Ingeniero Electrónico
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Publicado: 28 de febrero de 2013
Never Eat Alone
This book has been optimized for viewing at a monitor setting of 1024 x 768 pixels.
Never Eat Alone
And Other Secrets to Success, One Relationship at a Time
KEITH FERRAZZI
with Tahl Raz
CURRENCY
•
DOUBLEDAY
NEW YORK
LONDON
TORONTO
SYDNEY
AUCKLAND
A CURRENCY BOOK PUBLISHED BY DOUBLEDAY a division of Random House, Inc. CURRENCY is atrademark of Random House, Inc., and DOUBLEDAY is a registered trademark of Random House, Inc. Copyright 2005 by Keith Ferrazzi Cataloging-in-Publication Data is on file with the Library of Congress elSBN: 0-385-51529-4 Book design by Fearn Cutler de Vicq All Rights Reserved All trademarks are the property of their respective companies. SPECIAL SALES Currency Books are available at special discounts forbulk purchases for sales promotions or premiums. Special editions, including personalized covers, excerpts of existing books, and corporate imprints, can be created in large quantities for special needs. For more information, write to Special Markets, Currency Books, specialmarkets@randomhouse.com. Visit our web site at www.randomhouse.com/doubleday
vl.O
Contents
SECTION
ONE
TheMind-Set
1. Becoming a Member of the Club 2. Don't Keep Score 3. What's Your Mission?
Connectors' Hall of Fame Profile: Bill Clinton 40
3 14 23 42
4. Build It Before You Need It 5. The Genius of Audacity 6. The Networking Jerk
Connectors' Hall of Fame Profile: Katharine Graham 61
48 56
SECTION
TWO
The Skill Set
7. Do Your Homework 8. Take Names 9. Warming the Cold Call 10.Managing the Gatekeeper—Artfully n. Never Eat Alone 12. Share Your Passions 67 73 79 87 94 99
VI
Contents
13. Follow Up or Fail 14. Be a Conference Commando 15. Connecting with Connectors
Connectors' Hall of Fame Profile: Paul Revere 136
105 110 128 139 143
16. Expanding Your Circle 17. The Art of Small Talk
Connectors' Hall of Fame Profile: Dale Carnegie 155
SECTION
THREETurning Connections into Compatriots 18. Health, Wealth, and Children 19. Social Arbitrage
Connectors' Hall of Fame Profile: Vernon Jordan 177
161 171 181 190
20. Pinging—All the Time 21. Find Anchor Tenants and Feed Them
SECTION FOUR
Trading Up and Giving Back 22. Be Interesting
Connectors' Hall of Fame Profile: Dalai Lama 220
203
23. Build Your Brand 24. Broadcast Your Brand 25.The Write Stuff 26. Getting Close to Power 27. Build It and They Will Come
Connectors' Hall of Fame Profile: Benjamin Franklin 264
224 231 246 249 259
Contents
vii
28. Never Give in to Hubris 29. Find Mentors, Find Mentees, Repeat
Connectors' Hall of Fame Profile: Eleanor Roosevelt 283
268 273 286 291 299
30. Balance Is B.S. 31. Welcome to the Connected Age Index
NeverEat Alone
SECTION ONE
The Mind-Set
CHAPTER
1
Becoming a Member of the Club
Relationships are all there is. Everything in the universe only exists because it is in relationship to everything else. Nothing exists in isolation. We have to stop pretending we are individuals that can go it alone.
— M A R G A R E T WHEATLEY
H
ow on earth did I get in here?" I kept asking myselfin those early days as an overwhelmed first-year student at Harvard Business School. There wasn't a single accounting or finance class in my background. Looking around me, I saw ruthlessly focused young men and women who had undergraduate degrees in business. They'd gone on to crunch numbers or analyze spreadsheets in the finest firms on Wall Street. Most were from wealthy families and hadpedigrees and legacies and Roman numerals in their names. Sure, I was intimidated. How was a guy like me from a working-class family, with a liberal arts degree and a couple years at a traditional manufacturing company, going to compete with purebreds from McKinsey and Goldman Sachs who, from my perspective, seemed as if they'd been computing business data in their cribs? It was a defining moment in my...
