Rauschenberg

Strategic Concepts & Mechanics

Signature MoveCalm as a Weapon at the Negotiation Table

Signature MoveCollect Relationships Like Intelligence Assets

Signature MoveGifts That Outlast the Commission Check

Identity & CultureConsensus Hiring, Two Promotes Per Import

Cornerstone MovePackage the Elements, Then Force the Bid

Identity & CultureMailroom Encyclopedia Before Anyone Else Wakes

Competitive AdvantageBe the Outlier in a Multiplayer Contest

Operating PrincipleTreat Every Client as a Corporation

Signature MoveThousand Letters a Year, Zero Left Unanswered

Cornerstone MoveNo Fee Letter, Just Trust—Then Name Your Price

Decision FrameworkNever Promise a Name You Can't Deliver

Cornerstone MoveOrchestrate the Room Before Anyone Sits Down

Signature MoveCars in the Garage Before Dawn

Risk DoctrineNo Written Contracts, No Anniversary to Leave

Relationship LeverageThe Ten-Minute Watch on the Desk

Strategic PatternMirror Their Culture, Not Yours

Primary Evidence

"Our focus on first impressions won us many new clients before we’d uttered a word. When Dave and Peter Lassally pulled into CAA’s underground garage that August, one of our five parking “concierges” welcomed them by name. Dave and Peter then walked to the elevator through a gallery of vibrant prints—Johns, Stella, Close, Rauschenberg. I’d chosen those pieces to compel attention and announce our values. When I gave visitors a tour, I’d stop by the prints and talk with actors about composition and mood, with directors about the power of the images, and with execs about being well rounded and having a life outside the business. The art works were secretly my favorite feature of the building because they always made me pause, made me feel something, made me remember the person I kept hoping to become—a man very different from the personage Dave and Peter had come to see."

Source:Who Is Michael Ovitz?

"Johns, Lichtenstein, Rauschenberg, and Claes Oldenburg."

Source:Who Is Michael Ovitz?

Appears In Volumes

Who Is Michael Ovitz?