The Street Smart MBA 10 proven strategies for driving business succe
Business schools have long enticed students into their MBA programs with the promise that, after a short stint spent studying the ins and outs of the business world, they will be able to step right into the upper echelons of management or launch a busines
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Contents About the Authors������������������������������������������������������������������������������������������vii Introduction����������������������������������������������������������������������������������������������������� ix Summary of Summaries������������������������������������������������������������������������������� xv Chapter 1: Step 1: Build a Superb Brand������������������������������������������������������������������������ 1 Chapter 2: Step 2: Grow and Tap Your Network������������������������������������������������������� 23 Chapter 3: Step 3: Develop Products Customers Love�������������������������������������������� 37 Chapter 4: Step 4: Sell Your Products and Services Cost Effectively��������������������� 57 Chapter 5: Step 5: Control Your Costs and Increase Your Productivity��������������� 97 Chapter 6: Step 6: Take Charge������������������������������������������������������������������������������������113 Chapter 7: Recruit, Motivate, and Retain a Superior Workforce�������������������������143 Chapter 8: Deal with Customer Complaints Head-On������������������������������������������167 Chapter 9: Manage Yourself�������������������������������������������������������������������������������������������181 Chapter 10: Become a Better Negotiator��������������������������������������������������������������������197 Index�����������������������������������������������������������������������������������������������������������������������������������������213
Introduction When I was eight years old, my family and I moved from a tenement that we shared with extended family members to a low-income housing project in the Lower East Side of New York City. To give you a sense of the place, every day I came home I had to make a potential life or death decision: how to get to my family’s apartment on the twelfth floor. The problem with taking the elevator was that you never knew which drug addict, robber, or homicidal maniac was going to jump on at the last minute, giving you no chance of escape. I could take the stairs and have a better chance of escape, but I would still have to run the gauntlet of homeless people, cat-sized rats, heroin addicts, and assorted violent criminals to get home. Let me give more of a flavor. One day when I was 11 or 12 years old, I was mugged at knifepoint. I handed over all my money and the muggers left. Being mugged was such a common occurrence in my neighborhood that I did not even bother to tell my parents. I resolved early on in my life that I was going to work hard not only to escape the poverty of my childhood but later to be able to offer my own kids a better life than I had growing up. I wanted to control my own destiny and that of my family, so I left the projects and went to law school. After a few years spent working for other lawyers, I decided that the best way for me to succeed was to start and run my own law firm. Then, while I was still running my law firm, I resolved to diversify my income and do something different, so I started
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