Out-Executing the Competition

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.

Preface ix

Chapter 1: Craziest Idea I’ve Ever Heard—Let’s Do It! 1

Chapter 2: Proud Son of Bayonne 13

Chapter 3: School Days, School Days . . . 29

Chapter 4: Baghdad by the Bay 41

Chapter 5: The AT&T Rollercoaster 55

Chapter 6: It’s Got to Be about the Customer 71

Chapter 7: A Seat at the Head of the Table 83

Chapter 8: One Company, Worldwide 101

Chapter 9: Global Recessions: A Survivor’s Manual 113

Chapter 10: We’re Gonna Go for What’s Behind Door Number Three 127

Chapter 11: Around the World in 180 Days 137

Chapter 12: Getting Your Fingernails Dirty 153

Chapter 13: Transforming Your Business 161

Chapter 14: Communicating the Message 171

Chapter 15: Charisma Bypass? Leadership and the High-Performing Team 183

Chapter 16: To There, From Here 199

About the Author 203

Index 205

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.

OUT-EXECUTING THE COMPETITION
Building and Growing a Financial Services Company in Any Economy

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.