Page 111 - The Way to the Top

Bradley S. JACOBS

Chairman and CEO of United Rentals, Inc.

Ludwig Jesselson, chairman of Philipp Brothers, which later merged with
Salomon Brothers, gave me a lot of helpful words of wisdom during my
early years in business. Although he died in 1993, Mr. Jesselson’s words

still serve me well, and I think they would be of use to anyone in business.

1. Don’t try to convince anyone of anything. Instead, find something of
which you’re really convinced. If you believe deeply in something, your
enthusiasm will be contagious.

2. Find your spiritual center—whatever that means for you—and don’t

lose it.

3. When someone you trust betrays you, don’t seek revenge, and don’t
wish that person ill. Adopt a detached state of mind and just consider him
gone from your life.

4. Understanding what drives another person—what wakes him up in the

morning, what he’s after in life—is critical to forming a mutually
productive relationship. You have to understand the needs and goals of
your partner before you can fulfill them.

5. Be discreet. Indiscretion sends all the wrong signals and lets others
know that you can’t be trusted. Someone who knows that he can count on

you is more likely to do business with you.

6. Build and maintain a good reputation. Ultimately, business is about
trust. If you want to be in the game for the long term, what people think
and say about you matters a lot. This is particularly true when people