My dad says to succeed as a lawyer, you have to be two of three things: you have to be a finder (someone who finds new clients), a grinder (someone who just works hard everyday), or a minder (someone who excels at servicing their clients and keeping them happy). This is true of pretty much anyone who offers service to clients. By nature, I’d say the team and I at FreshBooks are grinders and minders, and after working at it for three years, the finder part is starting to take care of itself.

So…when you are building a business, online or off - you need to think along the same lines as a lawyer. Figure out which two you are (it’s pretty rare that anyone is all three, but an organization can be all three) and get on with things, the rest will take care of itself.