studio that gives me time to focus, reflect, and get better at what I do. I’m currently the VP of membership for the AMA Columbus chapter and involved with the Columbus Chamber of Commerce. I spend at least 2 days per week doing in-person meetings with clients or other marketers in Columbus, and my time is spent between fulfillment of client projects and content.++++++++👋 It’s your host, Brian! Come say hi!Web:⁠⁠⁠ https://brianondrako.com⁠⁠⁠LinkedIn:⁠⁠⁠ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/brianondrako/⁠⁠⁠ Or, if you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 ⁠⁠⁠https://salesskillsforfounders.beehiiv.com/subscribe⁠⁠⁠

Hey everyone! I haven't done a solo episode in a while but I wanted to share why I'm taking a summer break and how taking a step back might help you refocus and come back stronger.Thanks again for listening in and we'll see you in September!just get started,Brian++++++++👋 It’s your host, Brian! Come say hi!Web:⁠⁠⁠ https://brianondrako.com⁠⁠⁠LinkedIn:⁠⁠⁠ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/brianondrako/⁠⁠⁠ Or, if you’re an early-stage B2B Founder, join the Sales Skills For Founders newsletter and learn to “un-suck” at sales, one newsletter at a time. 📨 ⁠⁠⁠https://salesskillsforfounders.beehiiv.com/subscribe⁠⁠⁠