Harvey Mackay is the author of two New York Times #1 bestsellers, Swim with the Sharks without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt. Both these books were recently listed by the New York Times among the top fifteen inspirational business books of all time. Harvey's most recent book, Dig Your Well Before You're Thirsty was also a New York Times bestseller. His books have sold more than eight million copies worldwide, have been translated into thirty-five languages, and have sold in eighty countries.
In addition, Harvey is a nationally syndicated columnist and was named by the 170,000-member Toastmaster International as one of the top five speakers in the world. He is founder and CEO of the $85 million Mackay Envelope Corporation.
From the Trade Paperback edition.
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|Title of Business & Economics eBook: Pushing the Envelope|
|Release Date: 12-18-2007|
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|Publisher: Random House Publishing Group|
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|Parent title||Pushing the Envelope|
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Pushing the Envelope
MAY I HAVE THE ENVELOPE, PLEASE?
I get all my best lines from the movies, which is where I learned to quote Michael Corleone, supposedly quoting Machiavelli, saying "Hold your friends close and your enemies closer."
Well, my enemies -- those low rent hounds who are always underbidding me -- must have seen the same movie, because they are wise to my ways. I try to buddy up to them at all the envelope conventions, but they aren't having any.
How can you rat-a-tat-tat them if they always keep their distance?
So, I make it my business to concentrate on the first part of Michael's homily, and stay close, very close, to my friends.
When Ingemar Johanson fought Floyd Patterson for the heavyweight title in Miami four thousand years ago, I was still wet behind the ears and the only guy at ringside without a six dollar cigar in my mouth and a blonde on my arm. I took a machine supplier, so I could be the first kid on my block to get my hands on their new high speed envelope machine.
I also took care of my buyers. I entertained. I gifted. I schmoozed. I laughed in all the right places.
There are lots of reasons why. When the buyer likes you:
* If you mess up, and I do occasionally, as do we all, you have a deposit of goodwill to draw against. You will get a second chance.
* When your buyer's company has some big new policy change, the buyer will try to find some way to keep on doing business with you even though he has to cove...