From the turn of the 20th century until just before WWII, Joseph Duveen was the preeminent art dealer in the US. Known for his famous quote — “Europe has a great deal of art; America has a great deal of money” — Duveen was born in England and dropped out of high school to help with his father’s antique business. At the end of the 19th century, Europe’s economy was slumping through its third decade of economic recession, and Duveen was able to purchase fine artwork from desperate aristocrats at dirt cheap prices for ultimate sale across the Atlantic. Everyone who was anyone purchased fine art from Duveen … with one very notable exception: Andrew William Mellon. Reserved and taciturn, Mellon was a businessman and financier who served as the secretary for the US Treasury under three presidents. Born the son of Scots-Irish immigrants, in the mid-1800s Mellon’s family founded a Pennsylvania bank that served as the launching point for his immense wealth.
Duveen had a problem – Mellon knew him by reputation and decided he did not like Duveen, whom he considered vulgar, perhaps a bit crass. However, alongside this problem Duveen also had a plan. He paid staff of the wealthy – butlers, maids, drivers, valets – for information regarding their patrons’ habits and tastes to predict future behavior … such as the type of art being considered for purchase. Duveen surveilled Mellon for several years, paying several of Mellon’s staff for information, until in 1921 Mellon was staying at a London hotel where, fortuitously, Duveen also happened to have a room. The valets of Mellon and Duveen were in constant contact; when it was reported that Mellon was donning his overcoat to visit the National Gallery, Duveen per happenstance encountered Mellon in the elevator with the same destination. Over the course of their meeting, Duveen dazzled Mellow with his subdued demeanor and charming mien, which was nothing like the multi-millionaire had expected, and Duveen’s knowledge of art was extensive. Upon returning to the States, Duveen had landed his biggest fish, and in 1937 Mellon founded the National Gallery of Art in Washington, D.C., donating his entire art collection to the museum – much of which had been selected or suggested by Duveen.
Duveen’s attentions were not limited to Mellon … he employed the strategy of spying on his targets by paying the hired help, and amassed not only a fortune but a reputation for near-clairvoyance by anticipating his clients’ desires and catering to their particular tastes.
Social espionage is far easier than imagined, simply because people love to talk about themselves. Subtle insinuation … a follow-up question … veiled doubt … the gentle cajole … all of which encourages others to reveal, to divulge, to offer … more … and often discloses true intentions, thoughts, plans, ideas, ideals, and fears.
Innocuous chit-chat is never that. Consider it an opportunity to probe.
In social settings, always remain attentive. Alcohol is typically flowing, defenses are lowered, and people are generally trying to be friendly. Remember Law #4, and say less while listening more. But careful! Appear too inquisitive and there is the risk of being perceived as intrusive, nosy, or meddlesome. No one likes a snoop. Keep the conversation light, parry with occasional questions. Share a false confidence, or even stridently disagree, and others will unintentionally/emotionally reveal their truth.
However.
The following is attributed to Winston Churchill:
“Truth is so precious that she should be attended by a bodyguard of lies.”
Meaning? Law #3 – conceal your objective. Know that as you are spying, others are spying on you, and the most valuable weapon in the war for information is an untruth. Subtle disinformation is a double-edged sword to be used against the enemy; you know what they think they know, while true intentions are effectively hidden.
Become the adversary that predicts the future by learning from others’ past,
and never, ever, show your hand.