Sell Services to Blowhards, Live Like Grant McFayden
Munger’s father distinguishes earning a living from choosing a model for one’s own conduct: serving a difficult client does not require adopting that client’s behavior. Grant McFayden provides the contrasting example.
THE IDEA
This mental model comes from a story Charlie Munger tells about his father, a lawyer with two contrasting clients. Grant McFayden was a self-made, honorable man who resolved problems quickly, generating little legal business. Mr. X was a blowhard, overreaching, and difficult, creating abundant legal work. When Charlie asked why his father took on so much work for Mr. X, his father explained that while you may need to sell your services to unreasonable people for income, you should run your life like Grant McFayden.
The contrast lets Charlie work through the lesson himself. The anecdote illustrates indirect teaching and the distinction between a client’s conduct and the professional’s own standards; it does not establish a general memory mechanism.
Franklin’s phrase, "It's hard for an empty sack to stand upright," adds the practical issue of earning enough to support oneself.
When to use it
A lawyer balancing the need to earn income with the desire to serve only ethical clients.
A business executive deciding which customers to prioritize while keeping personal values intact.
A parent teaching a child about integrity through stories rather than direct commands.
An entrepreneur building a company culture that rewards honorable behavior even when dealing with difficult partners.
FROM THEORY TO EVERYDAY LIFE
In practice
A Lawyer's Client Dilemma
Charlie Munger's father had two clients: Grant McFayden, a wonderful man who resolved issues quickly and rarely needed legal help, and Mr. X, a blowhard who generated constant legal work. The father taught Charlie that while you must sometimes serve difficult clients to earn a living, you should live your life like McFayden.
Teaching a Child a Valuable Lesson
Munger’s father contrasts the clients and lets Charlie connect their behavior with the lesson. The story illustrates teaching through an example rather than a direct command.
A MOMENT TO REFLECT
Put it to work.
In what situations have you had to work with a difficult person or client for practical reasons? How did you maintain your integrity?
How can you use indirect teaching or storytelling to convey a moral lesson to someone without being preachy?
Can you identify a 'Grant McFayden' and a 'Mr. X' in your own professional life? What does that tell you about your priorities?
Often confused with
References
- The Autobiography of Benjamin Franklin — Benjamin Franklin (1791)
CONTINUE THE CONVERSATION
Source texts
- The Art of Being Rational Charlie Munger