Abstract

This case explores the relationship building and influence style of Albert Ip, Chairman of the HKUST Foundation. The case examines Ip's journey from selling encyclopedia’s door to door to becoming a leading banker in Hong Kong to devoting his time and skills to raising over HK$450M for HKUST while also mentoring students. Albert’s style is examined through the lens of multiple colleagues and clients, providing a nuanced view of how he operates. The case asks whether and how HKUST can institutionalize or replicate Albert’s fundraising capabilities and relationships after he retires. The case also challenges students to think about networking and relationship building as a technical or ‘hard’ skill, with as much thought required as financial or strategic analysis.

Learning Objectives

This case study provides an opportunity for students to discuss the importance of building trust and influence in professional relationships. Students should discuss whether and how relationship building skills can be learned. Practical tactics and lessons on networking, sales, and relationship can also be identified.