Never Eat Alone
Secrets to Success and Relationships
Written By: Keith Ferrazzi
Presented By: Ryan Greene
Summary, Never Eat Alone
What really is Networking and why do it?
Understand how to develop a healthy Networking philosophy
Set the foundations for building a Network of help
Learn how to use Networking to achieve goals with the
Networking Action Plan
Personal account of networking successes and
From blue collar family to Harvard M.B.A. to
many exec. posts.
Crain‟s 40 Under 40 and selected as a Global
Leader for Tomorrow by the Davos World
Owner of Ferrazzi Greenlight, an enterprise
consulting, research and training firm.
What is Networking?
“Relationships are more like muscles, the more you work
on them, the stronger they get.” - Keith Ferrazzi
Networking is building relationships
Relationships are solidified by trust, Institutions are built on it.
You can gain trust by asking not what people can do for you, but
what can you do for others.
Networking is the acquisition and maintaining of lasting
Pinging helps to ensure longevity in a relationship
Follow up or die!
It never gets boring.
You are always learning about yourself, other people, business, and the
world, and it feels awesome!
Today‟s primary currency is information
A wide-reaching network is one of the surest ways to become and
remain thought leaders of our own respective fields.
Autonomy is a life vest made out of sand
Entrepreneurs never achieve their full potential without the support of
Lifetime corporate employment is dead, we‟re all free agents now.
Be personal, it‟s not about mass, it‟s about a real connection.
You can‟t amass a network of connections without introducing
such connections to others with equal fervor.
Never keep score!
It‟s not a numbers game.
“Ping” All the time
Ping- staying in touch, maintaining a relationship
Rules for “Pinging”
People you are seeking a relationship with need to hear your
name in at least 3 modes of communication- email, phone, and
a face-to-face encounter – before you can establish a
Once the relationship is established, you need to nurture a
lasting relationship with a phone call or email at least once a
To transform a contact into a friend, you need a min. of 2 face-
to-face meetings out of the office/classroom
Maintaining a secondary relationship requires 2/3 pings a yr.
Give 12-24hrs after you meet someone to follow up
Always express your gratitude
Be sure to include an item of interest from your meeting or
conversation- a joke or a share moment of humor.
Set yourself apart and give them something to remember you by.
Make following up a habit. Make it automatic.
Brevity is essential to a lasting relationship.
Who should Networks include?
Relatives/ Friends of relatives
Members of professional and social organizations
Neighbors, past and present
People you have worked with in the past
People in your religious congregation
Former teachers and employers
People you socialize with
People who provide services to you
Networking Action Plan (NAP)
Be specific with goals
Goals must be believable, yet don‟t discount yourself
Goals must be challenging and demanding
Our achievements grow according to the size of our dreams and the
degree to which we are in touch with our mission.
Lessons from Bill Clinton:
Be specific about what you want to do in life
Be sensitive to making a real connection in your interactions with
Networking Action Plan (NAP)
Step 1) Goal Setting Process
Find your Passion
A goal is a dream with a deadline
What do you truly love?
What are you good at?
What do you want to accomplish in life?
What are the obstacles that are stopping you?
Step 2) Putting Goals to Paper
Work backwards from your goal to the present
Set yearly and quarterly goals
Make a primary and back-up goal
Step 3) Create a Personal “Board of Advisors”
2 or 3 enlightened counselors
“An unwritten wish, is just a dream” –Keith Ferrazzi
Work your way back from Q4 to the
Q4 Goals Q3 Goals Q2 Goals Q1 Goals are
Tips from Dale Carnegie, How to Win
Friends and Influence People
“Become genuinely interested in other people”
“Be a good listener.”
“Let the other person do a great deal of talking”
„Talk in terms of the other persons‟ interests”
“Give honest and sincere appreciation”
Networking is building relationships and relationships matter
“Your network is your net worth”
Don‟t keep score, go out of your way introduce people, and it is
quality over quantity-be personal, you are not a robot
Your network is all around you, seize it !
Working backwards from a future goal grounds your
efforts, provides motivation, and limits detours
Who‟s in your Rolodex? Follow up
Thanks for listening to my presentation
Send me a follow up email with a comment at
Notas do Editor
Predominant amt of research stems from this bookHas changed my outlook of networkingNetworking is critical to success in life
Here is an insight into the presentation.Hopefully by the end of the presentation, you will be able to answer these questions for yourself.
A brief summary of the book.
Do unto others as you would want done to you
-Creating brand equity for yourself. -Each ping occurrence is improving you and your brand. -We will talk later more about pinging, but for now all you need to know is that pinging is essentially maintaining a relationship. Network because you never know when your position will be eliminatedIf you keep current with your network, unemployment should be inexistent
“Pinging” – staying in touch, a quick casual greeting. There’s no one way to “ping.” Once you develop your own style, you’ll find it easier to stay in touch with more people than you could have imagined.
-As a college student, the majority of the time, your network is going to be providing more to you in the shortfall than you are providing to them. -e.g. Guest Speakers, Professors, etc. - Thank them for their time and help, and be genuine in your discourse When following up, be personal. Whether it be an email or phone call, mention a funny moment/highlight from your conversation to jog the other person’s memory of your conversation. The more known the person, the less likely they will remember your conversation.
“Recognizing the value of Networking and mastering the mechanics is great, but you need to apply networking towards goals to get full effect. That is where a nap(nap joke?) Networking Action Plan (NAP) comes in. A Networking Action Plan helps you define specific, achievable goals that will motivate you and allow you to develop a strategy to complete them.”(Find someone in room to ask about goals for the semester)…There are people who can help you achieve those goals correct …Ok so here are some NAP criteria
Mentoring is a nonhierarchical activity that transcends careers and can cross all organizational boundaries. Which essentially means, a mentor doesn’t have to be someone with a higher title than you. A mentor just has to be someone that you can ultimately benefit from.
Think about what you want to accomplish within the next year (for instance) and work your way back to the present. This may seem counter-intuitive at first but when you understand where you want to head you have a better of what actions to take today, tomorrow and next week. The actions that you take today will have a multiplier effect in the future, it’s the classic example of a 3 degree slice at the tee becoming 30 yards right of the fairway and in the lake- so aim in the right direction.Some example goals for a year out – Summer internship ( if you were like me you were thinking about this from the moment began your “highschool” job)College involvement – what clubs do you want to be in, leadership positions within those clubsFitness goals ( lose 30 lbs and 15% body fat, gain 15 lbs of muscle, run a sub -6 mile consistently etc.)Making the steps to reach your goals smaller makes them more perceptible and doable !
-Dale Carnegie is famous for his book “How to Win Friends and Influence People”.