[thelist] development time cost on new functionality

Luther, Ron Ron.Luther at hp.com
Tue Jul 19 11:08:46 CDT 2011

Chris Dorer noted:

>>Why can't you capitalize on their saving money?  

Hi Chris!

An oldie but a goodie.  Sounds like it may be time to reread "What They Don't Teach You at Harvard Business School" by Mark McCormack.

I'm probably not remembering it very well, but there was a wonderful story in there about a Japanese railroad executive (and golf nut) who wanted to do business hauling freight for a large Japanese manufacturing firm.  So he invited the manufacturing CEO to play golf with him.  

Then he paid Mark (super sports agent) McCormack to fly Jack Nicklaus to Japan to play golf with the two businessmen.  Mark charged a flat fee.  The gentlemen played golf --- and struck a business deal.

For years afterwards Mark spoke publicly (and eventually wrote in his book) complaining about not being smart enough to have thrown in a "and x% of all future business you do with the manufacturing firm" clause in the contract with the railroad exec.  It was money left on the table.



More information about the thelist mailing list