Red Glory. Manchester United and Me, by Martin Edwards

February 7, 2018

Red Glory. Manchester United and Me, by Martin Edwards

Book Review

I learned about this autobiographic story late last year  through an event organised through Simply Books of Bramhall. For personal reasons, I went along to meet the author. It had been nearly thirty years since we had last met. We had both attended a dinner at Manchester Business School. The main guest of the evening was Harold Wilson, the former Prime Minister who was a life-long Huddersfield Town supporter. We both vaguely remembered the event.
In Red Glory, Martin Edwards writes as a former chairman of Manchester United Football Club over the golden period of the club’s sporting success. As Peter Schmeichel put it in his foreword to the book, it was the period when United ‘became the biggest and best club on the planet’.
The book covers ground much of which will be familiar to MUFC fans, as legendary in this footballing city. I already knew how Matt Busby escaped death in the Munich air disaster to go on and rebuild the broken team. But nuggets in the book are new. I did not know, for example, that Sir Matt was later granted rights to what became the famed Superstore at Old Trafford. Edward estimates Busby’s assets from these arrangements amounted to a hundred million pounds market value by 1998.

One anecdote describes the negotiation between the young Chairman of Manchester United and the chairman of Leeds United. The style was firm, but not blustering. Schmeichel confirms it matches Edwards’ typical approach to dealing with negotiations.  I like it as a counter illustration to the mythology of deal-making according to Donald Trump.

Without doubt, the book will appeal to fans and historians of Manchester United Football Club. I have no hesitation in recommending it to students of football for insights into how a seriously competent leader thanks and acts, written in such a readable fashion.

Acknowledgement: To Simply Books, for organising the book-signing event, and providing the image. [Your Editor is the somewhat shorter figure on the left.]

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Don’t lose that deal over lunch

February 13, 2017

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In this Trumpian era, it is important to understand deal-making. I pass on a hint to deal-makers.  Don’t lose the deal you almost won in the morning, by something you do over lunch.

I write, not as a great deal-maker, but as a student of those who claim to be. My case-example goes back some years to a time when executives would swap leadership stories in workshops encouraging the sharing of their experiences.

In one of the workshops, I came across the account of an international deal that had been moving to a satisfactory conclusion. The tale-teller came from a UK international organization. The deal was in a country with a very different culture. Negotiations were made with simultaneous translations on each side.

The technical details of the deal were surprisingly easy to wrap-up. Most had been agreed through professional teams working in advance of the meeting of the corporate leaders. Having reached the point at which a decision to go ahead seemed certain, the final morning meeting broke up for lunch. A celebratory mood prevailed.

The senior British figures were driven to a top dining place in the country for lunch. “They spoke in a few words of English,” the British manager told us “We had been briefed that it was vital to keep up with them in the drinks and the toasts. Unfortunately, the booze got to us more than it did to them. Worse, their broken English was a sham.  At least one understood every word we said about them, our real thoughts about them, not the censored versions they had been hearing before. You could say we won the contract in the morning, and lost it over lunch.”

Please take from my story what you will. As we are learning from events in America and around the world, this is a time when we all have to learn the art of the deal.

The case may also apply to those political figures setting out on Brexit negotiations.