Behind an able man, there are always other able men.

Is it in destroying and pulling down that skill is displayed? The shallowest understanding, the rudest hand, is more than equal to the task.

The Earl of Chesterfield, one of the leading noblemen of 18th century England, wrote hundreds of letters advising his son on many different issues, including matters of business.

London
May 17, 1750

My Dear Friend:

Your apprenticeship is near out, and you are soon to set up for yourself; that approaching moment is a critical one for you, and an anxious one for me. A tradesman who would succeed in his way, must begin by establishing a character of integrity and good manners: without the former, nobody will go to his shop at all; without the latter, nobody will go there twice. This rule does not exclude the fair arts of trade. He may sell his goods at the best price he can, within certain bounds. He may avail himself of the humour, the whims, and the fantastical tastes of his customers; but what he warrants to be good must be really so, what he seriously asserts must be true, or first fraudulent profits will soon end in a bankruptcy. It is the same in higher life, and in the great business of the world. A man who does not solidly establish, and really deserve, a character of truth, probity, good manners, and good morals, at his first setting out in the world, may impose, and shine like a meteor for a very short time, but will very soon vanish, and be extinguished with contempt. People easily pardon, in young men, the common irregularities of the senses; but they do not forgive the least vice of the heart. The heart never grows better by age; I fear rather worse; always harder. A young liar will be an old one; and a young knave, will only be a greater knave as he grows older. But should a bad young heart, accompanied with a good head (which by the way very seldom is the case) really reform in a more advanced age, from a consciousness of its folly, as well as of its guilt; such a conversion would only be thought prudential and political, but never sincere. But the possession of all the moral virtues, in a actu primo, as the logicians call it, is not sufficient; you must have them in actu secundo too; nay, that is not sufficient neither, you must have the reputation of them also. Your character in the world must be built upon that solid foundation, or it will soon fall, and upon your own head. You cannot, therefore, be too careful, too nice, too scrupulous, in establishing this character at first, upon which your whole depends. Let no conversation, no example, no fashion, no bon mat, no silly desire of seeming to be above what most knaves and many fools call prejudices, ever to tempt to avow, excuse, extenuate, or laugh at the least breach of morality; but show upon all occasions, and take all occasions to show, a detestation and abhorrence of it. There, though young, you ought to be strict; and there only, while young, it becomes you to be strict and severe. But there too, spare the persons, while you lash the crimes. All this relates, as you easily judge, to the vices of the heart, such as lying, fraud, envy, malice, detraction, etc., and I do not extend it to the frailties of youth, flowing from high spirits and warm blood. It would ill become you, at your age, to declaim against them, and sententiously censure a gallantry, an accidental excess of the table, a frolic, and inadvertency; no, keep as free from them yourself as you can: but say nothing against them in others. They certainly mend by time, often by reason; and a man’s worldy character is not affected by them, provided it be pure in all other respects.

To come now to a point of much less, but yet of very great consequence at your first setting out. Be extremely upon your guard against vanity, the common failing of inexperienced youth; but particularly against the kind of vanity that dubs a man a coxcomb; a character which, once acquired, is more indelible than that of the priesthood. It is not to be imagined by how many different ways vanity defeats its own purposes. One man decides peremptorily upon every subject, betrays his ignorance among women; he hints at the encouragement he has received from those of the most distinguished rank and beauty, and intimates a particular connection with some one; if it is true, it is ungenerous; if false, it is infamous; but in either case he destroys the reputation he wants to get. Some flatter their vanity by little extraneous objects, which have not the least relation to themselves; such as being descended from, related to, or acquainted with people of distinguished merit, and eminent characters. They talk perpetually of their grandfather such-a-one, their uncle such-a-one, and their intimate friend Mr. Such-a-one, with whom, possibly, they are hardly acquainted. But admitting it all to be as they would have it, what then? Have they the more merit for these accidents? Certainly not. On the contrary, their taking up adventitious, proves their want of intrinsic merit; a rich man never borrows. Take this rule for granted, as a never-failing one–that you must never seem to affect the character in which you have a mind to shine. Modesty is the only sure bait when you angle for praise. The affectation of courage will make even a brave man pass only for a bully; as the affectation of wit will make a man of parts pass for a coxcomb. By this modesty, I do not mean timidity and awkward bashfulness. On the contrary, be inwardly firm and steady, know your own value. Whatever real merit you have, other people will discover; and people always magnify their own discoveries, as they lessen those of others.

For God’s sake revolve all these things seriously in your thoughts, before you launch out alone inoto the ocean of Paris. Recollect the observations that you have yourself made upon mankind, compare and connect them with you instructions, and then act systematically and consequentially from them; not au jouir la journee. Lay your little plan now, which you will hereafter extend and improve by your own observations, and by the advice of those who can never mean to mislead you: I mean Mr. Harte and myself.

As far as the relevance of this letter to today’s business industry, if it ain’t broke, don’t fix it!

Is it in destroying and pulling down that skill is displayed? The shallowest understanding, the rudest hand, is more than equal to the task.

Ability has nothing to do with opportunity.

Residents in a western Massachusetts community decided in the 1780s to name their new town after Benjamin Franklin and to build a steeple in his honor. They asked him to send a bell to complement their meeting-house spire. Franklin, however, refused the request. Saying that sense was preferable over sound, he asked Dr. Price to purchase several books to start a library in Franklin.

According to The Forbes Book of Great Business Letters: “Sense being preferable to sound”–Benjamin Franklin to Dr. Price:

A self-made businessman of immense wealth, Benjamin Franklin set the standard for the American business ethic. Preaching the importance of hard work, prudence, and honesty, Franklin equated values of living well with being successful. He made his money as a printer and newspaper publisher, but he made his reputation as a philosopher, politician, diplomat, and scientist. These careers, too, were marked by the principles of his business ehtic, as reflected in the following letters in which he dispenses advice still relevant today.

Passy, March 18, 1785

My Dear Friend:

My nephew, Mr. Williams, will have the honour of delivering you this line. It is to request from you a list of a few good books to the value of about twenty-five pounds, such as are the most proper to inculcate principles of sound religion and just government. A new town in the State of Massachusetts having done me the honour of naming itself after me, and proposing to build a steeple to their meeting-house if I would give them a bell, I have advised the sparing themselves the expense of a steeple at present, and that they would accept of books instead of a bell, sense being preferable to sound. These are therefore intended as the commencement of a little parochial library for the use of a society of intelligence, respectable farmers such as our country people generally consist of. Besides your ouwn works, I would only mention, on the recommendation of my sister, Stennet’s Discourses on Personal Religion, which may be one book of the number, if you know it and approve it.

With the highest esteem and respect, I am ever, my dear friend, yours most affectionately….

Benjamin Franklin

Response from the present: Once again, Benjamin Franklin shows no inhibitions about sticking to those principles which he holds dear, even in spite of his own personal benefit. Where, pray tell, is this tone or action of great evidence in today’s business communications? How often do we actually go there?

It will be of no surprise to me to determine that the large majority of today’s business minded will choose to avoid offering so straight forward a response, even if it is attached to a friendly gesture.

Making every customer or individual your business interacts with just as important as your most important will ensure a level of customer service rivaled by no other!

Your Daily Business Tip

Ability

Reference: The Forbes Book of Business Quotations

By: Marcus Aurelius Antoninus
Because your own strength is unequal to the task, do not assume that it is beyond the powers of man; but if anything is within the powers and province of man, believe that it is within your own compass also.