It's Not Just Who You Know

by SPAULDING, TOMMYBLANCHARD, KEN

• ISBN13: 9780307589132
• ISBN10: 0307589137
• Edition: 1st
• Format: Hardcover
• Copyright: 2010-08-10
• Publisher: Crown Business

Summary

In It's Not Just Who You Know, Tommy Spaulding-the former CEO of Up With People-has written the new How to Win Friends and Influence People for the twenty-fist century. Success-in business and in life-is all about relationships. In this powerful guide to reaching out to others, Spaulding takes Dale Carnegie's classic philosophy to the next level-how to create lasting relationships that go well beyond mere superficial contacts and second floor; relationships. Tommy Spaulding learned at a very young age that he was not destined to be an academic star. He may have gotten a 4.0, but only if he added his high school and college GPAs together. The reason he found academics so challenging, he discovered later, is that Tommy is dyslexic. But his dyslexia didn't hold him back-in fact, it helped him to develop the talents he did have. For Tommy is a natural leader; he realized early on that he had a unique ability to connect with others, whatever their age or background. As a teenager, he was given a copy of How to Win Friends and Influence Peopleby his father, and it quickly became his bible. He became a national finalist for the DECA Entrepreneurial Business competition in high school, and ran successfully for senior class president. He went on to become the CEO of Up With People, one of the largest nonprofit international leadership organizations in the world. At every step, Tommy learned that the secret to getting ahead was reaching out for the support and insight and influence of others. None of us achieve great success alone. We need the help of other people. In this candid, revealing book, Tommy expands upon the principles that Dale Carnegie outlined 75 years ago, and shows us how to take them one step further to accomplish the impossible in our lives and careers. To invite others to be genuine partners in our lives and success, Tommy explains, you have to first be interested in other people. It's not just who you know, or what they can do for you, but what you can do for them. Motives matter. Establishing a deeper connection is about authenticity, not manipulation. Reciprocity, not selfishness. Every relationship is a two-way street; we never know when a chance encounter can change the direction of our life. In the bestselling tradition of Dale Carnegie's classic, It's Not Just Who You Know shows how each and every one of us can use the power of netgiving-of helping others-to expand our world and achieve our goals, and make a difference in our job, our career, and our community. From the Hardcover edition.

Author Biography

TOMMY SPAULDING founded the Leader’s Challenge (the largest high school civic and leadership program in Colorado) and was the CEO of Up With People, one of the largest leadership nonprofit organizations in the world. He is the founder and CEO of Spaulding Companies, a consulting firm based out of Denver. He lives in the Denver metropolitan area with his wife and family.

Table of Contents

Foreword	p. ix
Introduction: Standing on Carnegie's Shoulders	p. 1
Relationship Discoveries
An Unlikely Prodigy	p. 9
The Bartender	p. 33
Relationship Economics	p. 42
How to Build Relationship Capital
The Five Floors of Relationships	p. 57
What You Do	p. 66
Don't Shoot the Moose	p. 69
Do Your Homework	p. 73
Breaking the Ice ... and Stirring It Up	p. 82
Back of the Business Card	p. 89
Leveraging Philanthropy	p. 94
Never Kiss on the First Date	p. 102
Don't Be a Chirping Bird	p. 106
Pardon Me While I Talk to Your Wife	p. 113
Relentless Communication	p. 117
Play Chess, Not Monopoly	p. 127
Seek Advice, Not Business	p. 133
He's Just Not That into Me	p. 138
The Power of Netgiving
Making Business Personal	p. 145
Beyond Networking	p. 150
Authenticity: Making Relationships Real	p. 153
Empathy: Setting a Cornerstone for Trust	p. 156
Vulnerability: Opening a Window into Your Inner World	p. 158
Confidentiality: Living the Law of the Vault	p. 161
Curiosity: The Power of Asking Questions	p. 164
Generosity: Acting on Your Awareness	p. 166
Humility: The Gift of Perspective	p. 168
Humor: Living with Levity	p. 170
Gratitude: The Art of Being Thankful	p. 172
Relationshift: Life in the Penthouse
Journey to the Penthouse	p. 177
The Ultimate Middel Man	p. 181
Moore than Meets the Eye	p. 189
Collecting What Matters	p. 196
Fifth Floor Givers	p. 203
Living Give/Get from the Outside/In	p. 210
Elevation: Advance, Link, and Lift	p. 223
Serving the Stakeholders	p. 239
Warnings	p. 261
Putting Purpose First
Relationships + Vision = Impact	p. 275
Orion's Belt	p. 282
How to Make the World Spin Better	p. 290
Acknowledgments	p. 297
Index	p. 299
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