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What They Don't Teach You At Harvard Business School Paperback – 13 Jun 1994

4.4 out of 5 stars 33 customer reviews

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Paperback, 13 Jun 1994
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Product details

  • 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)
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Product description

Review

'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.

Customer Reviews

4.4 out of 5 stars
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Top Customer Reviews

Format: Paperback
I bought this book when it 1st came out, and here we are 11 years later, I'm a little older and hopefully a little wiser, my sales career has flourished in the interim, and a large part of that success is due to the principles and values laid out in this book.

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.
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Format: Paperback
Mark McCormack is Founder, Chairman and CEO of sports marketing company International Management Group (IMG). He was named 'the most powerful man in sports' by Sports Illustrated.
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.
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Format: Paperback
An easy-to-read book by a very successful man. At first it appaears that Mr McCormack could be on a bit of an ego trip when you see the amount of name-dropping. However, when you realise that he is simply talking about about real situations involving real people, then the contextof the book becomes more apparent. A must for the owner-manager of any SME or anyone embarking on a career in management. This book talks about the more practical issues of running a successful business which are, unfortunately, still a mystery to many people who are struggling at 'the sharp end'. Well worth reading.
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Format: Paperback Verified Purchase
Definitely written by someone who knows his way in the business world.
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.
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Format: Kindle Edition Verified Purchase
This is likely to be the best and simplest professional improvement book I have read to date. I have harvested so much from reading it and can't wait to act on the so many ideas and directions in it. Being in the recruitment business I feel that the book write about a very similar industry (sports management). I am certain that I will recover my investment 1000's times over within months. Thanks for such a master piece.
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Format: Paperback
Enjoyed this very much. It's told in a no nonsense way and you know McCormack has lived and breathed this stuff so it's not a load of pseudo nonsense. I found part one the most useful and much of what he discusses really resonates with anyone who's had to win clients and get that all important edge.
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Format: Paperback
I love this book. Using your gut feelings and many more insights...
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.
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Format: Paperback
Mark McCormack was the lawyer and sports agent who founded IMG in 1960, signing Arnold Palmer as his first client. He and his firm revolutionised sports management, broadening the approach of athlete management beyond appearance fees and sponsorships into media, and true partnerships and areas like course design.

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:
1. Commitment
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.
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