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An inside look at what makes a successful financial services company
Irv Rothman may not have considered a career in the financial services early on, but he ended up in leadership positions at AT&T, Compaq and, for over a decade, Hewlett-Packard. His consistent record of success and insider perspective make him the perfect guide to the art of building and growing a financial services company, and in Out-Executing the Competition he shares his remarkable story and years of experience, giving readers a glimpse into his numerous accomplishments and providing takeaways they can apply to their own companies, whatever the industry.
An engaging and lively account of Rothman's career focusing on his work at financial services companies during some of the most economically challenging periods of the past thirty years, the book explores the methods and tactics he used to help his companies not only weather financial uncertainty, but to thrive.
- Tells the story of financial services company expert Irv Rothman, in his own words
- Includes invaluable insights into how to build a financial services company that can survive and thrive in even the toughest economic climate
- Helps readers working at financial services companies and in other industries to construct solid businesses that can outperform their competition
Part biography, part how-to guide, Out-Executing the Competition is the ultimate inside look at building a financial services company that's sure to succeed.
- Sales Rank: #1608194 in eBooks
- Published on: 2012-06-19
- Released on: 2012-06-19
- Format: Kindle eBook
From the Inside Flap
Irv Rothman knows a thing or two about the financial services industry. As President and CEO of HP Financial Services, he oversees a multibillion-dollar global operation with over 1,200 employees. In Out-Executing the Competition, Rothman explains how he got to where he is now and what he's learned along the way, revealing exactly what it takes to successfully build and grow a financial services company—no matter what the economic climate.
Part autobiography, part how-to guide, this book takes you behind the scenes of Rothman's remarkable experiences leading some of the most important—and profitable—financial services businesses in recent memory. With over forty years on the front lines, Rothman has seen firsthand what makes a great leader, and in Out-Executing the Competition, he explains how the lessons he's learned—an unwavering commitment to core principles coupled with open-minded adaptability and a passion for innovation—have informed his career.
A captivating look at how remaining true to your values despite the challenges of social and corporate change is essential for success. The book is filled with invaluable learnings on leadership techniques Rothman has used to help companies not only survive financial uncertainty, but to thrive in any economy.
Lively and accessible, the book paints a fascinating picture of what makes a profitable and stable financial services company. From AT&T Capital Corporation—then the second largest captive leasing company in the country—to Compaq Financial Services, which he grew into a $3.7 billion business, and, of course, HP, Rothman's incredible track record and insider perspective make him the ultimate authority on the secrets to succeeding in the financial services industry. Now, in Out-Executing the Competition, he shares what he's learned so that you can improve your own company, whatever the industry.
From the Back Cover
Praise for Out-Executing the Competition, Building and Growing a Financial Services Company in Any Economy
"'You can't sell from an empty wagon.' Irv Rothman fills his wagon, personally and professionally, for his (and our) stunning success. He proves, while giving data its due, judgment is the glue. Hide this book from the competition."
—Jack R. Harrison, Pulitzer Prize–winning writer and retired vice president, New York Times Company
"In this autobiographical book, Irv Rothman provides a set of simple, yet highly effective practices that leaders can use to successfully navigate their firms in these turbulent times."
—Das Narayandas, James J. Hill Professor of Business Administration, Harvard Business School
"Irv Rothman and I have been business associates and good friends for over twenty-five years—I thought I knew the man well. But, through Irv's book, I learned a lot more about him, including his exceptional organizational, motivational, and negotiating expertise. This is a must-read for those wishing to greatly enhance their management skills and techniques."
—Larry Prendergast, former VP and treasurer, AT&T Inc.
"Irv blends a delightful mix of moxie, observation, and a quest for self-improvement in a fast-paced, yet engrossing tale of business success and leadership. His entertaining prose style is perfectly reflective of his management style—bold, confident, and one of a kind. Wonderfully anecdotal, there is much to be gleaned from this compendium of experiences by a down-to-earth CEO who has outperformed over an exemplary career in finance."
—Robert H. Clymer III, Managing Director, Berenson & Company, Inc.
"Through his own life experiences and his perspective as a successful CEO during 'boom and bust,' Rothman provides an enjoyable tutorial on hard-nosed, results-oriented leadership and management in the highly competitive world of equipment finance."
—William G. "Woody" Sutton, CAE, President and CEO, Equipment Leasing and Finance Association
"In a style that is uniquely his own, Irv Rothman reminds us of the time-tested keys to success, including hard work, that leaders should incorporate into their approach even today."
—Wayne Robinson, former managing director, Wachovia Capital Finance
About the Author
Irv Rothman is President and CEO of HP Financial Services, a wholly owned subsidiary of Hewlett-Packard Company, where he is responsible for the worldwide delivery of customized leasing, financing, and financial asset management solutions that simplify customers' IT life-cycle management and reduce their total cost of ownership. Prior to joining HP, Rothman was president and CEO of Compaq Financial Services Corporation (CFS) and a group president of AT&T Capital Corporation.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Insights into What Makes a Good Leader
By John Chancellor
Out-Executing the Competition by Irv Rothman is the story of Irv Rothman's professional life and the lessons he learned along the way in a highly successful career.
