Success flows from who you know, not just what you know

Jeff always believed his marketing skills would take him to the top—but two years into his consultancy, he’d hit a wall. Clients came and went, but nothing stuck. One afternoon at a chamber-of-commerce mixer, he spotted a CFO from an auto parts firm whom he vaguely recognized from college. Summoning courage, Jeff introduced himself and mentioned their shared alma mater. The CFO not only remembered Jeff but was also impressed by the personal touch. That one connection led to five new referrals and a long-term retainer. The magic wasn’t Jeff’s pitch; it was activating a real human bond. Later, Jeff mapped his network, purposefully reaching beyond his usual circles to foster new alliances.

Within months, he expanded his client base beyond local shops to national brands. Rather than relying on cold calls, Jeff tapped existing contacts to open doors to industries he’d never dreamed of entering. The simple act of recalling a college friendship became the first step in a thriving consulting enterprise. It was proof that professional success hinges on the bridges you build—not just the skills you command.

Now it’s your turn. Set a ten-minute block this week to map your closest allies and two weak ties, then ping each of them with a warm check-in, referencing a shared memory or genuine compliment. Watch how small efforts spark new conversations and open doors you never knew existed.