3. Deliver the bottom line. This is the moment of truth when you state, with utter clarity, what it is you want. If you're going to put your neck on the line, you'd better know why. The truth is the fastest route to a solution, but be realistic. W h i l e I knew Phil Knight of Nike wasn't going to buy anything based on one fiveminute conversation on a bus at Davos, I did make sure to get his e-mail and tell him that I'd like to follow up with him again sometime. Then I did so.

4. Use an open-ended question. A request that is expressed as a question—one that cannot be answered by a yes or no—is less threatening. How do you feel about this? How can we solve this problem? Can we meet up again sometime soon? The issue has been raised, your feelings expressed, your desires articulated. With an open-ended suggestion or question, you invite the other person to work toward a solution with you. I didn't insist on a specific lunch date at a specific time with Phil. I left it open and didn't allow our first exchange to be weighted down by unnecessary obligations.

6. The Networking Jerk

He is the man or she is the woman with a martini in one hand, business cards in the other, and a prerehearsed eleva-

tor pitch always at the ready. He or she is a schmooze artist, eyes darting at every event in a constant search for a bigger fish to fry. He or she is the insincere, ruthlessly ambitious glad-hander you don't want to become.

The networking jerk is the image that many people have when they hear the word "networking." But in my book, this breed of hyper-Rolodex-builder and card-counter fails to grasp the nuances of authentic connecting. Their shtick doesn't work because they don't know the first thing about creating meaningful relationships.

As I learned the hard way.

If you knew me as a younger man, you may not have liked me. I'm not sure I liked myself that much. I made all the classic mistakes of youth and insecurity. I was pretty much out for myself. I wore my unquenchable ambition on my sleeve, befriending those above me and ignoring my peers. Too often people put on one face with their subordinates, another with their boss, and another one yet with their friends.

When I became responsible for marketing at Deloitte, I suddenly had a lot of people reporting to me. I had some very big ideas about what I wanted to do—things that never had been done from a marketing standpoint in the world of consulting. And now finally I had a team with which to execute them. But instead of viewing my employees as partners to be wooed in achieving my long-term objectives and theirs, I saw them as called upon to carry out my tasks.

Add to this my young age (I was twenty years younger than any other member of the executive committee), and you can understand why the resistance among my staff was holding all of us back. Tasks that I thought should have taken hours ended up taking days. I knew I needed to do something, so I reached out to an executive coach, Nancy Badore, who had been coaching highlevel CEOs before there was a name for such a thing.

The day of our first meeting, sitting in my office, we barely had a chance to exchange pleasantries before I blurted out, "What do I need to do to become a great leader?"

She looked around my office for a few moments and said nothing. When she finally spoke, it struck me to the core. "Keith, look at all the pictures on your wall. You talk about aspiring to become a great leader, and there's not one picture in your whole office of anybody but you: you with other famous people, you in famous places, you winning awards. There's not one picture in here of your team or of anything that might indicate what your team has accomplished that would lead anybody like me to know that you care for them as much as you care for yourself. Do you understand that it's your team's accomplishments, and what they do because of you, not for you, that will generate your mark as a leader?"

I was floored by her question. She was absolutely right. Had I shown the genuine concern I had for the lives my employees led outside of work? Why hadn't I made an effort to make them part of the leadership? I'd been doing it with my bosses from day one.

I realized then my long-term success depended on everyone around me. That I worked for them as much as they worked for me!

Politicians understand this in a way too few executives grasp: We vote for the people we like and respect. Great companies are built by CEOs who inspire love and admiration. In today's world, mean guys finish last.

My friend and author Tim Sanders taught me there are two reasons for the end of the era of mean business. First, we live in a new "abundance of choice in business" in everything from products to career paths. Choice spells doom for difficult colleagues and leaders. "At a time when more of us have more options than ever, there's no need to put up with a product or service that doesn't deliver, a company that we don't like, or a boss whom we don't respect," he writes. The second reason is what he calls the "new telegraph." "It's almost impossible for a shoddy product, a noxious company, or a crummy person to keep its, his, or her sad reality a secret anymore. There are too many highly opinionated and well-informed people with access to e-mail, instant messaging, and the Web."

The bottom line is if you don't like someone, it's easier than ever to escape him. When you don't have others' interests at heart, people will find out sooner rather than later. Our culture demands more of us these days. It demands that we treat each other with respect. That every relationship be seen in mutually beneficial terms.

When you look back upon a life and career of reaching out to others, you want to see a web of friendships to fall back on, not the ashes of bad encounters. Here are a few rules I can suggest from personal experience to ensure that you never become a Networking Jerk:

1. Don't schmooze.

Have something to say, and say it with passion. Make sure you have something to offer when you speak, and offer it with sincerity. Most people haven't figured out that it's better to spend more time with fewer people at a one-hour get-together, and have one or two meaningful dialogues, than engage in the wandering-eye routine and lose the respect of most of the people you meet. I get e-mails all the time that read, "Dear Keith, I hear you're a good networker. I am, too. Let's sit down for fifteen minutes and a cup of coffee." Why? I ask myself. Why in the world do people expect me to respond to a request like that? Have they appealed to me emotionally? Have they said they could help me? Have they sought some snippet of commonality between us? I'm sorry, but networking is not a secret society with some encoded handshake practiced for its own virtue. We must bring virtue to it.

2. Don't rely on the currency of gossip.

Of course, using gossip is easier. Most people lap up such information. But it won't do you any good in the long run. Eventually the information well will run dry as more and more people realize you're not to be trusted.

3. Don't come to the party empty-handed.

Who are the stars of today's Internet world? Bloggers. Those freewheeling cybernauts who set up sites and online journals to provide information, links, or just empathy to a community of like-minded individuals. They do it for free, and they're often rewarded with a devout following of people who, in return, offer as much as they receive. It's a loop. In connecting, as in blogging, you're only as good as what you give away.