Never Eat Alone

397 Pages·1610·4.45 MB·English

Never Eat Alone
Do you want to get ahead in life? Climb the ladder to success?
Master networker Keith Ferrazzi says the secret is in reaching
out to others. As he discovered early in life, what distinguishes
highly successful people is the way they use the power of relation­
ships - so that everyone wins.
Never Eat Alone: Expanded and Updated lays out the steps and
mindset Ferrazzi uses to connect with thousands of colleagues,
friends and associates: people he has helped and who have helped
him. This form of connecting to the world is based on generosity;
Ferrazzi distinguishes genuine relationship-building from crude
glad-handing.
These practical, proven principles include: don’t keep score
(make sure other people get what they want, too); ‘ping* constantly
(reach out to your contacts all the time - not just when you need
something); never eat alone (‘invisibility’ is a fate worse than
failure); and become the ‘king of content’ (use social media to
make meaningful connections).
In this classic, globally bestselling book youll discover the time­
less strategies used by the worlds most connected people, from
Bill Clinton to the Dalai Lama. And youll learn how to transform
your own network, career and life.
ABOUT THE AUTHORS
Keith Ferrazzi is the founder and CEO of the training and
consulting company Ferrazzi Greenlight and a contributor
to Inc., the Wallstreet Journal and Harvard Business Review.
Earlier in his career, he was the CMO of Deloitte Consulting
and of Starwood Hotels and Resorts, and the CEO of YaYa
Media. He lives in Los Angeles.
Tahl Raz has written for Inc., the Jerusalem Posty the San
Francisco Chronicle and GQ. Raz lives in New York City.
KeithFerrazzi.com
Never Eat Alone,
EXPANDED UPDATED
a n d
And Other Secrets to Success, One Relationship at a Time
KEITH FERRAZZI
AND
TAHL RAZ
/ /
PORTFOLIO
PENGUIN
PORTFOLIO PENGUIN
Published by the Penguin Group
Penguin Books Ltd, 80 Strand, London WC2R ORL, England
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Originally published in the United States in different form by Currency Books, New York 2005
Published in the United States of America by Crown Business, an imprint of the Crown
Publishing Group, a division of Random House LLC 2014
First published in Great Britain by Portfolio Penguin 2014
001
Copyright © Keith Ferrazzi, 2005,2014
The moral right of the authors has been asserted
All rights reserved
Without limiting the rights under copyright
reserved above, no part of this publication may be
reproduced, stored in or introduced into a retrieval system,
or transmitted, in any form or by any means (electronic, mechanical,
photocopying, recording or otherwise), without the prior
written permission of both the copyright owner and
the above publisher of this book
Printed in Great Britain by Clays Ltd, St Ives pic
A CIP catalogue record for this book is available from the British Library
ISBN: 978-0-241-00495-1
www.green penguin co uk
Penguin Books is committed to a sustainable
future for our business, our readers and our planet.
This book is made from Forest Stewardship
FSC" C018179 Council™ certified paper
For Mom and Dad

Contents
Preface xi
SECTION 1
The Mind-Set
1. Becoming a Member of the Club 3
2. Don’t Keep Score 14
.
3 What s Your Mission? 24
Connectors' Hall of Fame Profile: Bill Clinton 40
.
4 Build It Before You Need It 43
.
5 The Genius of Audacity 49
6. The Networking Jerk 58
Connectors' Hall of Fame Profile: Katharine Graham 63
SECTION 2
The Skill Set
.
7 Do Your Homework 69
8. Take Names 76
.
9 Warming the Cold Call 83
10. Managing the Gatekeeper—Artfully 92
11. Never Eat Alone 99
viii Contents
12. Share Your Passions 105
.
13 Follow Up or Fail 111
.
14 Be a Conference Commando 116
.
15 Connecting with Connectors 136
Connectors' Hall of Fame Profile: Paul Revere 145
.
16 Expanding Your Circle 148
.
17 The Art of Small Talk 152
Connectors' Hall of Fame Profile: Brene Brown 158
Connectors' Hall of Fame Profile: Dale Carnegie 167
SECTION 3
Turning Connections into Compatriots
.
18 Health, Wealth, and Children 173
Connectors' Hall of Fame Profile: Adam Grant 182
.
19 Social Arbitrage 185
Connectors' Hall of Fame Profile: Vernon Jordan 192
20. Pinging—All the Time 195
21. Find Anchor Tenants and Feed Them 205
SECTION 4
Connecting in the Digital Age
22. Tap the Fringe 219
.
23 Become the King of Content 236
.
24 Engineering Serendipity 254
Contents ix
SECTION 5
Trading Up and Giving Back
.
25 Be Interesting 269
Connectors' Hall of Fame Profile: The Dalai Lama 285
.
26 Build Your Brand 290
.
27 Broadcast Your Brand 298
.
28 Getting Close to Power 316
.
29 Build It and They Will Come 327
Connectors' Hall of Fame Profile: Benjamin Franklin 332
.
30 Never Give In to Hubris 336
.
31 Find Mentors, Find Mentees. Repeat 342
Connectors' Hall of Fame Profile: Eleanor Roosevelt 352
.
32 Balance Is B.S. 355
.
33 Welcome to the Connected Age 360
Index 369