IT'S NOT WHAT YOU KNOW, IT'S WHO YOU KNOW

LAIRD(2006) NETWORKING AND SUCCESS SINCE BENJAMIN FRANKLIN  BOSTON, HARVARD UNIVERSITY PRESS

(book review in GREEN (2006) BUSINESS WEEK/ 3/13/ 100

It is not what you know, it is who you know. Does that sound familiar? In the not long ago past, there were continuous arguments of nature vs. nurture. That is just about dead, but this academic treatise is the nurture wing of the debate.

With this caveat. There are talented people who rise to the top. However, when those of roughly equal ability hit tipping point, there is a mentor, network, or related that help some rise further than others all the way to the top.

What the very smart and talented have is also social skills. They know how to win with their talent. They know how to win with the help of others. They know how to win a mentor over to them so that they can go even further.

Thus, the talent is then translated into the social skill and the ability to win the hearts and minds that will open the door so that they can get to the top. Staying at the top again means having the ability and having the friends to protect you when you fail.

Let the reviewer add this. When the talented lack talent, the friends can surround the talent less striver into a prestige position without power and surround them with those who can protect the striver and the organization. What about the talented with less social skills? They do fine, but they don't make it to the top. In the end, social skills, personality, and charm help the talented to the top.