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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

7/31/2019 LA Budgets 2012

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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

7/31/2019 LA Budgets 2012

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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.