Find the Key Man and Close Before Combat

“The guessing, however, was based on the failure of the observers to discern the one critical detail common to any major Desmarais deal — the key man. In any major takeover or deal Desmarais had made to date, whether it was on the Sudbury-Copper Cliff bus run, or the Power acquisition, Desmarais had always targeted and dealt with a key man, the one who had the authority not only to make decisions, but also to negotiate deals.”

“His only problem was with the key man in the scenario — the mayor of Sudbury. Targeting the key man has always been a Des¬ marais strategy: he finds the person who has a vested interest in helping him get what he wants. The mayor was not one of those people, and Desmarais finally had to call it quits on Sudbury and make another characteristic move — a quick, clean break, with no recourse to arbitration, conciliation or outside interference.”