Partnership Through Shared Experience

“McCaw did, but there was never enough cash to buy all that he wanted. He was always wooing lenders or others with deep pockets. McCaw often had to start by imparting his vision of cellular: it was not a toy but a revolution. He would take people away from New York, where cellular service was awful because of inadequate systems, to another city, where it worked. McCaw would invite bankers to briefings on cellular long before approaching them for a loan. He wanted to work "the puppy effect": put a cellular phone in their hands and watch them call home from a car. They'll fall in love, like kids in the pet shop.”

“McCaw also knew that playtime moves minds. To build relation- ships with lenders, McCaw would invite them on river-rafting trips in Oregon. Chief Financial Officer Rufus Lumry helped with the planning for these outings, fussing over each participant's preferences. If someone preferred Evian to Perrier, Evian it was. The spectacular Rogue River provided the entertainment. After a few hours, friendly splashes turned into roaring water fights under the sun, and men with loan portfolios felt like boys again. Word got around about the ultimate squirt gun fight that was settled when McCaw's team called in a helicopter—equipped with a water cannon. The days would end with hamburgers around the campfire and a little business talk.”