[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.81,0:00:04.83,Default,,0000,0000,0000,,It was the spring of 1988
Dialogue: 0,0:00:04.83,0:00:07.96,Default,,0000,0000,0000,,when I had the "a-ha" moment.
Dialogue: 0,0:00:07.96,0:00:10.62,Default,,0000,0000,0000,,I was at my first roundtable,
Dialogue: 0,0:00:10.62,0:00:13.89,Default,,0000,0000,0000,,and for those of you who don't know,
Dialogue: 0,0:00:13.89,0:00:17.08,Default,,0000,0000,0000,,the roundtable was a very\Ncommonly used phrase on Wall Street
Dialogue: 0,0:00:17.08,0:00:19.60,Default,,0000,0000,0000,,to describe the year end\Nevaluative process
Dialogue: 0,0:00:19.60,0:00:22.83,Default,,0000,0000,0000,,for analysts, associates, vice presidents,\Nall the way up to managing directors.
Dialogue: 0,0:00:22.83,0:00:28.54,Default,,0000,0000,0000,,That was the process where they\Nwere discussed behind closed doors
Dialogue: 0,0:00:28.54,0:00:31.43,Default,,0000,0000,0000,,around a table, ie. the round table,
Dialogue: 0,0:00:31.43,0:00:33.93,Default,,0000,0000,0000,,and everyone was put into a category --
Dialogue: 0,0:00:33.93,0:00:37.46,Default,,0000,0000,0000,,the top bucket, the middle bucket,\Nthe lower bucket --
Dialogue: 0,0:00:37.46,0:00:40.62,Default,,0000,0000,0000,,and then that was translated\Ninto a bonus range
Dialogue: 0,0:00:40.62,0:00:43.36,Default,,0000,0000,0000,,that would be assigned\Nto each professional.
Dialogue: 0,0:00:43.36,0:00:46.77,Default,,0000,0000,0000,,This was my first time there,\Nand as I observed,
Dialogue: 0,0:00:46.77,0:00:50.17,Default,,0000,0000,0000,,I saw that there was one person\Nthat was responsible
Dialogue: 0,0:00:50.17,0:00:53.54,Default,,0000,0000,0000,,for recording the outcome\Nof a conversation.
Dialogue: 0,0:00:53.54,0:00:57.17,Default,,0000,0000,0000,,There were other people in the room\Nthat had the responsibility
Dialogue: 0,0:00:57.17,0:00:58.81,Default,,0000,0000,0000,,of presenting the cases\Nof all the candidates.
Dialogue: 0,0:00:58.81,0:01:02.98,Default,,0000,0000,0000,,And there were other invited guests\Nwho were supposed to comment
Dialogue: 0,0:01:02.98,0:01:06.58,Default,,0000,0000,0000,,as a candidate's position was presented.
Dialogue: 0,0:01:06.75,0:01:10.22,Default,,0000,0000,0000,,It was interesting to me\Nthat those other people
Dialogue: 0,0:01:10.22,0:01:13.89,Default,,0000,0000,0000,,were folks who were more senior\Nthan the folks that were being discussed
Dialogue: 0,0:01:13.89,0:01:18.45,Default,,0000,0000,0000,,and they theoretically had had\Nsome interaction with those candidates.
Dialogue: 0,0:01:18.45,0:01:22.32,Default,,0000,0000,0000,,Now, I was really excited to be\Nat this roundtable for the first time,
Dialogue: 0,0:01:22.32,0:01:25.90,Default,,0000,0000,0000,,because I knew that my own process\Nwould go through this same way,
Dialogue: 0,0:01:25.90,0:01:28.91,Default,,0000,0000,0000,,and that my bonus would be\Ndecided in the same way,
Dialogue: 0,0:01:28.91,0:01:30.72,Default,,0000,0000,0000,,so I wanted to know how it worked,
Dialogue: 0,0:01:30.72,0:01:32.35,Default,,0000,0000,0000,,but more importantly,
Dialogue: 0,0:01:32.35,0:01:35.100,Default,,0000,0000,0000,,I wanted to understand\Nhow this concept of a meritocracy
Dialogue: 0,0:01:35.100,0:01:39.27,Default,,0000,0000,0000,,that every company that I talked to\Nwalking out of business school
Dialogue: 0,0:01:39.27,0:01:40.44,Default,,0000,0000,0000,,was selling.
