Entrepreneurs: It Takes One to Know One

An entrepreneur knows an entrepreneur as a wolf knows a wolf.

I’m sharing a true story I will never forget.

Back in my corporate days, I had to organize a business lunch. I was representing one software company from Western Europe. One of the co-founders in charge of sales paid me a visit for the first time. So, I invited one of my former customers, who became my trusted friend, to join us. My friend had a dozen warehouses all over the country.

I saw a triple-win opportunity for all of us.

My new boss, a software company co-founder, can present their solution. I can show that I have valuable business contacts. Finally, my friend can improve his business by using my current company’s software.

The atmosphere was casual and friendly.

My city has a reputation as one of the nightlife capitals in this part of Europe, I had to justify a night before by going out with my business guest. All things considered from the previous night, I was under the impression that we were holding up pretty well in front of my friend.

At one point, the software company co-founder had to take a phone call. So, my former customer and I were left alone for a couple of minutes. I was eager to hear what he has to say about my new boss and company, I just signed a job contract with. I was surprised that he wasn’t thrilled at all.

“Let me tell you something right away. I came here as a personal favor to you. That’s not a problem. The problem is that your boss is not an entrepreneur, and he’ll never be one.”

Surely, I asked for an explanation.

“Look, don’t get me wrong. We’re all humans. We all like to party, but business always comes first especially if you are making your very first visit to a new country and a new potential market. Look at you two, you barely had some time to get some decent sleep last night. Right?”

I was too embarrassed to say a word.

“Second, your new boss keeps talking about his company and solutions. He didn’t ask me a single question all this time about my company and my business needs. He strikes me more like a tourist than a serious businessman. I can also guess that he didn’t create the software. His partner is carrying it all on his shoulders. That’s so obvious. For how long, I’m not sure. What I’m absolutely sure about is that their business partnership isn’t going to last long, including your new job. Sorry my friend, but this is the truth, like it or not. I’m responsible for more than a hundred families of my workers, and I can’t afford to be reckless and foolish when it comes to new business deals.”

My ex-customer proved himself to be a good friend and true professional. He stayed until the end of our business lunch without the slightest change in his behavior. He was kind, funny, and friendly from the beginning until the end of our meeting.

A few months later, I gave my friend a call to let him know that he was right about everything. My bosses, two co-founders, got into a fight over the work, responsibilities, and above all about the money. The one, who was my guest, got a hefty check and an NDA agreement when leaving the company. My job contract was terminated, but at least it was honored regarding the payments for a remaining couple of months.

“How did you know?”

“An entrepreneur knows an entrepreneur as a wolf knows a wolf, and he wasn’t an entrepreneur, and definitely not a wolf. I hope you’ve learned your lesson. So, the next time you schedule a meeting, please make sure it’s worth my time.”

I offered my apology because I really felt bad about the whole thing.

“No need to apologize. It takes an entrepreneur to know one. You still have time to learn.”

Also published here.