It is well that young men should begin at the beginning and occupy the most subordinate
positions. Many of the leading businessmen of Pittsburgh had a serious responsibility thrust
upon them at the very threshold of their career. They were introduced to the broom, and spent
the first hours of their business lives sweeping out the office. I notice we have janitors
and janitresses now in offices, and our young men unfortunately miss that salutary branch of
business education. But if by chance the professional sweeper is absent any morning, the boy
who has the genius of the future partner in him will not hesitate to try his hand at the broom.
It does not hurt the newest comer to sweep out the office if necessary. I was one of those
sweepers myself.
Assuming that you have all obtained employment and are fairly started, my advice to you is
“aim high”. I would not give a fig for the young man who does not already see himself the
partner or the head of an important firm. Do not rest content for a moment in your thoughts
as head clerk, or foreman, or general manager in any concern, no matter how extensive. Say
to yourself, “My place is at the top.” Be king in your dreams.
And here is the prime condition of success, the great secret: concentrate your energy,
thought, and capital exclusively upon the business in which you are engaged. Having begun
in one line, resolve to fight it out on that line, to lead in it, adopt every improvement,
have the best machinery, and know the most about it.
The concerns which fail are those which have scattered their capital, which means that
they have scattered their brains also. They have investments in this, or that, or the other,
here there, and everywhere. “Don’t put all your eggs in one basket.” is all wrong. I tell
you to “put all your eggs in one basket, and then watch that basket.” Look round you and
take notice, men who do that not often fail. It is easy to watch and carry the one basket.
It is trying to carry too many baskets that breaks most eggs in this country. He who carries
three baskets must put one on his head, which is apt to tumble and trip him up. One fault of
the American businessman is lack of concentration.
To summarize what I have said: aim for the highest; never enter a bar room; do not touch
liquor, or if at all only at meals; never speculate; never indorse beyond your surplus cash
fund; make the firm’s interest yours; break orders always to save owners; concentrate; put
all your eggs in one basket, and watch that basket; expenditure always within revenue; lastly,
be not impatient, for as Emerson says, “no one can cheat you out of ultimate success but
yourselves.”