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Never Eat Alone
Secrets to Success and Relationships
Written By: Keith Ferrazzi
Presented By: Ryan Greene

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Preview
 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

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Summary
 Personal account of networking successes and
failures.
 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
Economic Forum.
 Owner of Ferrazzi Greenlight, an enterprise
consulting, research and training firm.

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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
relationships.
 Pinging helps to ensure longevity in a relationship
 Follow up or die!

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Why Network?
 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
others!
 Lifetime corporate employment is dead, we‟re all free agents now.

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Networking Philosophy
 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

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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
relationship.
 Once the relationship is established, you need to nurture a
lasting relationship with a phone call or email at least once a
month.
 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.

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Following up
Success
 Timeliness
 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.
 Be personal

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Who should Networks include?
 Relatives/ Friends of relatives
 Current colleagues
 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

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Networking Action Plan (NAP)
 NAP Criteria:
 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
others.

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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

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NAP Outline
“An unwritten wish, is just a dream” –Keith Ferrazzi
 Work your way back from Q4 to the
present
You
Q4 Goals Q3 Goals Q2 Goals Q1 Goals are
here

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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”
 “Smile”
 „Talk in terms of the other persons‟ interests”
 “Give honest and sincere appreciation”

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Networking Conclusions
 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

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Who‟s in your Rolodex? Follow up
or Die!
Thanks for listening to my presentation
Send me a follow up email with a comment at
greenerj@muohio.edu