In the book, Mr. Rothman tells his life story as a youngster growing up in New Jersey and then he leaves the personal side and traces his career from his first job on Wall Street to his current job as President & CEO of HP Financial Services.
While the sub-title might lead you to believe this is a how to or very detailed book, it is really more about the guiding principles that Mr. Rothman lived and worked by. "I've always believed that the key guiding characteristics are doing the right thing, using sound judgment, following instinct tempered by experience, relying on a strategic foundation, and negotiating effectively once you've chosen your path, no matter how uncertain."
Mr. Rothman was been unusually successful in each position he has held. Success does not happen by accident. So there is a lot to learn from the principles he has followed. I do not believe the principles apply just to the financial services industry. The guiding principles that made Mr. Rothman successful are universal leadership principles. If you are in senior management or aspire to be, you will gain some valuable insights into what it takes to be successful at a major multi-national company.
There were a couple of things that stood out for me. First, Mr. Rothman had a staff he could count on. He understands the need for people who can see and accept his vision and are willing to do what it takes to achieve it. He surrounded himself with people he could rely on and trust. No one builds a significant business alone. He understood the need for a team. He also understood the needs of employees at all levels. He pushed the decision making down so that the workers doing the job had ownership in the outcome. He also structured the compensation so that people at all levels were paid based on performance.
The other thing that stood out was he always had the courage of his convictions. If he believed in something, he would go to the wall for that idea.
I do not believe you will gain that much insight about specifically building a financial services company. But looking at the big picture of the lessons contained in this book, you will gain valuable insights on what it takes to be a true leader. The book contains some very valuable lessons for anyone in a leadership role or those trying to move in that direction.
The book is well written in a very conversational style. It is a breeze to read. You will come away with a much sharper image of what leadership is all about.
I was provided a review copy of this book.
1 of 1 people found the following review helpful.
How and why most (if not all) organizations get the results they are designed to produce
By Robert Morris
Years ago, I realized that out-executing the competition was a key to success. My role models for that had been Vince Lombardi and John Wooden when I coached football and basketball; later, my role models were Alfred Sloan and Jack Welch when I held a series of C-level positions. I also realized along the way the most formidable competitor is what you do and how you do it. Marshall Goldsmith expressed it well when asserting that "what you got you here won't get you there." In fact, what got you here won't even keep you here, no matter where "here" may be.
This seems to be what Irv Rothman has in mind as he reviews his own career and his efforts to achieve and then sustain continuous improvement. What he offers a hybrid: autobiography/memoir/business commentary. I think its material will be of special interest and value to those now preparing for a business career or who have only recently embarked upon one.
Roth is currently president and CEO of HP Financial Services. Previously, he was the first president and chief executive officer of Compaq Financial Services Corporation (CFS). He led CFS from its founding in 1997, growing the business to greater than $3.7 billion in total assets prior to the HP-Compaq merger. His prior positions were with U.S. Leasing International and Thomson McKinnon Securities before joining AT&T in 1985. As a group president of AT&T Capital Corporation, he helped build an organization that ultimately grew to be the second largest leasing company in the country.
I need to stress, at this point, that Roth draws upon his wide and deep experiences to provide information (context) as well as insights (lessons he learned), and counsel (how his reader can benefit from his mistakes as well as failures). Yes, as the book's subtitle promises, he explains how to "build and grow a financial services company in any economy" and much of the material will be of substantial benefit to CFOs and their direct reports. However, I think his book can also be of substantial value to executives in the C-suite in other companies, those that do not offer financial services.
These are among the dozens of business subjects and issues of special interest and value to me, also listed to indicate the scope of Rothman's coverage.
o Rothman's youth in Bayonne, NJ (Pages 13-27)
o Ben Maushardt (48-51)
o Development of AT&T Capital (57-58)
o Tom Wajnert and management shift (59-60)
o Wealth creation model (79-80)
o Recruitment for Compaq Financial Services (84-92)
o Recruitment by COMPAQ (93-94)
0 Global business: Poland (104-105, 107, 108)
o Eckhardt Pfeiffer (109-110)
o Changes at Hewlett-Packard (146-147)
o Effective communication of message (171-182)
Thirty years ago, Peter Drucker observed, "There is surely nothing quite so useless as doing with great efficiency what should not be done at all." More recently, in that same vein, Michael Porter observed, "The essence of strategy is choosing what not to do." Presumably Rothman agrees with both of them and cites dozens of examples when he had to formulate or revise strategy, decide what to do and (especially) what not to do, drive profitable growth rather than permit growth for growth's sake, and in countless other ways ensure that the given company for which he was responsible competed successfully, not only against other financial services firms but, more importantly, against its own status quo.
I am grateful to Irv Rothman for what he so generously and (yes) candidly shares in this book. I also appreciate the pleasure of his company. Perhaps one day I'll have the pleasure of his company.
0 of 0 people found the following review helpful.
Great book. Rothman tells of his success in his ...
By Kris
Great book. Rothman tells of his success in his financial service organizations and shares his secret sauce.
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