Success By Ten: George Russell's Top Ten Elements to Building a Billion-Dollar Business

Acknowledgment xi

Introduction xiii

Chapter 1 Non-Negotiable Integrity 1

Building Character 2

Reach for the Summit 4

Our Business is Based on Trust 6

Integrity is More Important than the Bottom Line 9

Do the Right Thing 9

Integrity Cannot Be Negotiable 11

Chapter 2 Persistence, Patience, and Cold Calls 13

Early Days at Frank Russell Company 14

Building a Retail Sales Operation 15

Harvard to the Rescue 17

The Cold Call 20

Paul Kaltinick’s Perspective 22

A Unique Selling Proposition 23

Evolving the Business Model 24

Compensation 25

Top 40 Hits: 1970–1974 27

Minimal Debt; Reinvest 28

Notes 29

Chapter 3 Hire People Smarter Than You Are 31

The Need for Innovation in Pension Fund Management 32

Peter Dietz and His Method of Performance Measurement 33

Helane Grill, Madelyn Smith, and Joan Sobba—The Three Musketeers of Manager Research 36

Creating a Universe 39

A New Process for a New Industry 40

Madelyn Smith Shows Her Style 42

Russ Fogler—Pioneer of Asset Allocation 43

Duncan Smith Asks the Tough Questions—and Answers Them 46

Don Ezra Defines the Right Way to Be a Fiduciary 49

The Best Investment I Ever Made 52

Notes 53

Chapter 4 Be Creative 55

The Treasurer’s Club: They’re Not Laughing Anymore 55

Blake Eagle Puts Real Estate on the Map 57

London Calling 60

Our Battle to Exceed Client Expectations 62

A Funny Thing Happened on May 1, 1980 63

The Only Difference is the Zeros 64

Making It Fly 65

FRTC’s All-Stars 67

From Wall Street to Main Street 70

Concentric Circles 73

Chapter 5 Work Hard 77

Setting the Tone 78

The 120 Percent People 81

Work is Only a Means to an End 83

Incentives that Worked 85

Growth and Change 88

Chapter 6 Share Credit 93

Getting Rid of Titles 93

Stars of the Investment Industry 94

The A Team 95

Our Biggest Mistake 98

Plenty to Celebrate 100

Sharing Credit—Globally 104

Sharing Ownership 105

Chapter 7 Recognize Luck 109

Are You a Decision Maker? 111

The Decision Factory 112

Decision Triggers 114

Kelly Haughton Builds a Better Benchmark 116

GM Starts with a Clean Slate 118

Crossing the Threshold 118

Testing the Concept 120

How Much is Luck and How Much is Skill? 122

A Grammatical Postscript 124

Note 125

Chapter 8 Plan Transitions 127

Hire and Train Your Replacement 128

The Apprenticeship of Michael Phillips 131

Mike Takes the Helm 133

Continuity of Culture 135

Selling the Company 137

Closing the Deal—Complementary Skills 139

Moving Forward 140

Chapter 9 Take Risks 143

New Opportunities 143

The Inspiration of John Mroz 145

The Opportunity of a Lifetime 146

Access Matters 148

Russell’s Venture in Alternative Investing 150

Asset Allocation is Rocket Science 152

The Final Frontier? 154

Chapter 10 Have Fun 159

Fun in the Himalayas 160

The Russell Sabbatical Program 161

Fun at Work 163

Transition to Philanthropy 166

New Adventures: Russian Puppets and Nuclear Waste 167

EastWest Institute 169

The National Bureau of Asian Research 170

The Pacific Health Summit 171

The Business Humanitarian Forum 173

One Nation Brings Together Americans of Different Faiths 175

A Child’s Right 176

Note 177

About the Authors 179

Index 181