By Clancy Cross
Someone once said, “It’s not what you know, it’s who you
know.” Then someone a bit smarter came
along and said, “It’s not who you know, it’s who knows you.” Once again, someone even smarter figured out
that, “It’s not who knows you, but what they know about you that matters.” Contained in these clichés is the following
wisdom…
- Life is about people.
- Success is about successful relationships with the right people.
- Professionalism matters!
A friend of mine, a leader in the information technology
industry, shared with me his approach to building a team. His strategy was simple –find the right
people and teach them the technical skills they need to be successful. He was talking about character and the
so-called “soft skills.” Instead of
hiring the most technically qualified people and trying to develop their so-called
soft skills, he selected people of good character who were skilled in
communication, problem solving and creative and strategic thinking. Then if
necessary, he helped them upgrade their technical skills. I recall that one of his “techies” had a
performing arts degree.
One day I was visiting my financial advisor and was caught
off guard when he asked if I ever considered his business as my next career
move. I laughed. After apologizing, I explained that I wasn’t
qualified to work in his field. In the
coaching moment that followed, he patiently explained that he was looking for someone
to fill his shoes when he retired. He assured
me that he could teach me the skills of his industry, but needed “the right
kind of person”, someone who shared his professional values. Being offered an opportunity based on my character
and soft skills was a reminder that it’s not who knows you that matters, but
what they know about you that does. In
both of these examples, “professionalism trumped technical expertise.”
Although the lesson about professionalism is clear, there’s
more – the value in being intentional and proactive toward building
professional relationships. Instead of reacting,
why not be proactive? Regularly devoting
a fraction of your time to expand your circle of influence is not only a
strategy for finding superstars, it also leads to hidden life and career opportunities.
It took me awhile, but today I believe
wholeheartedly in the value and power of strategic networking. Boy, am I ever thankful! It was networking and professionalism (“what
people know about me”) and perhaps some divine intervention that led my colleague
David Wright and me to a strategic partnership with Zig Ziglar’s company. That story can wait. Let’s network so I can hear your story!
Clancy Cross is an inspirational teacher, coach, entertainer, business
owner
and author of “Professionalism from A to Z.”
and author of “Professionalism from A to Z.”
