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Making the Most of Travel

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Jimmy Calano, cofounder and CEO of CareerTrack, an $80 million seminar company, in Boulder, Colo., is like most company managers when it comes tobusiness travel: he thinks that most deal making needn't be done in person. He'll ask the person he's dealing with if an in-person visit is necessary. "I'll say,'I'm willing to make this trip, but is it the best use of your time? Do you have two or three hours to give me if I come?"

When he is away from the office, Calano abides by four habits that help him stay efficient. First, he staples a mini-itinerary to his plane-ticket jacket thatincludes information on his flight numbers and times, hotel, and airport transportation. Second, he maintains his daily business routine, which means gettinga fax by 6 a.m. of the previous day's sales. Third, he checks in with his assistant at two - and only two - predesignated times a day.

And fourth, Calano designs an agenda of what will be covered at his meetings and in which order, and faxes it ahead of time to his host. "Anagenda gives you power," says Calano. "When you have that agenda, it makes you look well prepared, and it conveys that you're very serious. It's a simpleway to set yourself apart." It also helps you figure out when the meeting is over: "Once you've covered that last issue, that's it."




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