John Goullet is an entrepreneur and executive with over three decades of experience growing and leading companies within the IT staffing industry. In 1994 he founded Info Technologies, Inc. and within five years of operations built it to become one of the premier companies in its industry, generating annual revenues upwards of $30 million and receiving recognition in Inc. Magazine as one of the fastest-growing private companies in America.
In 2010, Goullet successfully facilitated the merger between Info Technologies, Inc and the New Jersey-based IT staffing firm Diversant, Inc. to form Diversant LLC. He then became chairman of the company’s board of directors, overseeing the high-concept direction of the business and guiding its growth strategy. Goullet’s ambitious growth objectives resulted in a number of strategic acquisitions for Diversant LLC, and by 2019 it had become one of the 25 largest staffing firms in the country.
Tell us a little bit about your background and how you started your company.
I have started three successful companies in the information technology/systems staffing industry. The first company I founded in 1994, and within five years it had become a multi-million dollar firm named by Inc. Magazine as one of America’s fastest-growing private companies. I served as CEO of that company for sixteen years until we merged with another IT staffing firm. I became chairman of the board of directors for the new business, and by the time I retired it had become one of the 25 largest staffing firms in the country.
Like the many other entrepreneurs who have come before me and after, I started my businesses because I recognized a hole in the market. I was working as an IT staffing executive and saw that large organizations such as Fortune 500 companies were struggling to find highly-skilled IT professionals who could build out their IT infrastructures. I founded my company based on this premise, and the rest, as they say, is history.
What would you say are the top 3 skills needed to be a successful entrepreneur, and why?
- You absolutely have to be a good communicator. First and foremost, as the leader of a business it is essential that you are able to clearly convey your vision for the company to others. Communicating effectively helps with time management, improving your business’ productivity and efficiency which can be vital especially in the early years. A good communicator does well on both sides of a conversation, and an effective entrepreneur knows how to listen – to their customers, their employees, their peers and the world around them.
- Decisiveness is also an important skill. When you’re an entrepreneur you’re in the driver’s seat. You’re going to be asked to make a lot of decisions, and being able to make decisions firmly and relatively quickly allows you to resolve problems faster, move through new ideas sooner, and adapt to changing circumstances.
- Finally, I would say the ability to think creatively and problem-solve is essential for any entrepreneur. When you start your own business you are choosing to go a different direction than everybody else, so the last thing you should be doing is looking for a template or trying to emulate the strategies or business models of other companies. An entrepreneur has a unique vision, and they need to be able to think outside the box in order to come up with distinct solutions.
What were the top three mistakes you made starting your business, and what did you learn from them?
- Number one was definitely trying to do everything myself for way too long. We are often prepared as entrepreneurs to expect to “wear many hats” but it’s just as important to know when it’s time to “pass the baton.” Looking back now, I regret not learning to delegate earlier. Entrepreneurs have significantly more stake in their company than anybody else involved, but you have to learn to trust that others will understand and share your vision.
- I let impatience lead me to make some poor decisions in the beginning. Building a successful company takes time, so don’t try and rush the process like I did. In today’s business climate there is a pressure to be a “fast-growing company” – my company was even recognized for it by Inc. Magazine. However, not all momentum is sustainable, and I had to learn the hard way how to differentiate that.
- My final biggest mistake would probably be wasting money. In those early days when you have limited access to capital, handling cash flow incorrectly can be extremely detrimental. I’ve made the mistake of putting funds toward quick-fix solutions rather than examining processes that could lead to better long-term results, and hiring too many people rather than the right people. Money down the drain is one of the most cringe-inducing mistakes an entrepreneur can look back on.
Tell us a little bit about your marketing process, what has been the most successful form of marketing for you?
Marketing has evolved greatly since I’ve been in business thanks to the internet. When I started my company hardly anybody was online but today digital marketing spending is increasingly overtaking more traditional methods. Social media marketing and content marketing have proven to be beneficial new additions to our strategy over the years, but the form of marketing I have found to be most consistently valuable for my industry has been client referrals.
