The Middleman Economy : How Brokers, Agents, Dealers, and Everyday Matchmakers Create Value and Profit

If you're a PowerSeller on eBay, or a real-estate agent showing houses to your client, or a sales rep in any field (as more than two million Americans are), you're not just pushing products. If you're worth your salt, you're a Certifier, staking your reputation on the quality of the goods you represent. Far from killing the middleman, the Internet has generated a thriving new breed. Between 1999 and 2010, just as the Internet was transforming the world, middlemen's contribution to the United States' GDP has actually grown--from a quarter to more than a third of our economy. In __The Middleman Economy__, Silicon Valley-based reporter Marina Krakovsky elucidates the six essential roles that middlemen play. If youre a PowerSeller on eBay, or a real-estate agent showing houses to your client, or a sales rep in any field (as more than two million Americans are), youre not just pushing products. If youre worth your salt, youre a Certifier, staking your reputation on the quality of the goods you represent. Far from killing the middleman, the Internet has generated a thriving new breed. Between 1999 and 2010, just as the Internet was transforming the world, middlemens contribution to the United States GDP has actually grownfrom a quarter to more than a third of our economy. In The Middleman Economy, Silicon Valley-based reporter Marina Krakovsky elucidates the six essential roles that middlemen play. Like many people, you may be a middleman without even realizing it. Marina Krakovsky explains how the best make themselves indispensable: as a merchant of information, she has gone far and wide to bring you the goods. Jonathan Rosenberg, Senior Vice President at Google and co-author of How Google Works We often think of a middleman as someone to avoidthe person who stands in the way, or does nothing at all. But the truth is that the person in the middle, whether its a venture capitalist or a real estate broker, can create great value: and the best middlemen are true partners who make you a lot of money. The Middleman Economy shows you how. Barbara Corcoran, Founder, The Corcoran Group In The Middleman Economy, Krakovsky has crafted a powerfully persuasive counterpoint to the notion that in todays society, middlemen are obsolete. Her captivating and well-researched narrative will convince you of just the oppositethat middlemen are even more critical to todays economic and social order, whether they function as Bridges, Enforcers, Certifiers, Risk Bearers, Concierges, or Insulators. And theyare us. Margaret A. Neale, Professor of Management at the Stanford Graduate School of Business and co-author of Getting (More of) What You Want Although technology has brought us to a more interconnected world, Marina Krakovsky, with captivating examples, brilliantly describes the irreplaceable role of the middleman in a successful economy. Bill Draper, General Partner of Draper Richards L.P., and author of The Startup Game Krakovsky reveals a riveting truth: we are all middlemen. Her captivating examples and precise typology capture the vast reach and diversity of middlemen in every aspect of our lives. But most importantly, The Middleman Economy provides the necessary tools to avoid predators and parasites and find the partners that will lubricate and accelerate our success in life. Adam Galinsky, Professor of Business at Columbia Business School and co-author of Friend & Foe With sound reasoning and hard evidence, Krakovsky exploded my belief that the rise of the Internet spells the demise of the intermediary. In the process, shes provided me, and all of us, a great service. Robert B. Cialdini, Professor Emeritus of Psychology and Marketing at Arizona State University, bestselling author, Influence: The Psychology of Persuasion Drew Rosenhaus, The Most Powerful Agent In The Nfl, Infuriates Team Owners But Manages To Give Clients What They Want. In His Own Not-so-humble Opinion, The Nfl Would Fall Apart Without Him. Lajuan Stoxstill-diggs, An Appliance Flipper On Craigslist, Jumps On Opportunities To Buy Used Washers And Dryers, Trading Them At Prices And Times That Make Sellers And Buyers Happy. Julie Mckenney, One Of Colorado's Most Highly Regarded Wedding Planners, Not Only Helps Her Clients Select The Right Florist, Baker, And Wedding-gown Maker, But Makes Sure Those Vendors Deliver Their Best Work. What Do These Very Different Businesspeople Have In Common? They Are All Middlemen, An Indispensable Part Of Our Economy—and In The Middleman Economy, Silicon Valley Author Marina Krakovsky Argues That In Our Hyper-connected Age They're More Prevalent And More Valuable Than