Dear SaaStr: I Feel Like I’m Not Getting Enough Done as an Early Stage CEO. What Should I Do? I’m Just Fluffing Around
If you feel like you’re fluffing around, it’s probably because you don’t have a clear focus or structure for your day. That’s a problem, but it’s also an opportunity to reset and get intentional. Here’s what I’d suggest:
-
Set Clear Goals for the Week and Day: Start with what you’re trying to achieve this week. What are the 2-3 things that, if done, would move the needle for your business or role? Then break those down into daily tasks. If you don’t have clear goals, you’ll default to busy work. When we’re a bit lost, it’s too tempting to spend things on time that are easy but don’t move the needle. Too much time on LinkedIn, not enough time building. Too much time thinking about product, not enough time talking to customers and finding out what they really need built.
-
Spend 20%+ of Your Time Recruiting: If you’re a founder, this is non-negotiable. Recruiting isn’t fun, but it’s the most important thing you can do once you have something working. If you’re not spending at least 20% of your time on this, you’re wasting time on less important things.
-
Talk to Customers Every Day: This always works. If nothing else, do more of this. Whether it’s in-person, over Zoom, or even just quick emails, you need to be in constant contact with your customers. Aim for 5-6 customer conversations a week. It’s the best way to stay grounded in what matters and to keep your product aligned with their needs.
-
Push Decisions Faster (Except the Big Ones): If you’re stuck in analysis paralysis, you’re wasting time. Speed up decisions that aren’t existential for your business. If it’s a big decision, slow it down, get advice, and sleep on it. But for everything else, move fast and fix mistakes later.
-
Focus on What’s Working: If you’ve found something that’s even marginally working—whether it’s a sales channel, a marketing tactic, or a product feature—double down on it. Don’t chase shiny new ideas just because you’re bored or frustrated. Consistency wins.
-
Create a Cadence: Structure your day. For example:
- Morning: Review your goals and tackle your most important task first.
- Midday: Customer calls or recruiting.
- Afternoon: Team check-ins, strategy, or problem-solving.
- End of Day: Reflect on what you accomplished and plan for tomorrow.
-
Celebrate Small Wins: It’s easy to get caught up in the grind, but you need to celebrate progress. Even if it’s just moving a superhero up a revenue chart on the wall, like I did at EchoSign, it keeps you and your team motivated.
Ultimately, your day-to-day should be about driving growth, solving problems, and staying close to your customers and team. If you’re not doing those things, you’re probably fluffing around.
A related post here:
