What They Still Don't Teach You At Harvard

A straight-talking must-read of powerful strategies for every executive headed for the top. Written in the same no-nonsense, hard-hitting manner that McCormack brings to his own fast-paced business and management style, this is mandatory reading for executives on every rung of the corporate ladder.

Mark H. McCormack (1930–2003) grew up in Chicago, graduated from William & Mary College and Yale Law School and moved to Cleveland, Ohio, to begin his legal career. While practicing law in Cleveland, he began International Management Group on a handshake with Arnold Palmer in 1960, launching the modern-day sports marketing industry. IMG continues to be the most dominant agency in global sports today.

After publication of What They Don’t Teach You at Harvard Business School in 1984, McCormack also became a bestselling author of business advice books, focusing on practical, street-smart counsel to help entrepreneurs succeed in any business environment.

Through a gift from the McCormack family foundation, Mark McCormack’s files and papers were donated to the Special Collections department at the UMass Amherst Libraries in Amherst, Massachusetts.

Introduction The Ten Commandments of Street Smarts

1

(4)

Selling

5

(44)

What Makes a Salesman?

5

(3)

What Makes a Supersalesman?

8

(4)

The Offer They Can't Refuse

12

(2)

How to Prepare for a Sale: Five Overlooked Questions

14

(2)

Taking Your Clients as Seriously as They Take Themselves

16

(2)

Buying: The Forgotten Half of the Sales Equation

18

(2)

Secrets of the Information Trade

20

(3)

What the Other Guy's Expenses Should Say to You

23

(1)

Don't Forget to Ask for the Order

23

(2)

Never Leave a Sales Call Without Selling Something

25

(1)

Should Your Friends Be Clients?

26

(2)

My Favorite Sales Pitch

28

(2)

The Best Technique to Win the Customer Over

30

(1)

The Power of Being "Reasonable"

31

(2)

Timing Phone Calls for Maximum Effect

33

(2)

Making an Impression Through the Kids

35

(2)

"No Brainers" I Have Known

37

(3)

Signals You Should Be Reading When You Walk Into the Room

40

(2)

So, the Client Wants to Cut Your Commission?

42

(3)

The Best Closing Technique Might Be No Technique at All

45

(2)

Find the Person Who Buys the Balloons

47

(2)

Negotiating

49

(42)

"Match-Tough" Negotiating---And How to Get There

49

(3)

When in Doubt, Delay

52

(2)

The One Thing That Must Happen in Every Negotiation

54

(1)

When Money Is the Least Important Part of a Transaction

55

(3)

Three Reasons to Walk Away from a Sale (and One Reason to Stay)

58

(3)

The Beauty of Barter

61

(1)

If You Can't Make a Sale, Make a Buy---and Vice Versa

62

(2)

How to Get More Information Than You Give

64

(3)

Handling Questions You Can't or Don't Want to Answer

67

(2)

How to Avoid the Violent Objection

69

(2)

Little Choices That Can Mean Much More

71

(1)

Developing a Killer Instinct---Without the Blood, Sweat, or Tears

71

(3)

How to Deal with Their Superiority Complex

74

(1)

You Can't Say Yes Until You've Learned to Say No

75

(4)

Make It Personal, or What I Learned from The Godfather

79

(2)

Beware the Dollar Anchor!

81

(2)

Getting Your Money's Worth from a "Mediocre Deal"

83

(3)

What Makes a World-Class Negotiator

86

(5)

Managing

91

(52)

The Importance of Building Value, Not Profits

91

(2)

Growing for the Right Reasons

93

(1)

What to Do After "That's a Great Idea!"

94

(3)

Management by Federal Express

97

(1)

Why I Prefer Winners to Heroes

98

(2)

Drawing the Career Curve

100

(4)

Some Kind Words for "Corporate Cultures"---And How to Get One

104

(3)

Break Their Life-Style, Make Their Career

107

(1)

The Mixed Blessing of Superstars

108

(1)

When Two Employees Disagree

109

(1)

Understanding the Turf Around Your Relationships

110

(1)

The Biggest Hiring Mistake You Can Make

111

(1)

How to Pick the Right Talent

112

(2)

Why Good Employees Go, and How to Keep Them

114

(4)

How to Fire People Fairly

118

(3)

Who's Driving the Company: Your Line or Your Staff?

