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ABOUT FERRAZZI GREENLIGHT

Founded in 2003, Ferrazzi Greenlight is Ferrazzi’s Los Angeles-based strategic consulting firm and the associated Greenlight Research Institute. Working from principles developed within the relational and collaborative sciences, the firm’s research has proven the singular predictive importance of positive relationships to business success (sales, team performance, and individual career advancement). The firm's extensive application of this research has honed its methodologies for accelerating relationship development and transforming organizational behavior.

Many of Ferrazzi Greenlight’s clients are members of the Global 3000, including General MotorsProcter & GambleThe Royal Bank of ScotlandAmerican ExpressMerrill LynchIntelThomson Reuters, and Deutsche Bank. Their client work concentrates on the following areas:

  1. Virtual Teams: The Harvard Business Review ran a blog series as well as an online webinar based on Ferrazzi Greenlight’s research into best practices in increasing the effectiveness of virtual teams.
  2. Sales Effectiveness: The vice president of marketing at British Telecom has measured the return on investment of the Ferrazzi Greenlight approach by saying, “Our investment in up-skilling our account teams is paying off. The Ferrazzi Greenlight account-based coaching has already delivered $1.1 billion in new closed work and $3.7 billion in pipeline.” The Harvard Business Review featured an article by Ferrazzi on turning relationships into sales.
  3. Culture Change and Behavior Engineering: Ferrazzi Greenlight has been identifying behaviors that block organizations from achieving strategic goals and coaching organizational transformations since 2003. An article in Wards Auto, credited Ferrazzi’s team with the launch of the 1Dealer program at GM, which GM North America president Mark Reuss described as, “A pretty massive change with our field staff to get them focused on enabling customer satisfaction and retention with our dealers.”