What They Don’t Teach You At Harvard Business School is a straight talking guide that fills the gap between the theoretical knowledge of business and the practical street smarts. Written by the founder of the world’s first sports management company, the book was first published in 1984 and has been highly influential ever since.
What They Don’t Teach You At Harvard Business School by Mark H McCormack
What They Don’t Teach You At Harvard Business School is a book that sets out to set the record straight on what it takes to really become a successful entrepreneur.
While recognising the value of a business school education, the book sets out from the first page to explain the value of guts, business nous and intuition with sections of the book devoted to understanding people, negotiation and the operations of a business.
Throughout the book, the author uses examples from his experience with IMG, the world’s first and largest sports management company, who today represent players including Jack Nicklaus, Tiger Woods, Serena Williams and Michael Schumacher.
Below are some of the key insights I took from this book:
- Nothing matters more in business than understanding and working with people.
- When interacting, observe people aggressively to learn the true habits and nature of your future business partners and opponents.
- While doing so, form a strong impression with honesty, selective generosity, social proof and consistency throughout all of your dealings.
- Take the edge by being patient with people, creating memorable moments and sizing up the situation and the key players involved.
- In office politics, never take on a no-win project and seek out opportunities in unexplored or emerging areas such as international divisions.
- Sales is the process of doing many things consciously that come naturally to others.
- More often than not, selling is a matter of soliciting needs and reflecting your product back to the prospect as the solution for their problems.
- Try to be conscious of your environment [Rolex / Wimbledon] and avoid encroaching or invading your opponents space.
- When growing a business, commit to quality early on and hire only the best people to join you in your journey.
- As a business grows it’s important to reach out beyond and around the structures so that you stay nimble and close to the coalface where the sales come from.
- Every successful businessman needs some form of time management system to ensure that they maximise their own productivity.
- When starting your own business, start small, ask hard questions, double your overheads and funding requirements and don’t take on partners.