121

(1)

In Search of the Perfect Meeting

122

(1)

Who's Who at Your Meetings

123

(2)

Taking Your Hidden Agenda Out of Hiding

125

(1)

What Small Companies Can Learn from Giant Corporations

126

(4)

Controlling Expenses: How One Dollar Misspent Can Cost You Two

130

(2)

Management by Phoning Around

132

(2)

The Hidden Costs of Profit Centers

134

(1)

Flexing Your Humility, Not Your Ego

135

(2)

What the Boss Brings to the Party (or How to Be a More Perfect Leader)

137

(6)

Getting Ahead

143

(60)

My Shortcomings

143

(2)

Where Are You Now, and Where Are You Going?

145

(2)

Finders, Minders, Binders: Which One Are You?

147

(1)

Positioning Yourself Like a Pro

148

(4)

Can You Be at One Company Too Long?

152

(1)

Are You at Your Company's Core?

153

(1)

Are You Resting Too Comfortably on Your Laurels?

154

(3)

Are You Overestimating Your Strengths, or Ignoring Your Weaknesses?

157

(2)

So, You Think You're Not Creative?

159

(1)

Get Mad, Get Even, or Get Better: Which Would You Do?

160

(2)

The Qualities of a Champion

162

(1)

Five Winning Attributes

162

(2)

Four Syndromes That Can Kill a Career

164

(3)

Ten Ways Careers Get Stalled

167

(3)

The Seven Most Dangerous People in Your Company

170

(3)

How to Manage the Boss in the Real World

173

(2)

Confrontation Without Tears

175

(2)

Taking on the Boss

177

(1)

Employment Contracts: How Good Are They?

178

(2)

Salary Discussions I Can Do Without---and Two That I Can't

180

(2)

The Double Life of Salaries

182

(2)

How to Find Your First Great Job (or What Every Graduate Wants to Know)

184

(4)

Working for Nothing

188

(1)

What Really Happens to Resumes

189

(1)

Make a Big Impact with Little Opportunities

190

(1)

Fine-Tuning a Code of Ethics

191

(3)

The Three Most Stressful Situations in Business

194

(2)

The Good and the Bad of Doing Good

196

(1)

It Isn't Just Business with the Japanese

197

(2)

The Five Attributes of a Leader

199

(4)

Getting Organized

203

(24)

Time Management to Tilt the Calendar in Your Favor

203

(4)

A Week in My Life

207

(5)

Time Bombs That Can Blow Up Your Carefully Structured Day

212

(3)

Taking Control of "Transition Times"

215

(2)

How to Dodge the Overprotective Secretary

217

(2)

Breaking Through to Superbusy People

219

(3)

What "Talk To" Files Tell Me and My Employees

222

(1)

Getting On and Off the Phone

223

(2)

Leisure Time: The Most Poorly Managed Time of the Day?

225

(2)

Communicating

227

(30)

How to Write Persuasive Memos

227

(4)

Great One-Line Memos

231

(1)

A Tale of Two Memos

232

(1)

Writing Proposals That Get Read

233

(1)

The "Let's Not Bother the Boss" Syndrome

234

(1)

"Let's See, What Did I Do Wrong?"

235

(1)

Letters I'll Ignore

236

(3)

Learn to Speak Less and You're Only Halfway Home

239

(2)

Why We Misread Body Language

241

(2)

Ending the Endless Conversation

243

(1)

Perfect Pitch: Finding the Words That Sell

244

(3)

How to Handle the Press on Your Terms

247

(3)

How to Look Good on TV

250

(2)

Where Do You Get Your Information?

252

(3)

Rating the Medium, Not the Message

255

(2)

Getting the Job Done on the Road

257

(22)

The World According to Clerks

257

(3)

The Danger of "Junk Travel"

260

(2)

Getting Your Money's Worth from Hotels

262

(2)

A Code for Frequent Flyers

264

(3)

Taking Control of Time Zones

267

(2)

How to Tame a Rude Restaurant

269

(3)

Finding the Power in the Power Lunch

272

(2)

The Care and Feeding of Friends and Clients

274

(5)

Enterpreneuring

279

(18)

The Entrepreneur Test

279

(3)

Putting Reality Back into Business Plans

282

(2)

What Do Successful Entrepreneurs Have In Common?

284

(1)

When the Boss Should---and Should Not---Get Involved

285

(1)

Line Extension: Growing Your "New, Improved" Company

286

(2)

Acquiring Businesses That Will Help You Grow

288

(2)

Coming in Loud and Clear to Your Employees

290

(2)

Four Reasons Why Your Business Should Not Be Like Mine

292

(5)

Epilogue Do I Follow My Own Advice?

297

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What They Still Don't Teach You At Harvard Business School Selling More, Managing Better, and Getting the Job

Summary

Author Biography

Table of Contents

Supplemental Materials