Lexington, KY - To follow up his national bestseller Never Eat Alone, business and self-help author Keith Ferrazzi has written a second thought-provoking and inspired book, one befitting the changing times. While his first book promoted the power of genuine relationships and networking, his new work, Who's Got Your Back, takes the ideas he espoused to a deeper level.
Much has changed since Ferrazzi's first book was published in 2003. Never Eat Alone was based on the premise that "people who instinctively establish a strong network of relationships have always created great businesses." Networking has now become established as essential in a time of economic turmoil, layoffs and company closings.
While Never Eat Alone stressed creating a broad network of relationships, Ferrazzi's new book focuses on a select, critical few. This is an inner circle of "lifeline relationships" - far deeper than a networking list. Ferrazzi defines a lifeline relationship as "someone who will never let you fail." These close relationships will provide the encouragement and support needed for you to achieve success.
We've all had these types of relationships at some point in our lives, the author says. But in this troubled economy, we can't wait for those relationships to just happen - we must make them happen. The need to be actively creating a circle of advisors who will watch our backs - while we do the same for them - is among the most important actions we can take today, the author says.
Along with other business writers and experts, Ferrazzi suggests that we are moving out of the Information Age and into what he terms the Relationship Age. Emotion, empathy, and cooperation are critical to success, he says, at a time when technology and human interaction are intersecting in new ways. Trust and conversation are crucial in this new economy.
The author suggests that there are reasons other than economic that have created this need for support. People are hungry for meaning and community. They want answers to achieving professional and personal fulfillment. The solutions that were once satisfying in creating support systems no longer do so, he says.
Too often, people think deep connection and trust, particularly in the workplace, happen over time in a natural way. Ferrazzi insists such relationships must be built, and he offers a methodology and process for doing so.
To create a foundation for lifeline relationships, the author suggests first establishing four mindsets: intimacy, generosity, vulnerability and candor. These can be learned and practiced in order to build and repair relationships. The key to establishing close relationships with people you consider to be your trusted advisors in your career and personal life is understanding how these mindsets work together. "The process is iterative," Ferrazzi said. "The more you give, the deeper you get, and the more profound your sharing becomes."
These mindsets lead to greater success both personally and within groups and organizations. Ferrazzi cites stories from senior executive teams to sales forces.
With mindsets established, the author offers a nine-step program to creating relationships that will help individuals and organizations achieve goals. Some of this may sound familiar to readers, such as articulating vision and setting stretch goals. There's much here that is reminiscent of Dale Carnegie, Stephen Covey and a number of other authors. Unlike other authors, however, Ferrazzi focuses on relationships as the driving force to success, rather than the lone superman or woman who successfully overcomes all challenges, professional and personal. He also keeps the reader engaged by telling the story of his own lifeline experience, complete with missteps. Practicing the vulnerability he urges readers to show, he wins us over with his personal example of how these ideas work.
There are well-chosen examples of entrepreneurs and corporations who have effectively utilized relationship techniques. One cited was the merger of two former competitors, Reuters and Thomson. This "marriage" of 50,000 employees in 93 countries had the potential to be a great opportunity and a big challenge. Utilizing relationships on the leadership team was critical to results. Ferrazzi outlines the steps used to help build a sense of teamwork and support for the organization.
Who's Got Your Back is an important look at the vital need for close, deep relationships at a time when support and advice are crucial for many of us. Ferrazzi's book is timely in reminding us that we have outgrown the do-it-alone phase and that real success comes through relationships.