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Show The SaltLake Tribune BUSINESS Sunday, September7, 1997 American institution since the Eisenhower days. @Friendship vanquishes the seeds of rivalry. Why do local churches welcome Billy’s cru- sades? Because he makes sure they are partners that benefit from the momentum unleashed. Billy built a special rapport with Catholic leaders. He knew Dr. HARVEY MAC Billy Graham’s Secrets to Networking Somepeople are reading Billy Graham's Just As I Am (Harper/Zosdervan, 1997) for the stirring life story of the world’s fore- most Christian evangelist. Some cruise through its pages because it’s a great autobiography that’s extremely well written. Me? Well, I'ma networking ad- diet, and Billy’s book crackles swith the annals of a half-century wire contacts. Sporting white bucks, Billy made his debut appearance at 1600 Pennsylvania Ave. in 1950 to meet with Harry Truman, and he’s been an honored regular eversince. An erstwhile Fuller Brush salesman,Billy Grahamis a consummate networker and no doubt the best-wired oneatthecelestial level. I cail him Billy because he’s a personalfriend, and the BG orSanization has been one of Mackay Envelope’s oldest and most loyal customers. What networking lessons did I draw from Just As I Am? § Public events make networks blossom. Every Billy Graham ,Crusade snowballs the religious ork of committed believers ugh word of mouth. His prayer breakfasts have been an Martin Luther King Jr. well enough to call him Mike. @ Opinion-makers matter. Billy has known every great journalist over the last half-century, from Time founder Henry Luceto the cream of theelectronic crop. Hollywood? Every class act from Roy Rogers to Jessica Tandy. Ath- letes? How about MuhammadAli, Gary Player and Michael Chang? They may notall agree with you, but how the mighty “feel” about you and yourcausewill matter. @ Network with the meek as well as the mighty. Richard Nixon declared that Billy knew more world leadersthanhedid,butBil- ly’s contacts reach all walks of life. Whena soulisat stake, Billy tnaa been knownto phonea deathrow inmate hours before the lethal injection. In fact, Billy says he would be “glad to preach in hell itself — if the devil would let meout again!” @ Do your homework. Learning that he would be seated next to Raisa Gorbachev,wife of the then Soviet leader, at a Bush White House dinner, Billy asked what topics would be in her comfort zone and foundout that philosophy and religion were good ones. ing the badge of White House “chaplain,” he helped in the transition from the Johnson to the Nixon White House. A great networker senses that a respected bipartisan is worth scads more than a simple partisan any day. ™@ Know your place. WhenBilly Graham meets world leaders, he Next WeeksCritical Time for US Airways KNIGHT-RIDDER NEWS SERVICE The next four weeks could makeorbreak US Airways Chairman Siephen M. Woif’s ambitious plan to turn the company from a proverbiai also-ran into a world- knows whom he is representing — and that is clearly not himself. He's happy being a simple mes- class airline. Wolf came out of retirement it. Late one night in Washington, years ago, there was a knock at the door of Billy Graham’s hotel airlines, and within a few months senger when the momentcalls for room. The knocker turned out to be Daniel Patrick Moynihan (now early last year with a strong record of turning around troubled had devised a strategy to rebuild US Airways. thank Billy for helping him get appointed ambassador to India. relayed a message from Prime Minister Indira Gandhito Presi- stalled, and US Airwaysofficials say they will cancel plans for a nihan got on to more important business, knelt down, and prayed Sept. 30. Billy explainedthat he had simply dent Nixon. Then Billy and Moyabout the future. Mackay’s Mo: To err is human; to forgiveis divine. Well and good, but inspired, intelligent networkers make fewer mistakes “US Airways has the highest Because it flies lots of shorthaultrips in the densely populat- costs in the industry and we're seeking parity with our competitors,” Vice President Lawrence ating costs are morethan 12 cents a mile. compared with 10 centsa linchpin to move US Airways forwardasa global competitor.” with other major carriers. ed Northeast, US Airways’ oper- M. Nagin said. “Parity is the You can make a change... for the better. $14 billion order of Airbus jets unless a labor deal is reached by Withoutthe new fleet, the airline saysit will have no choice but to reduce its growth plans, andinstead shrink to a regionalcarrier. USAirwaysalso hasto decidethis fall whether it wants to sell its Harvey Mackay can be reached via e-mail at Harvey@Mackaycom. ; at Web site shuttle operation between New York, Boston and Washington to another major airline, or keep the money-making service and improve it with new airplanes and lis, MN 55414, still keep the pilots at “parity” mile or less for American,Delta, Northwest and United, which have morelong-hau!routes. Line Pilots Association union are in the first place. Attp://www.mackay.com.; or by mail at Mackay Envelope Corporation, 2100 Elm St., Minneapo- the airline's operating costs but Butthestrategy is in jeopardy, and theairline’s 40,000-plus employeesare increasingly nervous. After more thana yearoftalking, contract negotiations with the Air a U.S. senator) who wanted to cuts and changes in work rules and benefits that would reduce lowerlaborcosts. US Airways hasasked thatits 5,000 unionized pilots accept pay Make a difference? Who knows? 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