Dialogue: 0,0:01:40.44,0:01:42.33,Default,,0000,0000,0000,,Every time I talked to a company,
Dialogue: 0,0:01:42.33,0:01:46.53,Default,,0000,0000,0000,,they would say, "Our culture,\Nour process, is a meritocracy.
Dialogue: 0,0:01:46.53,0:01:49.40,Default,,0000,0000,0000,,The way you get ahead in this organization\Nis that you're smart,
Dialogue: 0,0:01:49.40,0:01:51.75,Default,,0000,0000,0000,,you put your head down\Nand you work really hard,
Dialogue: 0,0:01:51.75,0:01:53.66,Default,,0000,0000,0000,,and you'll go right to the top.
Dialogue: 0,0:01:53.66,0:01:56.80,Default,,0000,0000,0000,,So here was my opportunity to see\Nexactly how that worked.
Dialogue: 0,0:01:56.80,0:01:58.79,Default,,0000,0000,0000,,So as the process began,
Dialogue: 0,0:01:58.79,0:02:02.10,Default,,0000,0000,0000,,I heard the recorder\Ncall the first person's name.
Dialogue: 0,0:02:02.10,0:02:03.93,Default,,0000,0000,0000,,"Joe Smith."
Dialogue: 0,0:02:03.93,0:02:08.34,Default,,0000,0000,0000,,The person responsible\Nfor presenting Joe's case did just that.
Dialogue: 0,0:02:08.34,0:02:10.82,Default,,0000,0000,0000,,Three quarters of the way through,\Nsomeone interrupted and said,
Dialogue: 0,0:02:10.82,0:02:13.34,Default,,0000,0000,0000,,"This is a great candidate, outstanding,
Dialogue: 0,0:02:13.34,0:02:16.52,Default,,0000,0000,0000,,has great analytical\Nand quantitative skills.
Dialogue: 0,0:02:16.52,0:02:18.30,Default,,0000,0000,0000,,This is a superstar."
Dialogue: 0,0:02:18.30,0:02:19.85,Default,,0000,0000,0000,,The recorder then said,
Dialogue: 0,0:02:19.85,0:02:23.55,Default,,0000,0000,0000,,"Sounds like Joe should go\Nin the top bucket."
Dialogue: 0,0:02:23.55,0:02:25.85,Default,,0000,0000,0000,,Second person, Mary Smith.
Dialogue: 0,0:02:25.85,0:02:29.53,Default,,0000,0000,0000,,Halfway through that presentation,\Nsomeone said, "Solid candidate.
Dialogue: 0,0:02:29.53,0:02:32.57,Default,,0000,0000,0000,,Nothing really special,\Nbut a good pair of hands."
Dialogue: 0,0:02:32.57,0:02:33.89,Default,,0000,0000,0000,,The recorder said,
Dialogue: 0,0:02:33.89,0:02:36.54,Default,,0000,0000,0000,,"Sounds like Mary should go\Nin the middle bucket."
Dialogue: 0,0:02:36.54,0:02:39.40,Default,,0000,0000,0000,,And then someone said, "Arnold Smith."
Dialogue: 0,0:02:39.40,0:02:42.47,Default,,0000,0000,0000,,Before the person\Ncould present Arnold's case,
Dialogue: 0,0:02:42.47,0:02:46.54,Default,,0000,0000,0000,,somebody said, "Disaster. Disaster.\NThis kid doesn't have a clue.
Dialogue: 0,0:02:46.54,0:02:47.93,Default,,0000,0000,0000,,Can't do a model."
Dialogue: 0,0:02:47.93,0:02:50.16,Default,,0000,0000,0000,,And before the case was presented,
Dialogue: 0,0:02:50.16,0:02:51.69,Default,,0000,0000,0000,,the recorder said,
Dialogue: 0,0:02:51.69,0:02:54.99,Default,,0000,0000,0000,,"Sounds like Arnold should go\Nin the bottom bucket."
Dialogue: 0,0:02:54.99,0:02:58.51,Default,,0000,0000,0000,,It was at that moment\Nthat I clutched my pearls
Dialogue: 0,0:02:58.51,0:03:01.81,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:03:01.81,0:03:06.13,Default,,0000,0000,0000,,and said, "Who is going to speak for me?"
