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Networking Serves Tennis Champion Well

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Networking Serves Tennis Champion Well F16 Saturday, August13, 2011 YOUR CAREER THE PRESS, Christchurch Networking serves tennis champion well Thomas Heath 1970s, he went on to become one of aspect of achieving business He persuaded a member of the the biggest sports agents of his success, is to create opportunities To this day, I know that if I had a reputation for being greedy or less than honest, wealthy French Dreyfus family to onald Dell’s resume time. to get to know people out of the write him a seven-figure cheque, reads as though it were At its height, ProServ had 300 office, out of the normal Robert [Dreyfus] wouldn’t have written me that cheque. which put ProServ back on a firm written for a novel: employees and 12 offices and parameters of the business ‘ Donald Dell financial footing. ‘‘Washington tennis represented about 250 athletes relationship, and outside mutual Tennis and sports agent ‘‘To this day, I know that if I phenomenon, student who grossed the firm more than comfort zones’’. had a reputation for being greedy Dat the elite Landon School, Yale $15 million (NZ$17.9m) a year. Dell or less than honest, Robert and University of Virginia law eventually sold ProServ for $25m, Make friends of the late Sargent Shriver, the Years later, during a visit to the Don’t keep score [Dreyfus] wouldn’t have written school, friend of the Shrivers and then bought back parts of it, only Democratic candidate for vice- offices of American Express, chief me that cheque.’’ Kennedys, political operative, to sell it again to Lagardere their friends president in 1972. executive Ken Chenault greeted Dell’s client and close friend world traveller, undefeated Unlimited, where he now serves Dell met FedEx founder Fred Shriver called Dell to ask him Dell with: ‘‘The sleeping giant has Arthur Ashe discovered a tennis Do good works captain of the US Davis Cup team as group president in charge of TV Smith through a friend who had to coach Shriver’s son, Bobby, in awakened!’’ Chenault was the star in Cameroon named Yannick (that’s more tennis), and a deals, events and tennis. owned the Memphis Racquet Club tennis. Later, during a visit to the young executive. Noah and asked Dell to help him. Dell founded the Legg Mason revolutionary sports agent who Dell’s life underscores the in Tennessee, where FedEx is family compound in Hyannisport, Dell made a phone call that led Tennis Classic, one of the top 20 represented legends such as importance of networking, which headquartered. Dell, then a lawyer at Hogan & Do your homework to all-expenses-paid training and tennis tournaments in the world, Arthur Ashe, Stan Smith and I once considered a dirty word. Dell, who was ranked as the top Hartson, asked Shriver whether education for Noah, who went on and gave it to the Washington Jimmy Connors’’. Herewith is some advice from tennis doubles player in the he could take him up on a job offer After losing out to another to win the 1983 French Open. Tennis and Education After his tennis years, Dell Dell and from his book, Never United States for 1961 and 1962, Dell had refused a few years agent for the chance to represent Noah returned the favour years Foundation. didn’t burn out and loaf around Make the First Offer, regarding the played a doubles match with earlier. ‘‘His exact words were, University of Virginia star Ralph later, when Noah’s son, Joakim, The tournament has raised $15 country clubs. secrets of networking: Smith and two others. ‘Yes, sure.’ I became his special Sampson, Dell learned an asked Dell to represent him for his million for children over the He used those skills to build a They became friends, and Dell assistant, and he became my important lesson. NBA career. years. network, which, in turn, created Make friends later represented FedEx in its $205 mentor for life,’’ Dell says. ‘‘I spent a year recruiting In return, the tournament has business and social opportunities million naming-rights deal with Sampson’s coach, Terry Holland. Do good work generated handsome returns for that have sustained his success Dell uses Under Armour the Washington Redskins. Give advice (carefully) My competitor spent the year Dell’s company. over his 72 years. founder Kevin Plank as an recruiting the mother,’’ Dell said. Garrison Keillor often tells this ‘‘Charities are definitely a ‘‘I’ve had an amazing, example of someone who has Find mentors Dell once told a young execu- ‘‘Later, I found out to my story on his National Public Radio networking opportunity, but it is wonderful life,’’ said Dell, who has ‘‘worked at every relationship’’. tive at American Express that his chagrin that the mother, not show: Dell’s company hit a important to get involved with lived on a farm since 1972. ‘‘What Kevin has done, and Dell had two big mentors in his company was a ‘‘sleeping giant’’ Ralph, was the decision maker. I financial crisis in 1996 and he charities you feel strongly about,’’ After founding ProServ in the what I think is the most basic life: tennis great Jack Kramer and that ‘‘has got too old and too fat’’. thought it would be a layup.’’ needed an urgent influx of money. Dell says. 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