Pivots, changes in the direction of a company and the nature of the products and services it offers, are critical to start-up organizations. No matter how good an idea might be, customers are often looking for something different. Successful companies often find themselves shifting rapidly, working to stay aligned to what clients are looking for and expect. The driver that triggers a pivot can be subtle yet the outcome is a company that looks radically different than it did before. In talking with one successful start-up CEO, he willingly talked of pivoting four times before landing on an idea with long-term revenue potential.
One question I like to ask founders about is the trigger. What did you see? How did you discover the insight? Where you looking or did someone force you to see it?
I have been reminded recently that the answers seem to consistently come in two areas.
First, most individuals were not looking to change. Someone or something forced them to listen. It could be as obvious as there were no revenues or externally forced when a trusted advisor forced a blunt conversation. I have not found anyone that admits to starting with an idea they know was bad.
Second, every turn came with hope reborn. They used different phrases to describe what happened; darkness to light, despair giving way to confidence, and dead ends opening up new paths. In hindsight, each wondered what they missed at the beginning.
As I probe, I find that individuals often played the critical role. Someone had to be bold. Someone had to remind them of what they were seeing. As I listened to their stories, I was reminded of others who continue to share their stories with me. In introducing me to the obvious, I see the pivot. As I turn, “every bone in my body [is] laughing, singing, ‘God, there’s no one like you. You put the down-and-out on their feet and protect the unprotected from bullies!’” (Psalm 35.10)
To individuals that have shared her/his story, even the ones you thought were boring, thank-you.
