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Paying It Forward, the Sigma Chi Way

It’s always a humbling experience when someone you help, in however big or small a way, uses that moment of generosity to go on and do greater things of his own. That’s why when ophthalmologist and fellow Yalie, Ravi Goel, wrote me the other day, I wanted to share his story with you. When I was a medical student in the 1990s I applied for the Sigma Chi Foundation scholarship...

How a Book Changed Our Lives

Almost two years ago, Evan read Never Eat Alone on the recommendation of a faculty member he met at a small seminar. The message captivated him – he grew up a shy kid, but college had opened him up, and he was ready to hear that intimately connecting with people and building a network can be something other than nerve-racking. It could actually be fun, exciting, and rewarding...

Using Technology for 'Never Eat Alone'

Recently, I had the good fortune to meet Brian Roosa, who told me how he has integrated modern technology to implement the principles of Never Eat Alone. He embraced mindful relationship building by creating a “platform” from common tools and sought to share his approach with others. I thought his advice was fantastic and hereby share it. Read all the way to the end for the...

A Tribe's Core Values Deliver Happiness

Does raising levels of happiness really pay off for a business? We know that happy cows, or at least cows given names and more attention, produce more milk. Delivering Happiness CEO Jenn Lim argues compellingly that higher degrees of happiness in the workplace lead to increased engagement, productivity, performance and retention, thereby improving revenues and decreasing the cost of turnover. We cover practices that make employees happier.

Brian Ludlow's Transformation

"The choice isn't between success and failure, it's between choosing risk and striving for greatness, or risking nothing and being certain of mediocrity." 

I was fortunate enough to have found Keith's book Never Eat Alone during my last year of law school. It was around this time that I started to seriously question whether the practice of law was truly what I was meant to do.   

Robert Braathe's Transformation

My cousin Paul gave me a copy of Never Eat Alone when it first came out and it gave me so many great tools to get to know people on a deeper level. I never felt comfortable "networking" and following the guidelines in the book, I learned how to be a great convention guest, be a great party host and be a better partner through creating stronger relationships with my existing and current clients.

Don't Sell, Integrate

Kim Metcalf-Kupres, CMO at Johnson Controls, shared a terrific practice with my Ferrazzi Greenlight researchers that demonstrates how far Johnson Controls goes beyond solution selling as a tier-one supplier for major automotive manufacturers. They don’t sell, they integrate. “We build our plants next to theirs, we develop our products in line with their product development...

How to Turn a Relationship Into a Sale

(This piece originally appeared in Harvard Business Review.) Sales teams that focus on relationships quickly learn the value of providing personal and professional value to clients rather than focusing solely on the sale. The impact of relationship building with your customers may surprise you. Ferrazzi Greenlight's study of 16 Global Account Teams (PDF) showed that these strategic, relationship-focused teams grew their accounts at least twice as fast as regular transactionally-focused account teams

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