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meeting time,allows him to be
the first person to
interact with his
audience before
the days clutter
cancloud their
mind.Additionally, he has the ability
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to combine a
straightforward
attitude with his
marketing
acumenand
consultingexperience in
order to driveresults. Some
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would consider
this bold and
steadfast
manner to be
somewhat
abrasive. At timeshe is perceived as
too eager whilealways
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maintaining an
agenda
for establishing
and maintaining
his network.
Additionally,Ferrazzi becomes
so directionallyfocused ondriving
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his ideas to top
management, that
he appears
disinterested in
his peers'
thoughts andsuggestions.Colle
agues andmanagement have
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stated that his
impatience
prevents him from
executing
necessary stepsto
complete allfacets of his work
he is not aworker bee.Some
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people frowned
upon Ferrazzi's
brash attitude and
believe these
tragic flaws
would potentiallyhinder his career.
When in factthrough effective
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utilization of this
unique skill set
Ferrazzihas been
able to fast track
his career moving
leaps and boundsahead of his
peers. Althoughhis eagernessand
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ability to drive
ideas seemed like
problems at first,
they obviously
worked in his
favor.While positioned
at Deloitte,Ferrazzi worked
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well above the
authority of his
position. In turn
his ability toreach
upper
managementgenerated new
business for thefirm. He also
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started the
Lincoln Award
for Business
Excellence in
Illinois. Despite a
general lack ofconfidence that
Ferrazzi would beable toinitiate this
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annual prize, his
determination to
see his vision
through
eventually opened
many doorsfor Deloitte.
Additionally,Ferrazzi's
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ambition provided
an easy transition
of his skills to the
marketingdepartm
ent at Starwood
hotels and asuccessful run as
the head of YaYaMedia.Keith
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Ferrazzi by his
very nature is
never comfortable
or content.
Admittedly, the
qualities thatmakehim so successful,
often take asubstantial toll on
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his well-being as
he experiences
dissatisfactionand
unhappiness as
much as 20% of
the time. Despitethis natural
imbalance in hislife, it seems that
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hefinds
motivation in this
undesirable
mindset to seek
out a more ideal
state of being.The value he
placedontransparency
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within his
relationship was
brought into
question as he
delayed coming
out andperhaps perceived
this lie to himselfas a lie to all of
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those who trusted
him. Revealing
this aspect of his
life may
have added
credibility and
strength to those
he already knewwhile reinforcing
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the confidence
that madehim an
excellent
networker in the
first place.We
agree with hisapproach to
business and hiscareer and we
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think that all of us
here
workingtoward
our MBA are like
Keith to some
degree. We areready to take on
new challengesand obstacles
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inour lives. The
drive Keith has
towards moving
forward to search
out more
challengingopportunities
andnot staying inany place too long
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is all too familiar.
Many people
would never be
comfortable
withKeiths
approach to hiscareer, but as an
MBA studentstriving for
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success we should
learn a few
thingsfrom his
approach to
networking and
weaving his waythrough the
corporatestructure.
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It certainlytakes practice to
become an
incredibly
talented network
builder like Keith,
but it is one ofthose soft skills
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thatwhen
consistently used
and reworked will
develop all of
sudden over a
long period oftime. Acting
thisway inbusiness is a
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learned skill
developed
through
experience. It
requires an
appreciation forthe level
of commitmentand creativity
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necessary to be a
good networker
with the
capability to build
these types
of fruitfulrelationships.Ther
e are many keycomponents to
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successful
networking one
can extract from
the case
studysuch as
consistency andpositioning. The
fact that he callshis old roommate
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every year and
talks for
threeminutes
creates an
environment
where Keithmaintains control
of the timecommitment
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required
tocontinue open
communication in
the relationship.
This establishes a
level of credibilityand sincerity
for both parties.The conditions he
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allow him to build
a rapportwhile
driving his ideas
straight to the top.
These are great
aggressivenetworking
techniques thatenable a person to
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succeed.Many
professionals lack
adequate
networking skills
and even the drive
to build andmanage thetypes
of relationshipsillustrated in the
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Ferrazzi case
study. This case
illustrates the
importance
of powerful and
effectivenetworking
techniques used inbuilding your
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career. As an
example, without
a proper network
you may lack the
necessary insight
to fully developthe vision and
plan, let alone
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orchestrate
collaboration
amongst
resources to
execute. We can
all benefit fromadopting some of
Keithsaggressivenetworking tactics
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and ambitious
attitude.