Page 115 - The Way to the Top

Jerry JONES

Owner and General Manager of Dallas Cowboys Football Club

My father, Pat Jones, who was blessed with more natural business instincts
than any man I have ever known, gave me three very important guidelines.

1. As a young person, hang out with older people. It is important to

associate with older people who have a track record of accomplishment in
their professional careers. Interaction with those people allows you to
benefit and grow from their knowledge, experience, and wisdom. Never
pass up an opportunity to develop relationships with those who have gone
before you and achieved, in any field. Ask questions of them and learn to

be a good listener.

2. Philosophically, have a big front door and a small back door. This
involves bringing a lot of opportunities for revenue and growth into your
operation, while allowing a very small number of those prospects to go

unexplored. It is an attitude of being open and available to aggressively
pursue and develop as many opportunities as you can. You reel in your fish
nets, but you don’t let much leave the boat.

The small back door also relates to having key managers who are
capable of performing multiple tasks. Have a small number of talented

people. Develop them. Take care of them. Allow them to produce and
grow. Then hold on to them and don’t let them leave. If you do retain large
numbers of employees, it is important to do so in the areas that involve

creating revenue.

3. Sometime the greatest runs in football are the ones that just get
you back to the line of scrimmage. Many times an individual is very
successful if he or she is consistently capable of being able to stay in the