That being said, I believe the most important thing to remember with marketing is to have a comprehensive approach that utilizes a thoughtful combination of strategies while focusing on execution.
What are you learning now? Why is that important?
Having recently retired from my chairmanship position, I am currently learning how to find fulfillment in a new capacity. I have sought to participate in philanthropic endeavors, and also begun working as a mentor to younger entrepreneurs. I actually believe that developing people, especially in a business startup capacity, is something I have neglected to nurture in the past, and flexing that muscle in new ways has been exciting.
What’s a productivity tip you swear by?
When you think about it, do it. That may sound like an oversimplified answer, but it’s all based on the idea that there’s no time like the present. Whether it’s answering an email, tackling a mountain of paperwork, or making that phone call to have a tough conversation, we all have things throughout the day that we put off. Getting started on a project is sometimes the biggest hurdle we’ll face, even though we know we’ll feel better once a task is complete.
Just as how in physics we are taught that an object in motion stays in motion, I believe the same applies to us and our productivity. That is why momentum is such an important thing to capture and take advantage of. So, when you think about doing something, stop putting it off and just get it done.
Can you recommend one book, one podcast, and one online course for entrepreneurs?
- The Power of Now by Eckhart Tolle: I’ve read this book countless times over the years. I tend to turn to it whenever I am feeling particularly overwhelmed, because its overall message is a reminder to live in the present moment. I recommend this book to anybody and everybody, entrepreneurs included.
- Masters of Scale episode with Delta CEO Ed Bastian: I don’t listen to a lot of podcasts, but this series has a lot of interviews with leaders I have admired through my own entrepreneurship journey. In particular, the episode with Ed Bastian provides a number of insights into leading a business during times of uncertainty, something all entrepreneurs should prepare for facing if they intend for their business to have longevity.
- Harvard Business School Advanced Management Program: This course is an investment, but one that I have found to be entirely worth the price. I would say it is more relevant to entrepreneurs that have already built their company past the startup level, or perhaps are on their second or third venture.
If you only had $1000 dollars to start a new business, knowing everything you know now, how would you spend it?
When you are starting a new business, one of the biggest disadvantages you face is a lack of history. Without client referrals, customer reviews, or other such recognitions you must find other ways to increase your perceived legitimacy. For that reason, I would use the money to purchase a domain name and build a website, develop a branding package that establishes uniformity, and gather the necessary SAAS tools to operate your business with professionalism.
What helps you stay driven and motivated to keep going in your business?
I think any entrepreneur can attest to the fact that there is an inherent drive that comes with being a business owner and leader. Nobody starts a business without having that fire within them, and it is that excitement and energy that sustains you through the difficult times. One small tip I do have when you find yourself stuck in a tough moment is to simply stop and take three deep breaths. You’d be surprised to find how often that simple act of pausing can re-center you and help you move forward.
What is your favorite quote?
“Success depends almost entirely on how effectively you learn to manage the game’s two ultimate adversaries: the course and yourself.”
– Jack Nicklaus
‘The Golden Bear’ was talking about the game of golf, but I think this quote applies to success in general as well. It all depends on how you respond to external factors – the things you can’t control such as economic factors or competitive forces – and how you focus on what you can control – yourself and your reaction.
What valuable advice would you give new entrepreneurs starting out?
Leave your perfectionism at the door and just start. I’ve talked to many people who have been considering starting their own business, but tell me that they’re waiting to develop more relationships in the industry, or for the markets to be in the right state, or to accumulate more capital. My advice is to remember that there’s never going to be the perfect set of conditions, so trust that your idea fulfills a real need and get started.
What is your definition of success?
To me, success is finishing each day feeling fulfilled and knowing that you gave your all in working to accomplish your goals. It doesn’t matter what those goals are, whether they be professional or personal, large or small. Success isn’t something you attain, it’s a sustained attitude and belief in yourself and the choices you make.
