LEGO's CEO notes that absorbing new hires into the culture at its established HQ is easy due to the high density of tenured "culture carriers." The real challenge is scaling culture in new, specialized hubs, which requires a much more deliberate effort because that organic cultural osmosis is absent.

To win highly sought-after deals, growth investors must build relationships years in advance. This involves providing tangible help with hiring, customer introductions, and strategic advice, effectively acting as an investor long before deploying capital.

A startup's initial salesperson should prioritize mirroring the founder's successful sales approach. Their job is to deconstruct the founder's "hook" through observation and trial-and-error, not to immediately implement formal sales processes, metrics, or a CRM. Success comes from successful knowledge transfer, not premature system building.

Over 80% of TA's investments are proprietary deals with founders who aren't actively selling. Their strategy focuses on convincing profitable, growing businesses to partner to accelerate growth, framing the decision as "partner with us" versus "do nothing." This requires a long-term, relationship-based sourcing model.

When expanding his law firm, John Morgan uses a 'bullets before bombs' strategy. He first enters a new city with a small, low-cost team and ad budget (the 'bullets') to test viability. Only after seeing positive traction does he commit significant capital and resources (the 'bombs'), de-risking growth.

To avoid premature scaling, Nubank required three conditions before entering a new country: 1) Profitability in its core market (Brazil), 2) Secure banking licenses and funding, and 3) A tech platform that could launch a new market as a "call option," not an "all-in" bet.

Instead of choosing between tech hubs like Austin and San Francisco, founders can adopt a hybrid model. Spend a concentrated period (1-3 months) in a high-density talent hub like SF to build domain expertise and relationships, then apply that capital back in a lower-cost home base.

Despite the high cost of distribution, OpenGov's success relied on a high-touch, in-person sales strategy. The team would show up with donuts, meet everyone in town, and build deep relationships, even for small initial contracts.