My Life in Advertising

Half the time he doesn't get back to me. I am not sure how to deal with him... In the old days, I used to stop by the office, give the buyers a few Vikings tickets. We were friends... Tommy, all anyone cares about today is price.” Fortunately, my friend is a successful businessman and has a range of enterprises. But as I reflected later on what he was saying, I was drawn back to that scene in Death of a Salesman in which Willy Loman says that, unlike his colleague Charley, he intends to be “well liked.” He tells his sons that in business and in life, character, personality, and human connections are more important than smarts. Says Willy, “The man who makes an appearance in the business world, the man who creates personal interest, is the man who gets ahead. Be liked and you will never want.” Not when the world goes flat. It's hard to create a human bond with e-mail and streaming Internet. The next day, I had dinner with my friend Ken Greer, who runs a media company that I discuss in greater detail later. Ken had a similar lament: So many contracts were going these days to the advertising firms that were selling just numbers, not creative instinct ...»