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

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  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2009-11-23
  • Publisher: Wiley
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The father of pension fund management shares essential lessons to building a businessAs the world's leading pension fund consultant, George Russell's advice has been sought by many of America's largest corporations. A pioneer in this business since the late 1960s, Russell has seen a lot. Now, he shares his experiences in this field with you, and provides valuable insights into what it takes to succeed in business today.Broken down into ten chapters, Success by Ten describes significant moments in the origins and development of pension fund consulting and the institutional investment industry. This history is intertwined with Russell's own personal story and the innovations that his company introduced to the industry. Author George Russell is well known to many throughout the investment industry as the first pension fund consultant Each chapter represents a business lesson that Russell has learned during his career Outlines a people-centric approach to building a successful corporate cultureTaken together, the innovations outlined throughout these pages spurred the professionalization of pension fund management, with the potential benefit of improving financial security for everyone who is investing for retirement. In Success By Ten, Russell discusses the development of these innovations and reveals how you can apply them to build a better business.

Author Biography

George F. Russell Jr. pioneered the business of pension fund consulting in the late 1960s and was named in 1993 as one of the four most influential people in the world of institutional investing. He is the creator of the Russell 2000 Index and the visionary behind Frank Russell Company, one of the world's leading investment management and advisory firms, with offices in financial centers worldwide. George Russell received the Lillywhite Award from the Employee Benefits Research Council for outstanding lifetime contributions to enhancing Americans' economic security in 1998, the CFA Institute's Thomas L. Hansberger Leadership in Global Investing Award in 2008, and the Woodrow Wilson Award for Public Service in 2009.

Michael Sheldon worked at Frank Russell Company from 1993 to 1999, writing marketing materials and helping George Russell draft articles and client communications. He cofounded XMedia Communications in 1999 to provide marketing, copywriting, creative content, and strategy to a diverse clientele.

Table of Contents

Acknowledgmentp. xi
Introductionp. xiii
Non-Negotiable Integrityp. 1
Building Characterp. 2
Reach for the Summitp. 4
Our Business is Based on Trustp. 6
Integrity is More Important than the Bottom Linep. 9
Do the Right Thingp. 9
Integrity Cannot Be Negotiablep. 11
Persistence, Patience, and Cold Callsp. 13
Early Days at Frank Russell Companyp. 14
Building a Retail Sales Operationp. 15
Harvard to the Rescuep. 17
The Cold Callp. 20
Paul Kaltinick's Perspectivep. 22
A Unique Selling Propositionp. 23
Evolving the Business Modelp. 24
Compensationp. 25
Top 40 Hits: 1970-1974p. 27
Minimal Debt; Reinvestp. 28
Notesp. 29
Hire People Smarter Than You Arep. 31
The Need for Innovation in Pension Fund Managementp. 32
Peter Dietz and His Method of Performance Measurementp. 33
Helane Grill, Madelyn Smith, and Joan Sobba-The Three Musketeers of Manager Researchp. 36
Creating a Universep. 39
A New Process for a New Industryp. 40
Madelyn Smith Shows Her Stylep. 42
Russ Fogler-Pioneer of Asset Allocationp. 43
Duncan Smith Asks the Tough Questions-and Answers Themp. 46
Don Ezra Defines the Right Way to Be a Fiduciaryp. 49
The Best Investment I Ever Madep. 52
Notesp. 53
Be Creativep. 55
The Treasurer's Club: They're Not Laughing Anymorep. 55
Blake Eagle Puts Real Estate on the Mapp. 57
London Callingp. 60
Our Battle to Exceed Client Expectationsp. 62
A Funny Thing Happened on May 1,1980p. 63
The Only Difference is the Zerosp. 64
Making It Flyp. 65
FRTC's All-Starsp. 67
From Wall Street to Main Streetp. 70
Concentric Circlesp. 73
Work Hardp. 77
Setting the Tonep. 78
The 120 Percent Peoplep. 81
Work is Only a Means to an Endp. 83
Incentives that Workedp. 85
Growth and Changep. 88
Share Creditp. 93
Getting Rid of Titlesp. 93
Stars of the Investment Industryp. 94
The A Teamp. 95
Our Biggest Mistakep. 98
Plenty to Celebratep. 100
Sharing Credit-Globallyp. 104
Sharing Ownershipp. 105
Recognize Luckp. 109
Are You a Decision Maker?p. 111
The Decision Factoryp. 112
Decision Triggersp. 114
Kelly Haughton Builds a Better Benchmarkp. 116
GM Starts with a Clean Slatep. 118
Crossing the Thresholdp. 118
Testing the Conceptp. 120
How Much is Luck and How Much is Skill?p. 122
A Grammatical Postscriptp. 124
Notep. 125
Plan Transitionsp. 127
Hire and Train Your Replacementp. 128
The Apprenticeship of Michael Phillipsp. 131
Mike Takes the Helmp. 133
Continuity of Culturep. 135
Selling the Companyp. 137
Closing the Deal-Complementary Skillsp. 139
Moving Forwardp. 140
Take Risksp. 143
New Opportunitiesp. 143
The inspiration of John Mrozp. 145
The Opportunity of a Lifetimep. 146
Access Mattersp. 148
Russell's Venture in Alternative Investingp. 150
Asset Allocation is Rocket Sciencep. 152
The Final Frontier?p. 154
Have Funp. 159
Fun in the Himalayasp. 160
The Russell Sabbatical Programp. 161
Fun at Workp. 163
Transition to Philanthropyp. 166
New Adventures: Russian Puppets and Nuclear Wastep. 167
EastWest Institutep. 169
The National Bureau of Asian Researchp. 170
The Pacific Health Summitp. 171
The Business Humanitarian Forump. 173
One Nation Brings Together Americans of Different Faithsp. 175
A Child's Rightp. 176
Notep. 177
About the Authorsp. 179
Indexp. 181
Table of Contents provided by Ingram. All Rights Reserved.

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