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Sunday, June 05, 2005
Keith Ferazzi, the youngest partner in Deloitte Consulting's history and founder of the consulting company Ferrazzi Greenlight, quickly aims in this book (coauthored with Tahl Raz), titled Never Eat Alone to distinguish his networking techniques from generic handshakes and business cards tossed like confetti. Each of 31 short chapters highlights a specific technique or concept, from "Warming the Cold Call" and "Managing the Gatekeeper" to following up, making small talk, "pinging" (or sending "quick, casual" greetings) and defining oneself to the point where one's missives become "the e-mail you always read because of who it's from." In addition to variations on the theme of hard work, Ferrazzi offers counterintuitive perspectives that ring true: "vulnerability... is one of the most underappreciated assets in business today"; "too many people confuse secrecy with importance."
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