Cracking the code of human behavior
to drive desired business outcomes

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Keith Ferrazzi Tip of the Week and other Mailings

Relational Sciences

Relational Mindsets

The Greenlight Research Institute has helped take the practice of relationship management from a fuzzy notion to a proven science.  

With a basis in the relational mindsets first explored in Keith Ferrazzi's pioneering book Never Eat Alone, the Institute has spent the better part of a decade looking into the neurochemistry and tribal behaviors that make relationships so critical to all aspects of human endeavor, with particular focus on business productivity and organizational change.  

Climbing the relational pyramid

The Institute has worked with curriculum designers at Ferrazzi Greenlight to capture that scientific understanding in methodologies that coach relational behavior into the DNA of individuals and organizations. Tuning based on emerging research and field experience has improved the financial and productivity returns. Greenlight Research Institute can now document the level of hard ROI available via "soft" skills focused on improving relationships.

The institute has also documented the improved effectiveness of an experiental, in-the-field, mission-based approach over classroom learning.  Our study of Ferrazzi Greenlight interventions for client companies shows development of lifelong relationship habits that produce sustainable ROI. Three-ring lesson binders that sit unused after everyone leaves a classroom do not produce comparable positive results.

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Getting Past Polite at eBay and Thomson Reuters

Don't get me wrong — politeness is important. But we need less of it than we think we do. And it’s amazing how efficiency can be driven by transparency about your shortcomings and insecurities. When my friend eBay CEO and former Reuters Markets CEO Devin Wenig was faced with the merger of Reuters with Thompson, he knew people integration was as important as systems integration...

Getting off to a flying start in a world where catching up is the norm

When Ritesh Idnani, CEO of ISGN, takes his morning run, he can see the mail counter on his smartphone logging new messages in real time. Jogging down the road, “I see it going from 30 to 40 to 50,” says Idnani. In a global firm like ISGN, a mortgage services company, where messages pour in from across the globe while North America sleeps, “You start the day by catching up,” he...

Increase the Engagement of Your Virtual Teams

The trend to virtual teams continues unabated. It applies as an overarching organizing principle and in your own teams. Leaders who used to manage a hierarchy, then a matrix, are now managing relationships with a network of individuals they may never have met inside and outside our organizations. That broad virtual engagement makes sense. 87% of respondents to our 2013...

A Smartphone Could Have Saved My Dad's Life

My dad died of a heart attack in 1998. He’d worked his whole life in a Pittsburgh steel mill. His death was tough on my family, even though he’d had cardiac disease for years. A family friend who worked for one of the best heart doctors in Pittsburgh gave us access to medical advice that few blue-collar families could afford, but it was hard for us to get my dad in to see him...

Improving Engagement in an Increasingly Virtual World

From thinking about the problems of Hurricane Katrina first responders who couldn't communicate, to studying dispersed medical teams engaging remote patients, collaboration in an increasingly virtual world has been top of mind for Greenlight Research. Here's the first in a series about the way we’ll apply people rules to optimize emerging technologies for agile and effective collaboration and engagement.

The All-Crucial Last Step: The Formal Team

Central to my beliefs about taking control of your career is the idea that everyone not only needs a lifeline learning team —that counsels you with candor and bolsters your confidence as you move toward your goals—but also a “Formal Team,” the fifth and final ring of the continuous learning circle we’ve been discussing throughout this series. The formal team is the workplace-...

Step Five: Develop a Relational Culture

The preparation for productive relationships starts long before you face specific challenges. The positive attributes that encourage relational collaboration must be embedded into the team’s culture, which will produce various positive outcomes: Faster decision-making and more innovative thinking; Common team purpose, vision, trust and commitment to success; Peer-to-peer...