At BIV, we have huge admiration for people who call their shot and are right. For all you hockey fans out there, it's people who ‘Gretzky’ to where the market is going to be and so are there when it arrives. Oliver Lawal is a fascinating entrepreneur. He saw something obvious - his words - and just went and built the thing and has made so many smart moves along the way. He's a truly thoughtful person, and there is a lot in this conversation for fellow entrepreneurs - from what ‘focus on the customer’ really looks like to how to build a team that never wants to do anything else. He also uses a phrase which has now entered the BIV lexicon: “There's a big difference between what I think is cool and what is actually helpful.” Never a truer word. It almost makes me forgive him for being a Spurs fan. Please enjoy my conversation with the excellent Oliver Lawal, CEO of AquiSense. Subscribe to The Fundamental Molecule here: https://www.burntislandventures.com/the-fundamental-molecule For the full show notes, transcript, and links to mentioned content, check out the episode page here: https://podcasts.apple.com/us/podcast/the-fundamental-molecule/id1714287205 ----------- Oliver Lawal discusses UV water treatment, detailing its history and AquiSense's UV-C LED innovation (analog to digital shift). He explains entrepreneurial strategies like controlling the LED supply chain by becoming a key customer and enabling customer validation with affordable lab units. Oliver emphasizes solving real problems ("cool vs. helpful") and building a strong team culture focused on shared vision, respect, and practical problem-solving rather than blame. 00:00 - Why Water Innovation Needs Entrepreneurs   02:52 - How UV Disinfection Works and Its Origins   04:42 - Why UV Beats Chemical Treatment in Water   06:57 - Transitioning UV from Mercury Lamps to LEDs   10:47 - Spotting Market Shifts and Acting Early   13:44 - Building Trust Through Scalable UV Tech   18:44 - From Petri Dishes to Multimillion-Dollar Utility Deals   23:03 - Building What’s Helpful vs. What’s “Cool”   27:06 - How Strong Co-Founder Dynamics Shape Success   31:06 - Designing a High-Performance Technical Culture   35:31 - Balancing Startup Leadership with Real Life   39:43 - Final Advice: Solve Real, Not Just Interesting, Problems Links: Burnt Island Ventures: https://www.burntislandventures.com/ Oliver Lawal: https://www.linkedin.com/in/oliver-lawal-6877ab9/ AquiSense: https://aquisense.com/ SM Material Key Takeaways: "Solve a real problem. The operative word is ‘real’. Be honest about it." "There's a big difference between what I think is cool and what is actually helpful." "We have to control the supply chain. I want the best pricing and newest products." "Being honest is crucial. Focus on solving the problem, not apportioning blame." "How do you come in with a new technology and have a customer sign a $2 million contract?" "I don't need to be excellent at everything. I need the ability to step away." "Balance is key. America is positive, but sometimes lacks nuance." "I have high expectations. I can be tough, but I'm focused on problem-solving." "Variety is important. I play instruments averagely, but it's about stepping away." "Listening to direct feedback is vital. You can't solve real problems from an office."