Out–Executing the Competition: Building and Growing a Financial Services Company in Any Economy

Praise for Out–Executing the Competition, Building and Growing a Financial Services Company in Any Economy

"′You can′t sell from an empty wagon.′ Irv Rothman fills his wagon, personally and professionally, for his (and our) stunning success. He proves, while giving data its due, judgment is the glue. Hide this book from the competition."
Jack R. Harrison, Pulitzer Prize winning writer and retired vice president, New York Times Company

"In this autobiographical book, Irv Rothman provides a set of simple, yet highly effective practices that leaders can use to successfully navigate their firms in these turbulent times."
Das Narayandas, James J. Hill Professor of Business Administration, Harvard Business School

"Irv Rothman and I have been business associates and good friends for over twenty–five years I thought I knew the man well. But, through Irv′s book, I learned a lot more about him, including his exceptional organizational, motivational, and negotiating expertise. This is a must–read for those wishing to greatly enhance their management skills and techniques."
Larry Prendergast, former VP and treasurer, AT&T Inc.

"Irv blends a delightful mix of moxie, observation, and a quest for self–improvement in a fast–paced, yet engrossing tale of business success and leadership. His entertaining prose style is perfectly reflective of his management style bold, confident, and one of a kind. Wonderfully anecdotal, there is much to be gleaned from this compendium of experiences by a down–to–earth CEO who has outperformed over an exemplary career in finance."
Robert H. Clymer III, Managing Director, Berenson & Company, Inc.

"Through his own life experiences and his perspective as a successful CEO during ′boom and bust,′ Rothman provides an enjoyable tutorial on hard–nosed, results–oriented leadership and management in the highly competitive world of equipment finance."
William G. "Woody" Sutton, CAE, President and CEO, Equipment Leasing and Finance Association

"In a style that is uniquely his own, Irv Rothman reminds us of the time–tested keys to success, including hard work, that leaders should incorporate into their approach even today."
Wayne Robinson, former managing director, Wachovia Capital Finance

Preface ix

Chapter 1: Craziest Idea I ve Ever Heard Let s Do It! 1

Chapter 2: Proud Son of Bayonne 13

Chapter 3: School Days, School Days . . . 29

Chapter 4: Baghdad by the Bay 41

Chapter 5: The AT&T Rollercoaster 55

Chapter 6: It s Got to Be about the Customer 71

Chapter 7: A Seat at the Head of the Table 83

Chapter 8: One Company, Worldwide 101

Chapter 9: Global Recessions: A Survivor s Manual 113

Chapter 10: We re Gonna Go for What s Behind Door Number Three 127

Chapter 11: Around the World in 180 Days 137

Chapter 12: Getting Your Fingernails Dirty 153

Chapter 13: Transforming Your Business 161

Chapter 14: Communicating the Message 171

Chapter 15: Charisma Bypass? Leadership and the High–Performing Team 183

Chapter 16: To There, From Here 199

About the Author 203

Index 205

Irv Rothman is President and CEO of HP Financial Services, a wholly owned subsidiary of Hewlett–Packard Company, where he is responsible for the worldwide delivery of customized leasing, financing, and financial asset management solutions that simplify customers′ IT life–cycle management and reduce their total cost of ownership. Prior to joining HP, Rothman was president and CEO of Compaq Financial Services Corporation (CFS) and a group president of AT&T Capital Corporation.