Dialogue: 0,0:03:06.13,0:03:08.79,Default,,0000,0000,0000,,Who is going to speak for me?
Dialogue: 0,0:03:08.79,0:03:12.95,Default,,0000,0000,0000,,It was that moment that I realized\Nthat this idea of a meritocracy
Dialogue: 0,0:03:12.95,0:03:17.75,Default,,0000,0000,0000,,that every organizations sells\Nis really just a myth.
Dialogue: 0,0:03:17.75,0:03:22.46,Default,,0000,0000,0000,,You cannot have a 100 percent\Nmeritocratic environment
Dialogue: 0,0:03:22.46,0:03:26.91,Default,,0000,0000,0000,,when there is a human element\Ninvolved in the evaluative equation,
Dialogue: 0,0:03:26.91,0:03:28.81,Default,,0000,0000,0000,,because by definition,
Dialogue: 0,0:03:28.81,0:03:31.64,Default,,0000,0000,0000,,that makes it subjective.
Dialogue: 0,0:03:31.64,0:03:36.67,Default,,0000,0000,0000,,I knew at that moment that somebody\Nwould have to be behind closed doors
Dialogue: 0,0:03:36.67,0:03:39.68,Default,,0000,0000,0000,,arguing on my behalf,
Dialogue: 0,0:03:39.68,0:03:46.19,Default,,0000,0000,0000,,presenting content in such a way that\Nother decision makers around that table
Dialogue: 0,0:03:46.19,0:03:49.21,Default,,0000,0000,0000,,would answer in my best favor.
Dialogue: 0,0:03:49.21,0:03:52.44,Default,,0000,0000,0000,,That was a really interesting lesson,
Dialogue: 0,0:03:52.44,0:03:55.40,Default,,0000,0000,0000,,and then I said to myself,\N"Well who is that person?
Dialogue: 0,0:03:55.40,0:03:57.31,Default,,0000,0000,0000,,What do you call this person?"
Dialogue: 0,0:03:57.31,0:04:01.12,Default,,0000,0000,0000,,And as I thought about the popular\Nbusiness terms at the time,
Dialogue: 0,0:04:01.12,0:04:04.53,Default,,0000,0000,0000,,I said, wow, this person\Ncan't be a mentor,
Dialogue: 0,0:04:04.53,0:04:09.22,Default,,0000,0000,0000,,because a mentor's job\Nis to give you tailored advice,
Dialogue: 0,0:04:09.22,0:04:12.92,Default,,0000,0000,0000,,tailored specifically to you\Nand to your career aspirations.
Dialogue: 0,0:04:12.92,0:04:16.02,Default,,0000,0000,0000,,They're the ones who give you\Nthe good, the bad, and the ugly
Dialogue: 0,0:04:16.02,0:04:19.10,Default,,0000,0000,0000,,in a no-holds-barred way.
Dialogue: 0,0:04:19.10,0:04:23.04,Default,,0000,0000,0000,,Okay. Person can't be\Na champion or an advocate,
Dialogue: 0,0:04:23.04,0:04:26.85,Default,,0000,0000,0000,,because you don't necessarily\Nhave to spend any currency
Dialogue: 0,0:04:26.85,0:04:28.44,Default,,0000,0000,0000,,to be someone's champion.
Dialogue: 0,0:04:28.44,0:04:31.20,Default,,0000,0000,0000,,You don't necessarily\Nget invited to the room
Dialogue: 0,0:04:31.20,0:04:33.80,Default,,0000,0000,0000,,behind closed doors if you're an advocate.
Dialogue: 0,0:04:33.80,0:04:37.24,Default,,0000,0000,0000,,It was almost two years later
Dialogue: 0,0:04:37.24,0:04:37.49,Default,,0000,0000,0000,,when I realized what\Nthis person should be called.
Dialogue: 0,0:04:39.85,0:04:42.76,Default,,0000,0000,0000,,I was speaking at\Nthe University of Michigan
Dialogue: 0,0:04:42.76,0:04:44.82,Default,,0000,0000,0000,,to the MBA candidates
Dialogue: 0,0:04:44.82,0:04:46.90,Default,,0000,0000,0000,,talking about the lessons\Nthat I had learned
Dialogue: 0,0:04:46.90,0:04:48.76,Default,,0000,0000,0000,,after my three short years on Wall Street,
Dialogue: 0,0:04:48.76,0:04:50.30,Default,,0000,0000,0000,,and then it came to me.
