In the early stages of entrepreneurship, the right team can make all the difference. Brian and Mary Jo Sullivan reflect on how a handful of early hires helped shape the future of their business and set the tone for their team’s success.

Building a Strong Team

“In 2012, we hired roughly eight people. Five of those turned out to be absolute rockstars who stayed with us long-term. I guess there’s something about the type of person who’s drawn to a startup, where conversations are focused on what can be rather than what has been.

At the start of 2012, we still had our two-room office with four employees working in it. The office consisted of two desks with desk chairs and two folding tables with folding chairs. Recognizing that this could appear ridiculous and was not a great look for recruiting, minutes before Mike walked in the door for his interview, we quickly moved the folding tables and everything else that didn’t look professional into an unlocked, empty office down the hall. Looking back now, I’m not sure if this improved the look of our office or seemed absurd that we had four people working in an office with just two desks. To be fair, it wasn’t a total bait and switch because, by the time Mike would start, we planned to have a new, larger office with proper furniture.

Mike was a great early hire, as he shared my mindset, was a jack of all trades, and had a great ability to roll with it—all skills that were critical to our early success. As we grew, we were able to bring in people who were more specialized in their skill sets. But early on, we needed our team to be able to wear many different hats. Mike certainly wore many hats throughout his tenure, which helped free me up to continue to grow the business and chase new opportunities. One that he really excelled at was recruiting. Mike handled all of the initial outreach, communication, and first interviews with candidates. His passion for our team and what we were accomplishing resonated deeply with them. By the time they made it to my third and final interview, they were so energized and optimistic about joining the team that we very rarely had someone say no to an offer, which allowed us to be incredibly selective.”

Brian and Mary Jo’s experience highlights the importance of finding people who align with the vision and energy of a growing company. Their early hires not only brought the right skills but also embraced the mindset that set the foundation for success. With a team that could wear multiple hats, they were able to navigate challenges and scale with confidence.

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