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首页 Never+Eat+Alone.pdf

Never+Eat+Alone.pdf

Never+Eat+Alone.pdf

reiko68 2013-09-21 评分 0 浏览量 0 0 0 0 暂无简介 简介 举报

简介:本文档为《Never+Eat+Alonepdf》,可适用于高等教育领域,主题内容包含NeverEatAloneThisbookhasbeenoptimizedforviewingatamonitorsettingofxpixelsN符等。

NeverEatAloneThisbookhasbeenoptimizedforviewingatamonitorsettingofxpixelsNeverEatAloneAndOtherSecretstoSuccess,OneRelationshipataTimeKEITHFERRAZZIwithTahlRazCURRENCY•DOUBLEDAYNEWYORKLONDONTORONTOSYDNEYAUCKLANDACURRENCYBOOKPUBLISHEDBYDOUBLEDAYadivisionofRandomHouse,IncCURRENCYisatrademarkofRandomHouse,Inc,andDOUBLEDAYisaregisteredtrademarkofRandomHouse,IncCopyrightbyKeithFerrazziCataloginginPublicationDataisonfilewiththeLibraryofCongresselSBN:BookdesignbyFearnCutlerdeVicqAllRightsReservedAlltrademarksarethepropertyoftheirrespectivecompaniesSPECIALSALESCurrencyBooksareavailableatspecialdiscountsforbulkpurchasesforsalespromotionsorpremiumsSpecialeditions,includingpersonalizedcovers,excerptsofexistingbooks,andcorporateimprints,canbecreatedinlargequantitiesforspecialneedsFormoreinformation,writetoSpecialMarkets,CurrencyBooks,specialmarketsrandomhousecomVisitourwebsiteatwwwrandomhousecomdoubledayvlOContentsSECTIONONETheMindSetBecomingaMemberoftheClubDon'tKeepScoreWhat'sYourMissionConnectors'HallofFameProfile:BillClintonBuildItBeforeYouNeedItTheGeniusofAudacityTheNetworkingJerkConnectors'HallofFameProfile:KatharineGrahamSECTIONTWOTheSkillSetDoYourHomeworkTakeNamesWarmingtheColdCallManagingtheGatekeeperArtfullynNeverEatAloneShareYourPassionsVIContentsFollowUporFailBeaConferenceCommandoConnectingwithConnectorsConnectors'HallofFameProfile:PaulRevereExpandingYourCircleTheArtofSmallTalkConnectors'HallofFameProfile:DaleCarnegieSECTIONTHREETurningConnectionsintoCompatriotsHealth,Wealth,andChildrenSocialArbitrageConnectors'HallofFameProfile:VernonJordanPingingAlltheTimeFindAnchorTenantsandFeedThemSECTIONFOURTradingUpandGivingBackBeInterestingConnectors'HallofFameProfile:DalaiLamaBuildYourBrandBroadcastYourBrandTheWriteStuffGettingClosetoPowerBuildItandTheyWillComeConnectors'HallofFameProfile:BenjaminFranklinContentsviiNeverGiveintoHubrisFindMentors,FindMentees,RepeatConnectors'HallofFameProfile:EleanorRooseveltBalanceIsBSWelcometotheConnectedAgeIndexNeverEatAloneSECTIONONETheMindSetCHAPTERBecomingaMemberoftheClubRelationshipsareallthereisEverythingintheuniverseonlyexistsbecauseitisinrelationshiptoeverythingelseNothingexistsinisolationWehavetostoppretendingweareindividualsthatcangoitaloneMARGARETWHEATLEYHowonearthdidIgetinhere"IkeptaskingmyselfinthoseearlydaysasanoverwhelmedfirstyearstudentatHarvardBusinessSchoolTherewasn'tasingleaccountingorfinanceclassinmybackgroundLookingaroundme,IsawruthlesslyfocusedyoungmenandwomenwhohadundergraduatedegreesinbusinessThey'dgoneontocrunchnumbersoranalyzespreadsheetsinthefinestfirmsonWallStreetMostwerefromwealthyfamiliesandhadpedigreesandlegaciesandRomannumeralsintheirnamesSure,IwasintimidatedHowwasaguylikemefromaworkingclassfamily,withaliberalartsdegreeandacoupleyearsatatraditionalmanufacturingcompany,goingtocompetewithpurebredsfromMcKinseyandGoldmanSachswho,frommyperspective,seemedasifthey'dbeencomputingbusinessdataintheircribsItwasadefiningmomentinmycareer,andinmylifeIwasacountryboyfromsouthwesternPennsylvania,raisedinasmall,hardworkingsteelandcoaltownoutsideofLatrobecalledYoungstownOurregionwassoruralyoucouldn'tseeNeverEatAloneanotherhousefromtheporchofourmodesthomeMyfatherworkedinthelocalsteelmillonweekendshe'ddoconstructionMymothercleanedthehomesofthedoctorsandlawyersinanearbytownMybrotherescapedsmalltownlifebywayofthearmymysistergotmarriedinhighschoolandmovedoutwhenIwasatoddlerAtHBS,alltheinsecuritiesofmyyouthcamerushingbackYousee,althoughwedidn'thavemuchmoney,mydadandmomweresetongivingmethekindofopportunitiesmybrotherandsister(frommymom'spreviousmarriage)nevergotMyparentspushedmeandsacrificedeverythingtogetmethekindofeducationthatonlythewelltodokidsinourtowncouldaffordThememoriesrushedbacktothosedayswhenmymotherwouldpickmeupinourbeatupblueNovaatthebusstopoftheprivateelementaryschoolIattended,whiletheotherchildrenduckedintolimosandBMWsIwasteasedmercilesslyaboutourcarandmypolyesterclothesandfakeDocksidersremindeddailyofmystationinlifeTheexperiencewasagodsendinmanyways,tougheningmyresolveandfuelingmydrivetosucceedItmadecleartometherewasahardlinebetweenthehavesandthehavenotsItmademeangrytobepoorIfeltexcludedfromwhatIsawastheoldboys'networkOntheotherhand,allthosefeelingspushedmetoworkharderthaneveryonearoundmeHardwork,Ireassuredmyself,wasoneofthewaysI'dbeatentheoddsandgottenintoHarvardBusinessSchoolButtherewassomethingelsethatseparatedmefromtherestofmyclassandgavemeanadvantageIseemedtohavelearnedsomethinglongbeforeIarrivedinCambridgethatitseemedmanyofmypeershadnotAsakid,IcaddiedatthelocalcountryclubforthehomeownersandtheirchildrenlivinginthewealthytownnexttomineItmademethinkoftenandhardaboutthosewhosucceedandthoseBecomingaMemberoftheClubwhodon'tImadeanobservationinthosedaysthatwouldalterthewayIviewedtheworldDuringthoselongstretchesonthelinks,asIcarriedtheirbags,IwatchedhowthepeoplewhohadreachedprofessionalheightsunknowntomyfatherandmotherhelpedeachotherTheyfoundoneanotherjobs,theyinvestedtimeandmoneyinoneanother'sideas,andtheymadesuretheirkidsgothelpgettingintothebestschools,gottherightinternships,andultimatelygotthebestjobsBeforemyeyes,Isawproofthatsuccessbreedssuccessand,indeed,therichdogetricherTheirweboffriendsandassociateswasthemostpotentclubthepeopleIcaddiedforhadintheirbagsPoverty,Irealized,wasn'tonlyalackoffinancialresourcesitwasisolationfromthekindofpeoplethatcouldhelpyoumakemoreofyourselfIcametobelievethatinsomeveryspecificwayslife,likegolf,isagame,andthatthepeoplewhoknowtherules,andknowthemwell,playitbestandsucceedAndtheruleinlifethathasunprecedentedpoweristhattheindividualwhoknowstherightpeople,fortherightreasons,andutilizesthepoweroftheserelationships,canbecomeamemberofthe"club,"whetherhestartedoutasacaddieornotThisrealizationcamewithsomeempoweringimplicationsToachieveyourgoalsinlife,Irealized,itmatterslesshowsmartyouare,howmuchinnatetalentyou'rebornwith,oreven,mosteyeopeningtome,whereyoucamefromandhowmuchyoustartedoutwithSurealltheseareimportant,buttheymeanlittleifyoudon'tunderstandonething:Youcan'tgettherealoneInfact,youcan'tgetveryfaratallFortunately,Iwashungrytomakesomethingofmyself(and,frankly,evenmoreterrifiedthatI'damounttonothing)Otherwise,perhapsIwouldhavejuststoodbyandwatchedlikemyfriendsinthecaddyyardIfirstbegantolearnabouttheincrediblepowerofrelationNeverEatAloneshipsfromMrsPolandCarolPolandwasmarriedtotheownerofthebiglumberyardinourtown,andherson,Brett,whowasmyage,wasmyfriendTheywenttoourchurchAtthetime,IprobablywantedtobeBrett(greatathlete,rich,allthegirlsfallingoverhim)Attheclub,IwasMrsPoland'scaddieIwastheonlyonewhocaredenough,ironically,tohidehercigarettesIbustedmybehindtohelpherwineverytournamentI'dwalkthecoursethemorningbeforetoseewherethetoughpinplacementswereI'dtestthespeedofthegreensMrsPolandstartedrackingupwinsleftandrightEveryladiesday,IdidsuchagreatjobthatshewouldbragaboutmetoherfriendsSoon,othersrequestedmeI'dcaddiethirtysixholesadayifIcouldgetthework,andImadesureItreatedtheclubcaddiemasterasifhewereakingMyfirstyear,Iwontheannualcaddieaward,whichgavemethechancetocaddieforArnoldPalmerwhenhecametoplayonhishometowncourseArniestartedoutasacaddiehimselfattheLatrobeCountryClubandwentontoowntheclubasanadultIlookeduptohimasarolemodelHewaslivingproofthatsuccessingolf,andinlife,hadnothingtodowithclassItwasaboutaccess(yes,andtalent,atleastinhiscase)SomegainedaccessthroughbirthormoneySomewerefantasticatwhattheydid,likeArnoldPalmerMyedge,Iknew,wasmyinitiativeanddriveArniewasinspirationalproofthatyourpastneednotbeprologuetoyourfutureForyearsIwasadefactomemberofthePolandfamily,splittingholidayswiththemandhangingoutattheirhousenearlyeverydayBrettandIwereinseparable,andIlovedhisfamilylikemyownMrsPolandmadesureIgottoknoweveryoneintheclubthatcouldhelpme,andifshesawmeslacking,I'dhearitfromherIhelpedheronthegolfcourse,andshe,inappreciationofmyeffortsandthecareIbestoweduponher,helpedmeinlifeSheprovidedmewithasimplebutprofoundlessonabouttheBecomingaMemberoftheClubpowerofgenerosityWhenyouhelpothers,theyoftenhelpyouReciprocityisthegussiedupwordpeopleuselaterinlifetodescribethisagelessprincipleIjustknewthewordas"care"Wecaredforeachother,sowewentoutofourwaytodonicethingsBecauseofthosedays,andspecificallythatlesson,IcametorealizethatfirstsemesteratbusinessschoolthatHarvard'shypercompetitive,individualisticstudentshaditallwrongSuccessinanyfield,butespeciallyinbusiness,isaboutworkingwithpeople,notagainstthemNotabulationofdollarsandcentscanaccountforoneimmutablefact:Businessisahumanenterprise,drivenanddeterminedbypeopleItwasn'ttoofarintomysecondsemesterbeforeIstartedjokinglyreassuringmyself,"Howonearthdidalltheseotherpeoplegetinhere"Whatmanyofmyfellowstudentslacked,Idiscovered,weretheskillsandstrategiesthatareassociatedwithfosteringandbuildingrelationshipsInAmerica,andespeciallyinbusiness,we'rebroughtuptocherishJohnWayneindividualismPeoplewhoconsciouslycourtotherstobecomeinvolvedintheirlivesareseenasschmoozers,brownnosers,smarmysycophantsOvertheyears,IlearnedthattheoutrageousnumberofmisperceptionscloudingthosewhoareactiverelationshipbuildersisequaledonlybythemisperceptionsofhowrelationshipbuildingisdoneproperlyWhatIsawonthegolfcoursefriendshelpingfriendsandfamilieshelpingfamiliestheycaredabouthadnothingtodowithmanipulationorquidproquoRarelywasthereanyrunningtallyofwhodidwhatforwhom,orstrategiesconcoctedinwhichyougivejustsoyoucouldgetOvertime