Review: Never Eat Alone
Never Eat Alone : And Other Secrets to Success, One Relationship at a Time
By Keith Ferrazzi (with Tahl Raz)
Every once in a while I read a book that profoundly changes the way that I think and act. Never Eat Alone, by Keith Ferrazzi, is my current foundation rocker. This is a highly recommended book for anyone who aspires to be successful in business and in life.
I have a natural tendency towards being an introvert and it is always an effort for me to stay in touch with people. Keith Ferrazzi has set me free. His simple, straight-forward, and inspirational book spells out the principles and practices of building and maintaining a successful network. Ferrazzi claims to have more than 5,000 people on his Palm who will answer the phone when he calls. I believe him. I may never achieve such a rich contact list but I have a new-found confidence in reaching out and leveraging my network.
Ferrazzi’s philosophy is simple and profound. It is built upon the presumption you’re your network is a valuable asset. You take it with you wherever you go, to each new position, to each new encounter. The strength of your network is part of your value to a company. As a valuable asset, your network takes effort to build and maintain. Without constant maintenance it will wither into disrepair.
The key pillar of Ferrazzi’s networking philosophy is that it is not about what your network can do for you, but rather, it’s about what your network can do for others. He says that, “Real networking is about finding ways to make other people successful.” This is a deeply rewarding experience when it happens. It changes the way you look at people you meet. Ferrazzi says that if he is going to take the time to meet with someone, he is going to try and make that person successful.
After establishing his mindset for networking, Ferrazzi goes on for twenty four chapters with page after page of practical guidelines for networking. He defines the follow-up protocol after meeting with someone. Should you send an e-mail? Should you send it right away? Or wait a few days so you don’t look to aggressive. Ferrazzi says to always follow up and do so within 24 hours. Include a few comments that will help the person remember you and then follow up again in one to three months.
Other useful highlights include the Hollywood adage to never disappear. Always be reaching out. Ferrazzi recommends using whatever electronic tools and devices that suit you but take an active role in managing your contact list. Organize your contacts into those who get a monthly call or note, a quarterly ping as well as a general list that receive an annual update. Leverage the time-honored practice of forwarding articles that people may find interesting. Remember friend’s birthdays. Call people when you are in town – never eat alone.
And don’t assume that your contact list is limited to people you have already met. Maintain an aspirational list of contacts as well. Create a category for people you would like to meet and then actively look for ways to forge connections to those people.
There are thirty one chapters to this highly practical book with each chapter averaging less than ten pages. I have taken to reading a chapter each morning as kind of inspirational reading. With titles ranging from the highly practical, like “How to Leverage Conferences” or “The Art of Small Talk” to the deeply personal, like “Be Interesting” or “Never Give In To Hubris” each chapter is a treasure trove of insights and actions to make professional and personal lives more rewarding. This is an excellent read if you are looking to grow your network and your career.
