“And then just the persistence. It’s always the 100th door which is the one you sell, and it’s always the 99th you give up.” Encyclopaedias even opened doors for Hutchinson when he attended the University of Queensland in 1981. While still studying business there, he landed a job as a trainee money market dealer at Barclays Merchant Bank. “I got in the door because they were intrigued about someone selling encyclopaedias. It was like ‘Well, if you do that, you can do this’,” he says. Risk-taker Hutchinson got a big break when the state manager at Barclays in Queensland quit,...