Ever. Krakovsky Contends That Middlemen Provide Value By Playing Some Combination Of Six Roles, With Each Role Solving A Problem That, Without The Middleman, Would Inhibit Mutually Beneficial Deals. The Bridge Promotes Trade By Reducing Distance; The Certifier Separates The Wheat From The Chaff And Gives Buyers Reassuring Information About Quality; The Enforcer Makes Sure Buyers And Sellers Put Forth Full Effort, Cooperate, And Stay Honest. By Showing How The Most Admirable Brokers, Agents, Dealers, And Other Go-betweens Play These And Other Roles, This Book Puts Middlemen In A Whole New Light—and Reveals How Readers Can Become More Valuable Players In Any Industry. If You're A Literary Agent Offering A Book To An Editor, Or An Editor Recommending That Book To Your Publisher, Or A Sales Rep In Any Field (as More Than Two Million Americans Are), You're Not Just Pushing Products. If You're Worth Your Salt, You're A Certifier, Staking Your Reputation On The Quality Of The Goods You Represent. Far From Killing The Middleman, The Internet Has Generated A Thriving New Breed. Between 1999 And 2010, Just As The Internet Was Transforming The World, Middlemen's Contribution To The United States' Gdp Has Actually Grown - From A Quarter To More Than A Third Of Our Economy. In The Middleman Economy, Silicon Valley-based Reporter Marina Krakovsky Elucidates The Six Essential Roles That Middlemen Play. Drew Rosenhaus, the most powerful agent in the NFL, infuriates team owners but manages to give clients what they want. In his own not-so-humble opinion, the NFL would fall apart without him. LaJuan Stoxstill-Diggs, an appliance flipper on Craigslist, jumps on opportunities to buy used washers and dryers, trading them at prices and times that make sellers and buyers happy. Julie McKenney, one of Colorado's most highly regarded wedding planners, not only helps her clients select the right florist, baker, and wedding-gown maker, but makes sure those vendors deliver their best work. What do these very different businesspeople have in common? They are all middlemen, an indispensable part of our economy - and in The Middleman Economy, Silicon Valley author Marina Krakovsky argues that in our hyper-connected age they're more prevalent and more valuable than ever. Krakovsky contends that middlemen provide value by playing some combination of six roles, with each role solving a problem that, without the middleman, would inhibit mutually beneficial deals. The Bridge promotes trade by reducing distance; The Certifier separates the wheat from the chaff and gives buyers reassuring information about quality; The Enforcer makes sure buyers and sellers put forth full effort, cooperate, and stay honest. By showing how the most admirable brokers, agents, dealers, and other go-betweens play these and other roles, this book puts middlemen in a whole new light - and reveals how readers can become more valuable players in any industry.-- Provided by Publisher "Cover" -- "Half Title" -- "Title Page" -- "Copyright Page" -- "Dedication" -- "Table of Contents" -- "Introduction: Nobody Likes a Middleman, But Most of Us Are Middlemen" -- "1 The Bridge: Spanning the Chasm" -- "2 The Certifi er: Applying the Seal of Approval" -- "3 The Enforcer: Keeping Everyone Honest" -- "4 The Risk Bearer: Reducing Uncertainty" -- "5 The Concierge: Making Life Easier" -- "6 The Insulator: Taking the Heat" -- "Conclusion: The Middleman Economy" -- "Acknowledgments" -- "Notes" Front Matter....Pages i-vii Introduction Nobody Likes a Middleman, But Most of us are Middlemen....Pages 1-14 The Bridge....Pages 15-46 The Certifier....Pages 47-72 The Enforcer....Pages 73-109 The Risk Bearer....Pages 111-143 The Concierge....Pages 145-172 The Insulator....Pages 173-194 Conclusion....Pages 195-199 Back Matter....Pages 201-229 Showing readers how they can become more valuable players in any industry, this book puts middlemen in a whole new light, arguing that middlemen provide value by playing some combination of six roles, with each role solving a problem that, without the middleman, would inhibit mutually beneficial deals. -- Edited summary from book With the rise of the Internet, many pundits predicted that middlemen would disappear. But that hasn't happened. Far from killing the middleman, the Internet has generated a thriving new breed. In The Middleman Economy , Silicon Valley-based reporter Marina Krakovsky elucidates the six essential roles that middlemen play. The bridge : spanning the chasm The certifier : applying the seal of approval The enforcer : keeping everyone honest The risk bearer : reducing unvertainty The concierge : making life easier The insulator : taking the heat Conclusion : the middleman economy.