Deaver Brown
AUTHOR

Deaver Brown

Deaver graduated with a Magna in History from Harvard College, with his senior thesis being, "Civilizing the Machine: Civil War to 1900." He went on to Harvard Business School (HBS) and concentrated on marketing and operations. "Marketing is how you catch the bear; operations is how you skin him and determine whether you profit or not," says Deaver. One of his favorite quotes is Thorstein Veblen, "The more useless the activity the more it is highly regarded."

Deaver is a serial entrepreneur who has been up, down, and sideways. "This is what makes me a good teacher, writer, and talker. I am a minor league entrepreneur who had some successes, but failures and so/so's too. The great coaches are like that, such as Bill Belichick and Phil Jackson. They can relate to the more average among us because we are too."

His ups included the Umbroller Stroller company sold to Graco and on to Rubbermaid/Newell; refocusing American Power Conversion (APCC) from solar inverters to UPS's for the growing PC business in the 80s and 90s; helping sell Peterson to Cosco, Cosco to an LBO, and Cosco to Doral; and Pride Retail Systems to Compaq and on to HP. He did not succeed with the PumpQuick no pressure fire extinguisher, CD Titles, or Simply Media. He did so/so with Apollo, General Sound, and Westboro, selling them to larger companies.

He wrote his first book, The Entrepreneur's Guide, published by Macmillan and Ballantine in mass market paperback, after selling his interests in the Umbroller Stroller company. Deaver said, "The biggest issue is one's temperament. The more you hire people the more you realize that temperament determines so much. Technical and can do skills are relatively easy to assess. It is the will do skills that are so hard. Temperament is key to 'will do.' He lists 8 core traits to assess in yourself in the book." Deaver, "My favorite letters and emails say, 'I wasted my money; I wasn't fit to be an entrepreneur.' I always write back, 'That is my intention--to save you from it if it doesn't suit. The thank you letters are wonderful.'"

Next he emphasizes the core 4 skills. Deaver, "Most books emphasize markets, financing, and such things. I emphasize the key 4: Sales, Making, Delivering; and getting Paid. Do those 4 right, and everything else is straightforward."

Lessons learned could fill a book--and do! One of his favorite projects was an HBS Case, now widely distributed along with an accompanying video, "Deaver Brown & Cross River." He co wrote this with Professor Amar Bhide at HBS, now at Columbia, on having 10 minutes to sell Kmart, the Walmart of its day, and Macy's. Deaver, "Most students say it is the best case of the year. They learn you either sell something or you don't. As I tell them, most of you won't be selling product or services, but be in the financial area. But think, 'Can this person go into the pit, as in this case, and close the deal. More importantly, can they be tossed out, and come back?'" Only former IBM salespeople closed Deaver when he was in the class acting as a buyer. They were cool, calm, collected, focused, and listened. They also gave the buyer what the buyer needed, not what the salesperson wanted.

Deaver Commented, "Amar asks for volunteers and often has a tough time getting them. When my cofounder at Umbroller, and old friend Alex Levitch came to class to observe, he said it best, 'If you don't want to volunteer, leave the class. If you don't want to pitch, you'll never make it. If you worry what others think, you'll never make it.' Perfect advice."

Deaver said he recommended students in their careers as investors recalling who could pitch or couldn't, and thinking about how a prospective candidate would do in that situation--based on his experience with his Harvard tutor, Neil Harris, later Chairman of the History Department at University of Chicago. "Neil would read my work out loud and lift an eyebrow at the appropriate moments. I always think about that eyebrow when reading my own work."

"Also, Neil was the poster boy for learning. He invited me to one of his lectures when he used my material to bolster his analysis. He winked at me when doing so. Neil was always learning, as we all should."

"Commencement is the beginning not the end of learning. I read 80 books per year which the Kindle makes so much easier and less expensive, not to speak of Amazon's audible.com that does so for audiobooks at iTunes and Amazon. We also have them at www.discountaudiobooks.com."

"Each work has other suggestions. No one has the final answer, except the not very smart. There is always more," says Deaver.

Picture: "I am the shorter guy standing up. An impromptu gathering of friends at the 40th Reunion at HBS, for lunch at Anthony's Pier 4. Read; have fun; share with friends. The picture says it all for me and I hope for you too."

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Best Sellers

    • Commercial Driver's License

    • Pass the Test & Learn More!
    • By: Deaver Brown
    • Narrated by: Deaver Brown
    • Length: 1 hr and 15 mins
    • Unabridged
    • Overall
      4 out of 5 stars 140
    • Performance
      4 out of 5 stars 114
    • Story
      4 out of 5 stars 113

    This audio book uses a flash card system to teach new and renewing drivers what they need to know in order to pass the CDL as well as be better drivers....

