- Paperback: 256 pages
- Publisher: Profile Books; New Ed edition (13 Jun. 1994)
- Language: English
- ISBN-10: 1861975643
- ISBN-13: 978-1861975645
- Product Dimensions: 12.9 x 1.7 x 19.8 cm
- Average Customer Review: 4.4 out of 5 stars See all reviews (33 customer reviews)
- Amazon Bestsellers Rank: 180,988 in Books (See Top 100 in Books)
What They Don't Teach You At Harvard Business School Paperback – 13 Jun 1994
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'Mark McCormack is an entrepreneur extraordinaire' Daily Telegraph
About the Author
Mark McCormack was named by Sports Illustrated as 'the most powerful man in sports'. A college golfer, he worked at a Cleveland law firm when he began representing a young unknown named Arnold Palmer. A host of sports celebrities in golf, tennis and other areas followed and today IMG represents a wide array of events and players ranging from the Nobel Foundation to Wimbledon, Rod Laver to Tim Henman and Arnold Palmer to Tiger Woods.
Top Customer Reviews
Most of us know what the right things are to do in life, and some times we do them, because they feel right to us, and what the training and knowledge givers do ( like Mark McCormack ) is endorse that we are doing the right things " right '
A lot of this book is common sense, and it teaches you a lot, about how to bring the best out of the people you will work with, customers, suppliers, colleagues etc.
Don't let the fact that the last review of this book was in 2002, or the fact that it has been around a while, my library contains over 200 books on the discipline of selling, marketing and human behaviour.
What prompted me to write this review, is I'm now working with a lot of young men and woman who are entering the profession of sales, for the 1st time, and when they ask me for advice and guidance, based on my 20+years experience, I tell them if you only ever invest in one book, this is the one to buy, it encompasses, all the lessons I have learnt 1st hand on my journey in my chosen profession of sales.
In this book McCormack does not so much criticize Harvard Business School as the title suggests, but complements the traditional business school-education with 'street smarts' - "the ability to make active, positive use of your instincts, insights, and perceptions." (Funnily enough, McCormack did not even attend the HBS, he has a law degree from Yale.) "My main purpose in writing this book is to fill in many of the gaps - the gaps between a business school education and the street knowledge that comes from day-to-day experience of running a business and managing people." He splits the 'street smarts' and this book up into three parts: People, sales and negotiation, and running a business. With each part consisting of 4-to-6 chapters.
In the first part McCormack discusses matters related to people, such as reading people, creating impressions, preparation for business situations, and improving your career. "Business situations always come down to people situations. And the more - and the sooner - I know about the person I am dealing with, the more effective I'm going to be." In the second part of the book - Sales and Negotiation - the author dicusses sales, negotiations and marketing. Sales and negotiations are probably the strongest point of both the book and McCormack, he really excels here. ...The third part of the book - Running a Business - is probably the weakest part of the book. Although there are some great one-liners, it is clear that the author is not that much at ease with writing about organization structures, policies and procedures. In fact, it looks like he despises most of these subjects.Read more ›
However some of it is already a bit outdated, there's quite a bit of name dropping that younger people may not relate to.
Still a good read.
Do not expect an a, b, c type of lecture. He tells his business stories to get the point across.
Life would be too simple if everything was written in text books or if it was just 2x2=4. We also have to integrate our insight in all areas of life.
In addition to being pretty lucrative for his athletes, McCormack did OK himself, making it into the Forbes 400.
He wrote about a dozen books too, the most famous of which is "What They Don't Teach You at Harvard Business School".
It's an outstandingly, insightful book with sections on People (how to read them, how to listen aggressively, the positives of ego), Taking the Edge in business, Sales & Negotiation, Running a Business, and being an Entrepreneur.
The Entrepreneur piece has some sharp observations in it about taking on partners, minority equity and what makes success.
The quotes that stuck with me:
"Smart people judge you by three criteria - and even if they don't, in time, it will determine how they think of you:
2. Attention to detail
3. Immediate follow-up"
"What you can learn from working in the mailroom: you won't learn humility, you won't learn respect, and you won't learn the company inside out or bottom up. What you will learn is something very important, and perhaps frightening about yourself.
The people who get ahead have a need, are driven to perform a task well, no matter what the task or how mundane it may actually be. They bring to any job an attitude which actually transforms the job into something greater."
"Business is a competition, and any high-level, sophisticated competition is almost exclusively a head game.Read more ›
Most Recent Customer Reviews
Brilliant book, albeit written a little while ago. I'm in my twenties and found myself agreeing with almost every aspect of this book. Read morePublished 4 months ago by Phil
I found the this a gem with ideas and pointers that one cannot pick in any school, not enemies at Harvard, just as thetitle of the Book notes.that.Published 5 months ago by Amazon Customer
if Edison had gone to business school he would have just created a larger candle!!!!
The book is a practical and experience lead look at business behaviours from great... Read more
Perfect quality! Fast delivery! I recommend the Seller and the book.Published 7 months ago by Amazon Customer
Not as impressive as I thought. Loads of common sense, but very little substance.Published 10 months ago by Richard Britain
I first read this book in my 20's, I am now in my 50's and have ordered it to read again.
WHY ? ...... Well, from my 20's to my 40's it made me a millionaire. Read more
Good read. A lot of common sense but some very useful tips as well.Published 11 months ago by Tim Luber