Foreword  xi

Part 1 -- Networking  1

No Chance Meetings  5
Everybody Knows  9
It's Not What You Know  13
The Boys in the Back Room  17
Holding the Course  20
Everyone Loves a Party  23
Willie Sutton Had It Right  28

Part 2 -- Risk-Taking  31

Anything Worth Doing is Worth Doing Poorly  35
Reaching for the Moon  39
The Wisdom from Fear  43
Our Son of a Bitch  48
Don't Kill My Mule  51
Roll with the Punches  53
Twenty Years' Experience  56

Part 3 -- Fund-Raising  61

The World's Best Salesman  66
Father Knows Best  71
He Leadeth Me Into Green Pastures  74
Force Fit  76
Banker's Choice  79
The Vested-Interest Ploy  82
The Honey Do Gambit  86
Raising Money  89
Stop Tooting Your Horn  98
The Amen Corner  100

Part 4 -- Problem-Solving

Sell' Em What They Want  108
Napoleon's Tomb  112
The Million-Dollar Dog  114
Less Can Be More  118
Leave Well Enough Alone  120
The Creative Problem Solving Institute  124
Start at the End  128
Follow the Leader  130
In the Buff: A Trilogy  133
Up Front Versus the Bottom Line  141
May I Have Another, Please? 145

Appendix I: Decoding the Résumé  149

Appendix II: R. Philip Hanes: Curriculum Vitae  160

Afterword  170

A Shaggy Dog Tale  177

Index  179