    • 1 out of 5 stars
    • worthless in Texas

    • By Lindsay Jones on 04-06-17

    Regular price: $3.49

    • Immigration Naturalization Test

    • By: Deaver Brown
    • Narrated by: Deaver Brown
    • Length: 56 mins
    • Unabridged
    • Overall
      4.5 out of 5 stars 83
    • Performance
      4.5 out of 5 stars 65
    • Story
      4.5 out of 5 stars 65

    Immigration Naturalization Test covers all the questions examiners can ask you about orally in the test....

    • 5 out of 5 stars
    • Great study guide

    • By Maru on 02-02-13

    Regular price: $3.49

    • Punctuation Guide

    • 60 Minutes to Better Writing
    • By: Deaver Brown
    • Length: 45 mins
    • Unabridged
    • Overall
      3.5 out of 5 stars 75
    • Performance
      4 out of 5 stars 53
    • Story
      4 out of 5 stars 49

    The author scopes out the project to assure the listener that this is not as challenging as they may fear....

    • 4 out of 5 stars
    • A Good Review

    • By Tim on 02-04-09

    Regular price: $2.80

    • Personal Finance

    • Join the Millionaire's Club
    • By: Deaver Brown
    • Narrated by: Deaver Brown
    • Length: 1 hr and 2 mins
    • Unabridged
    • Overall
      3.5 out of 5 stars 40
    • Performance
      4 out of 5 stars 18
    • Story
      4 out of 5 stars 17

    In only 60 minutes of conversation and instruction, learn how to effectively manage your finances....

    • 3 out of 5 stars
    • Interesting

    • By Vernon on 04-19-15

    Regular price: $2.80

    • Thomas Jefferson

    • By: Thomas Jefferson
    • Narrated by: Deaver Brown
    • Length: 1 hr and 11 mins
    • Unabridged
    • Overall
      3 out of 5 stars 39
    • Performance
      3 out of 5 stars 26
    • Story
      3.5 out of 5 stars 25

    With this audio, you will learn about Thomas Jefferson through a compilation of original readings and commentary, such as the Declaration of Independence....

    • 1 out of 5 stars
    • highly disappointed

    • By John on 03-02-13

    Regular price: $2.80

    • SAT & GRE 500 Core Words

    • Core Words #2
    • By: Deaver Brown
    • Narrated by: Deaver Brown
    • Length: 50 mins
    • Unabridged
    • Overall
      3 out of 5 stars 47
    • Performance
      2.5 out of 5 stars 32
    • Story
      3 out of 5 stars 31

    This is the second in this series of Core Words. After learning the first 100, this audiobook has the core 500 words used in the SATs and GREs over the last 50 years....

    • 4 out of 5 stars
    • Excellent Selection of Words

    • By FanB14 on 07-19-12

    Regular price: $3.49

    • Declaration of Independence

    • By: Thomas Jefferson
    • Narrated by: Deaver Brown
    • Length: 1 hr and 13 mins
    • Unabridged
    • Overall
      4 out of 5 stars 46
    • Performance
      3.5 out of 5 stars 33
    • Story
      4 out of 5 stars 33

    In less than 60 minutes, you will have heard the original 1776 United States Declaration of Independence, Thomas Jefferson's account of the Declaration and much more....

    • 3 out of 5 stars
    • Very Poor Recording Quality

    • By Emily Ohern on 01-23-18

    Regular price: $2.80

    • Board of Directors

    • Responsibilities, Opportunities, and 23 Questions to Ask the CEO
    • By: Deaver Brown
    • Narrated by: Deaver Brown
    • Length: 57 mins
    • Unabridged
    • Overall
      4 out of 5 stars 40
    • Performance
      4 out of 5 stars 28
    • Story
      4 out of 5 stars 29

    What makes for a successful board of directors, and how is it accomplished? In only 60 minutes of conversation and instruction learn the answer to this question....

    • 3 out of 5 stars
    • Ssokay

    • By Mark on 11-28-09

    Regular price: $2.80

    • Bill of Rights & 17 Other Amendments to the Constitution

    • By: James Madison
    • Narrated by: Deaver Brown
    • Length: 39 mins
    • Unabridged
    • Overall
      4 out of 5 stars 64
    • Performance
      4 out of 5 stars 42
    • Story
      4.5 out of 5 stars 42

    In less than 60 minutes you will have heard the original United States Bill of Rights, the 17 other amendments to the United States Constitution, and much more....

    • 3 out of 5 stars
    • Bill of Rights & Other Constitutional Amendments

    • By Clyde on 01-14-11

    Regular price: $2.80

    • Constitution

    • By: James Madison
    • Narrated by: Deaver Brown
    • Length: 37 mins
    • Unabridged
    • Overall
      4 out of 5 stars 72
    • Performance
      4 out of 5 stars 50
    • Story
      4.5 out of 5 stars 50

    In less than 60 minutes of listening to this audiobook, you will have heard the original United States Constitution....

    • 4 out of 5 stars
    • Good Deal

    • By Brian and Kristen on 04-21-16

    Regular price: $2.80

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