This book has been optimized for viewing at a monitor setting of 1024 x 768 pixels.
Never Eat Alone
And Other Secrets to Success, One Relationship at a Time
KEITH FERRAZZI
with Tahl Raz
CURRENCY
•
DOUBLEDAY
NEW YORK
LONDON
TORONTO
SYDNEY
AUCKLAND
A CURRENCY BOOK PUBLISHED BY DOUBLEDAY a division of Random House, Inc. CURRENCY is atrademark of Random House, Inc., and DOUBLEDAY is a registered trademark of Random House, Inc. Copyright 2005 by Keith Ferrazzi Cataloging-in-Publication Data is on file with the Library of Congress elSBN: 0-385-51529-4 Book design by Fearn Cutler de Vicq All Rights Reserved All trademarks are the property of their respective companies. SPECIAL SALES Currency Books are available at special discounts forbulk purchases for sales promotions or premiums. Special editions, including personalized covers, excerpts of existing books, and corporate imprints, can be created in large quantities for special needs. For more information, write to Special Markets, Currency Books, specialmarkets@randomhouse.com. Visit our web site at www.randomhouse.com/doubleday
vl.O
Contents
SECTION
ONE
TheMind-Set
1. Becoming a Member of the Club 2. Don't Keep Score 3. What's Your Mission?
Connectors' Hall of Fame Profile: Bill Clinton 40
3 14 23 42
4. Build It Before You Need It 5. The Genius of Audacity 6. The Networking Jerk
Connectors' Hall of Fame Profile: Katharine Graham 61
48 56
SECTION
TWO
The Skill Set
7. Do Your Homework 8. Take Names 9. Warming the Cold Call 10.Managing the Gatekeeper—Artfully n. Never Eat Alone 12. Share Your Passions 67 73 79 87 94 99
VI
Contents
13. Follow Up or Fail 14. Be a Conference Commando 15. Connecting with Connectors
Connectors' Hall of Fame Profile: Paul Revere 136
105 110 128 139 143
16. Expanding Your Circle 17. The Art of Small Talk
Connectors' Hall of Fame Profile: Dale Carnegie 155
SECTION
THREETurning Connections into Compatriots 18. Health, Wealth, and Children 19. Social Arbitrage
Connectors' Hall of Fame Profile: Vernon Jordan 177
161 171 181 190
20. Pinging—All the Time 21. Find Anchor Tenants and Feed Them
SECTION FOUR
Trading Up and Giving Back 22. Be Interesting
Connectors' Hall of Fame Profile: Dalai Lama 220
203
23. Build Your Brand 24. Broadcast Your Brand 25.The Write Stuff 26. Getting Close to Power 27. Build It and They Will Come
Connectors' Hall of Fame Profile: Benjamin Franklin 264
224 231 246 249 259
Contents
vii
28. Never Give in to Hubris 29. Find Mentors, Find Mentees, Repeat
Connectors' Hall of Fame Profile: Eleanor Roosevelt 283
268 273 286 291 299
30. Balance Is B.S. 31. Welcome to the Connected Age Index
NeverEat Alone
SECTION ONE
The Mind-Set
CHAPTER
1
Becoming a Member of the Club
Relationships are all there is. Everything in the universe only exists because it is in relationship to everything else. Nothing exists in isolation. We have to stop pretending we are individuals that can go it alone.
— M A R G A R E T WHEATLEY
H
ow on earth did I get in here?" I kept asking myselfin those early days as an overwhelmed first-year student at Harvard Business School. There wasn't a single accounting or finance class in my background. Looking around me, I saw ruthlessly focused young men and women who had undergraduate degrees in business. They'd gone on to crunch numbers or analyze spreadsheets in the finest firms on Wall Street. Most were from wealthy families and hadpedigrees and legacies and Roman numerals in their names. Sure, I was intimidated. How was a guy like me from a working-class family, with a liberal arts degree and a couple years at a traditional manufacturing company, going to compete with purebreds from McKinsey and Goldman Sachs who, from my perspective, seemed as if they'd been computing business data in their cribs? It was a defining moment in my...
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