Research the Person Before the Deal

“What would later become vintage Ross was already in place: always coming to a meeting well prepared, which for him meant researching not only all angles of the business deal but also the personality of the principal, and trying at the outset to strike a personal chord—surprisingly personal, if possible, one that might set the other person slightly offbalance, albeit in a pleasant way. (“You’re going to see Joe Albritton? Walk in, and say, ‘How’s Cut ‘n Shoot?’ ” Ross would urge me. “That’ll really get him!”