Careers Start by Peeling Potatoes

Written by steve blank // Also shared on Startups.co.

Listening to my the family talk about dividing up the cooking chores for this Thanksgiving dinner, including who would peel the potatoes, reminded me that most careers start by peeling potatoes.

KP — KITCHEN PATROL

One of the iconic punishments in basic training in the military was being threatened by our drill instructors of being assigned to KP — Kitchen Patrol — as a penalty for breaking some rule. If you got assigned to KP you were sent to the base kitchen and had to peel potatoes all day for all the soldiers on the base. It was tedious work but to my surprise I found that it wasn’t the dreadful experience our drill instructors made it out to be. But working in the mess hall, the real eye-opener was the inside look at the workings of something I took for granted — how do you cook three meals a day for 10,000 people at a time. Peeling potatoes was a small bit in the thousands of things that had to go right every day to keep 10,000 of us fed.

One my first career lessons: stop taking for granted finished goods and appreciate the complexity of the system that delivered them.

SOLUTIONS FROM HANDS ON

When I got to my first airbase my job was lugging electronics boxes on and off fighter planes under the broiling hot Thailand sun, to bring them into the technicians inside the air-conditioned shop, to troubleshoot and fix. The thing we dreaded hearing from the techs was, “this box checks out fine, it must be a wiring problem.” Which meant going back to the aircraft trying to find a bent pin in a connector or short in a cable or a bad antenna. It meant crawling over, under and inside an airplane fuselage the temperature of an oven. Depending on the type of aircraft (F-4’s, F-105’s or A-7’s — the worst) it could take hours or days to figure out where the problem was.

A few months later, I was now the guy in the air-conditioned shop telling my friends on the flight-line, “the box was fine, must be a cable.” Having just been on the other side I understood the amount of work that phrase meant. It took a few weeks of these interactions, but it dawned on me there was a gap between the repair manuals describing how to fix the electronics and the aircraft manuals telling you the pin-outs of the cables — there were no tools to simplify finding broken cables on the flightline. Now with a bit more understanding of the system problem, it didn’t take much thinking to look at the aircraft wiring diagrams and make up a series of dummy connectors with test points to simplify the troubleshooting process. I gave them to my friends, and while the job of finding busted aircraft cabling was still unpleasant it was measurably shorter.

My next career lesson: unless I had been doing the miserable, hot and frustrating job on the flightline, I would never have known this was a valuable problem to solve.

UP FROM THE BOTTOM

My startup career started on the bottom, installing process control equipment inside auto assembly plants and steel mills (in awe of the complexity of the systems that delivered finished products.) Wrote technical manuals and taught microprocessor design (to customers who knew more than I did.) Worked weeks non-stop responding to customer Requests For Proposals (RFP’s.) Designed tradeshow booths, spent long nights at shows setting them up, and long days inside them during the shows.

Over ten long years I wrote corporate brochures (making legal, finance and sales happy), and sales presentations (treading the line between sales, marketing, truth, and competition), and data sheets, web sites and competitive analyses, press releases (getting a degree in creative writing without being an English major,) and flew to hundreds of customer meetings on red-eyes at a drop of a hat (making sales guys rich and gaining a huge appreciation for their skills.)

Partnered with engineering trying to understand what customers really wanted, needed and would pay for, versus what we could actually build and deliver (and learning the difference between a simply good engineer and working in the presence of sheer genius.) In the sprint to first customer ship, slept under the desk in my office the same nights my engineering team was doing the same.

Each of those crummy, tedious, exhausting jobs made me understand how hard they were. Each made me appreciate the complexity of the systems (with people being the most valuable) that make up successful companies. It made me understand that they were doable, solvable and winnable.

It took me a decade to work my way up to VP of Marketing and then CEO. By that time I knew what each job in my department meant because I had done every one of them. I knew what it took to get these jobs done (and screw them up) and I now pushed the people who worked for me as hard as I had worked.

CAREER LESSONS LEARNED:

• Winning at entrepreneurship is for practitioners not theorists.
• Building a company in all its complexity is computationally unsolvable.
• There’s no shortcut for getting your hands dirty. Reading stories about the success of Facebook or blogs about the secrets of SEO might make you feel smarter, but it’s not going to make you more skilled.
• Unless you’ve had a ton of experience (which includes failing) in a broad range of areas you’re only guessing.
• Great careers start by peeling potatoes.

Every day we share the TL;DR version of everything interesting happening in the startup world in the Startups Daily Newsletter. Sign up here to get future issues.

Got an interesting story? Awesome. Send it our way!

If you dig our stuff, please hit that little ♥ to spread the word.