The Washington herald., 1915-01-14
HISTORY BUILDERS.
A Successful Mans Advice to Young
Business Men.
written Expressly for The Washington Herald)
By DIR. f.. - EDWARDS.

written Expressly for The Washington Herald)
By DIR. f. J.' EDWARDS.
In his day the late John NJ. Forbes, oi
Massachusetts,, was regarded by many OF
the leaders in American business life as
perhaps the foremost "all-arOund" man,
so to speak, this country produced in the
nineteenth century. In his youth and
early manhood Mr. Forbes was associated
with some of the famous Boston mcr-
chants. who were at that time leaders
in the China trade. Later, Mr.. Forbes
was himself much occupied with the ship
ping business and was interested in the
American ship which was the last to en-
ter the Harbor OF Sebastopol before It
was closed by the Russians when the
Crimean war began.
In 1916 Mr.. Forbes undertook, chiefly
with his own money to complete the
Michigan Central Railroad, and II was
he who decided that instead of making
the terminal Of that railroad at a point
on Lake Michigan opposite Milwaukee
the road should be carried around the
north shore of the State of Indiana into
what was then the young city of Chicago.
In cival war days Mr.. Forbes was instru-
mental in securing large loans in Eu-
rope, principally in England. for the Unit
ed States, and he was one OF the leading
citizens who earnestly urged the appoint
ment Of Hugh McCulloch as Secretary Of
the Treasury to fill the vacancy occasion
ed by the resignation OF William Pitt
Fessenden, who had been appointed Sec
retary by President Lincoln to succeed
Salmon +. Chase. who became Chief JUS
tice of the Supreme Court of the United
Mr hra lad
singularly successful maker of bargains
He had wonderful tact in handling them
He could persuade reluctant capital to
look at A thing as he presented il. lie
made some extraordinarily good bargains
but there never was any intimation that
his success was achieved at the expense
OF moral principles or OF business con-
science.
When Mr.. Forbes was asked by a
friend If he had any well-digested policy
upon which he acted when he was carry
ing on a negotiation or a bargain, he re-
piled that he certainly had. He was will
ing to tell any one what his policy was.
He spoke in substantially these words,
and they constitute his advice to young
business men who are at the outset of
their careers:
First of all, you should remember
that every man has a sense of personal
pride in his own ability. Therefore, IL
you have any plan that requires cooper
alton you must let those whose aid you
seek think they are leading you. No mat
ter how strongly they are impressed that
they are leading you. don't be discon-
erted provided you know that YOU are
really leading them.
In the second place, give every man
his due. Let any one who wants public
recognition for his share in undertaking
have it. no matter If you do stand in the
background. You should be satisfied If
what you sought TO accomplish had been
accomplished.
In the third place, let the other fellows
do the talking. Draw them out, but keep
silent yourself until at last, when they
have said all that they have to say to
you, in a modest way make your sug-
gestions. The chances are that nine
times out of ten they will agree with you.
These are the only rules which l have
And what success I have had
is chiefly due to my faithful observance
OF them. OF course. there must be indus
try. energy. and, above all, intense con-
OF the Dind upon a business
Copyright. 1915. by Dr. F. J. Edwards. All rights
Reserycd.D
Tomorrow DIR. Edwards will tell How
One Of President Cleveland's Appointees
Was Rejected"