,Icametoseereachingouttopeopleasawaytomakeadifferenceinpeople'slivesaswellasawaytoexploreandlearnandenrichmyownitbecametheconsciousconstructionofmylife'spathOnceIsawmynetworkingeffortsinthislight,IgavemyselfpermissiontopracticeitwithabandonineverypartNeverEatAloneofmyprofessionalandpersonallifeIdidn'tthinkofitascoldandimpersonal,thewayIthoughtof"networking"Iwas,instead,connectingsharingmyknowledgeandresources,timeandenergy,friendsandassociates,andempathyandcompassioninacontinualefforttoprovidevaluetoothers,whilecoincidentallyincreasingmyownLikebusinessitself,beingaconnectorisnotaboutmanagingtransactions,butaboutmanagingrelationshipsPeoplewhoinstinctivelyestablishastrongnetworkofrelationshipshavealwayscreatedgreatbusinessesIfyoustripbusinessdowntoitsbasics,it'sstillaboutpeoplesellingthingstootherpeopleThatideacangetlostinthetremendoushubbubthebusinessworldperpetuallystirsuparoundeverythingfrombrandsandtechnologytodesignandpriceconsiderationsinanendlesssearchfortheultimatecompetitiveadvantageButaskanyaccomplishedCEOorentrepreneurorprofessionalhowtheyachievedtheirsuccess,andIguaranteeyou'llhearverylittlebusinessjargonWhatyouwillmostlyhearaboutarethepeoplewhohelpedpavetheirway,iftheyarebeinghonestandnottoocaughtupintheirownsuccessAftertwodecadesofsuccessfullyapplyingthepowerofrelationshipsinmyownlifeandcareer,I'vecometobelievethatconnectingisoneofthemostimportantbusinessandlifeskillsetsyou'lleverlearnWhyBecause,flatout,peopledobusinesswithpeopletheyknowandlikeCareersineveryimaginablefieldworkthesamewayEvenouroverallwellbeingandsenseofhappiness,asalibrary'sworthofresearchhasshown,isdictatedinlargepartbythesupportandguidanceandlovewegetfromthecommunitywebuildforourselvesIttookmeawhiletofigureoutexactlyhowtogoaboutconnectingwithothersButIknewforcertainthatwhetherIwantedtobecomepresidentoftheUnitedStatesorthepresidentofalocalPTA,therewerealotofotherpeoplewhosehelpIwouldneedalongthewayBecomingaMemberoftheClubSelfHelp:AMisnomerHowdoyouturnanaspiringcontactintoafriendHowcanyougetotherpeopletobecomeemotionallyinvestedinyouradvancementWhyaretheresomeluckyschmoswhoalwaysleavebusinessconferenceswithmonths'worthoflunchdatesandadozenpotentialnewassociates,whileothersleavewithonlyindigestionWherearetheplacesyougotomeetthekindofpeoplewhocouldmostimpactyourlifeFrommyearliestdaysgrowingupinLatrobe,Ifoundmyselfabsorbingwisdomandadvicefromeverysourceimaginablefriends,books,neighbors,teachers,familyMythirsttoreachoutwasalmostunquenchableButinbusiness,IfoundnothingcameclosetotheimpactofmentorsAteverystageinmycareer,IsoughtoutthemostsuccessfulpeoplearoundmeandaskedfortheirhelpandguidanceIfirstlearnedthevalueofmentorsfromalocallawyernamedGeorgeLoveHeandthetown'sstockbroker,WaltSaling,tookmeundertheirwingsIwasrivetedbytheirstoriesofprofessionallifeandtheirnuggetsofstreetsmartwisdomMyambitionsweresowninthefertilesoilofGeorgeandWalt'sramblingbusinessescapades,andeversince,I'vebeenonthelookoutforotherswhocouldteachorinspiremeLaterinlife,asIrubbedshoulderswithbusinessleaders,storeowners,politicians,andmoversandshakersofallstripes,Istartedtogainasenseofhowourcountry'smostsuccessfulpeoplereachouttoothers,andhowtheyinvitethosepeople'shelpinaccomplishingtheirgoalsIlearnedthatrealnetworkingwasaboutfindingwaystomakeotherpeoplemoresuccessfulItwasaboutworkinghardtogivemorethanyougetAndIcametobelievethattherewasalitanyoftoughmindedprinciplesthatmadethissoftheartedphilosophypossibleTheseprincipleswouldultimatelyhelpmeachievethingsIdidn'tthinkIwascapableofTheywouldleadmetoopportunitiesNeverEatAloneotherwisehiddentoapersonofmyupbringing,andthey'dcometomyaidwhenIfailed,aswealldoonoccasionThataidwasneverinmoredireneedthanduringmyfirstjoboutofbusinessschoolatDeloitteToucheConsultingByconventionalstandards,IwasanawfulentrylevelconsultantPutmeinfrontofaspreadsheetandmyeyesglazeover,whichiswhathappenedwhenIfoundmyselfonmyfirstproject,huddledinacrampedwindowlessroominthemiddleofsuburbia,filesstretchingfromfloortoceiling,poringoveraseaofdatawithafewotherfirstyearconsultantsItriedIreallydidButIjustcouldn'tIwasconvincedboredomthatbadwaslethalIwasclearlywellonmywaytogettingfiredorquittingLuckily,IhadalreadyappliedsomeoftheveryrulesofnetworkingthatIwasstillintheprocessoflearningInmysparetime,whenIwasn'tpainfullyattemptingtoanalyzesomedatariddenworksheet,Ireachedouttoexclassmates,professors,oldbosses,andanyonewhomightstandtobenefitfromarelationshipwithDeloitteIspentmyweekendsgivingspeechesatsmallconferencesaroundthecountryonavarietyofsubjectsIhadlearnedatHarvardmostlyunderthetutelageofLenSchlessinger(towhomIowemyspeakingstyletoday)AllthisinanattempttodrumupbothbusinessandbuzzformynewcompanyIhadmentorsthroughouttheorganization,includingtheCEO,PatLocontoStill,myfirstannualreviewwasdevastatingIreceivedlowmarksfornotdoingwhatIwasaskedtodowiththegustoandfocusthatwasexpectedofmeButmysupervisors,withwhomIhadalreadydevelopedrelationshipsandwhowereawareofallmyextracurricularactivities,hadanotherideaTogether,wecookedupajobdescriptionthatpreviouslydidnotexistatthecompanyMymentorsgavemea$,expenseaccounttodowhatIhadalreadybeendoing:developingbusiness,representingthefirmwithspeakingengagements,andreachingouttothepressBecomingaMemberoftheClubandbusinessworldinwaysthatwouldstrengthenDeloitte'spresenceinthemarketplaceMysupervisors'beliefinmepaidoffWithinayear,thecompany'sbrandrecognitioninthelineofbusinessonwhichIfocused(reengineering)movedfrombottomoftheconsultingpacktooneofthetopoftheindustry,achievingagrowthratethecompanyhadneverknown(though,ofcourse,itwasn'tallmydoing)Iwentontobecomethecompany'schiefmarketingofficerandtheyoungestpersonevertappedforpartnerAndIwashavingablasttheworkwasfun,exciting,interestingEverythingyoucouldwantinajobWhilemycareerwasinfullthrottle,insomewaysitallseemedlikealuckyaccidentInfact,formanyyears,Icouldn'tseeexactlywheremyprofessionaltrajectorywouldtakemeafterDeloitte,acrazyquiltoftopleveljobsculminatinginmyfoundingmyowncompanyIt'sonlytoday,lookingintherearviewmirror,thatitmakesenormoussenseFromDeloitte,IbecametheyoungestchiefmarketingofficerintheFortuneatStarwoodHotelResortsThenIwentontobecomeCEOofaKnowledgeUniverse(MichaelMilken)fundedvideogamecompany,andnow,founderofmyowncompany,FerrazziGreenlight,asalesandmarketingconsultingandtrainingfirmtoscoresofthemostprestigiousbrands,andanadvisortoCEOsacrosstheworldIziggedandzaggedm

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