Full of good business sense and just good sense, Mark H. McCormack tells his story as founder and owner of International Management Group (IMG), the world's largest sports talent and marketing agency. Although he never went to Harvard, his company has been used as a case study in success there. His story is full of observation and anecdote from the lives of the great and the rich, from President Nixon to golf stars such as Arnold Palmer and Gary Player. He shares his experience in sales, negotiation, and what makes a winner - in sport and elsewhere. For example, on handling yourself: three hard-to-say phrases ('I don't know'; 'I need help'; and 'I was wrong') and when you should learn to say them. On selling: 'Once you've sold, shut up'. On business psychology: 'Discretion is the better part of reading people'; 'Apart from common sense, the most important business asset is a sense of humour'; and 'A lot of deals get made simply because someone's ego was so involved that he could not afford psychologically to NOT get it done'.
The secrets of his success are all here, from humble beginnings in the early 1960's with under $500 capital, to a global company now including India and China. Sports and media figures represented include Tiger Woods, Jackie Stuart, Martina Navratilova, Placido Domingo, Tyra Banks, and Bob Costas. His TV division produces more than 5,000 hours of sports programming each year.
This report prepared by Michael JR Jose