Dialogue: 0,0:04:50.30,0:04:54.12,Default,,0000,0000,0000,,I said, oh, this person\Nthat is carrying your interest,
Dialogue: 0,0:04:54.12,0:04:57.09,Default,,0000,0000,0000,,or as I like to say, carrying\Nyour paper into the room,
Dialogue: 0,0:04:57.09,0:05:00.54,Default,,0000,0000,0000,,this person who is spending\Ntheir valuable political
Dialogue: 0,0:05:00.54,0:05:02.15,Default,,0000,0000,0000,,and social capital on you,
Dialogue: 0,0:05:02.15,0:05:06.34,Default,,0000,0000,0000,,this person who is going\Nto pound the table on your behalf,
Dialogue: 0,0:05:06.34,0:05:09.68,Default,,0000,0000,0000,,this is a sponsor.
Dialogue: 0,0:05:09.68,0:05:13.10,Default,,0000,0000,0000,,This is a sponsor.
Dialogue: 0,0:05:13.10,0:05:15.22,Default,,0000,0000,0000,,And then I said to myself,
Dialogue: 0,0:05:15.22,0:05:17.86,Default,,0000,0000,0000,,well, how do you get a sponsor?
Dialogue: 0,0:05:17.86,0:05:20.16,Default,,0000,0000,0000,,And frankly, why do you need one?
Dialogue: 0,0:05:20.16,0:05:22.15,Default,,0000,0000,0000,,Well, you need a sponsor, frankly,
Dialogue: 0,0:05:22.15,0:05:23.67,Default,,0000,0000,0000,,because as you can see,
Dialogue: 0,0:05:23.67,0:05:27.27,Default,,0000,0000,0000,,there's not one evaluative process\Nthat I can think of,
Dialogue: 0,0:05:27.27,0:05:29.91,Default,,0000,0000,0000,,whether it's in academia,\Nhealth care, financial services,
Dialogue: 0,0:05:29.91,0:05:33.82,Default,,0000,0000,0000,,not one that does not have\Na human element.
Dialogue: 0,0:05:35.00,0:05:37.37,Default,,0000,0000,0000,,So that means it has\Nthat measure of subjectivity.
Dialogue: 0,0:05:37.37,0:05:42.97,Default,,0000,0000,0000,,There is a measure of subjectivity\Nin who is presenting your case.
Dialogue: 0,0:05:42.97,0:05:45.08,Default,,0000,0000,0000,,There is a measure of subjectivity
Dialogue: 0,0:05:45.08,0:05:47.16,Default,,0000,0000,0000,,in what they say
Dialogue: 0,0:05:47.16,0:05:50.95,Default,,0000,0000,0000,,and how they interpret any\Nobjective data that you might have.
Dialogue: 0,0:05:50.95,0:05:55.16,Default,,0000,0000,0000,,There is a measure of subjectivity\Nin how they say what they're going to say
Dialogue: 0,0:05:55.16,0:05:59.15,Default,,0000,0000,0000,,to influence the outcome.
Dialogue: 0,0:05:59.15,0:06:03.34,Default,,0000,0000,0000,,So therefore, you need to make sure\Nthat that person who is speaking,
Dialogue: 0,0:06:03.34,0:06:04.84,Default,,0000,0000,0000,,that sponsor,
Dialogue: 0,0:06:04.84,0:06:07.14,Default,,0000,0000,0000,,has your best interests at heart
Dialogue: 0,0:06:07.14,0:06:10.96,Default,,0000,0000,0000,,and has the power to get it,\Nwhatever it is for you,
Dialogue: 0,0:06:10.96,0:06:13.49,Default,,0000,0000,0000,,to get it done behind closed doors.
Dialogue: 0,0:06:13.49,0:06:15.78,Default,,0000,0000,0000,,Now I'm asked all the time,
Dialogue: 0,0:06:15.78,0:06:18.52,Default,,0000,0000,0000,,how do you get one?
Dialogue: 0,0:06:18.52,0:06:24.39,Default,,0000,0000,0000,,Well, frankly, nirvana is when\Nsomeone sees you in an environment
Dialogue: 0,0:06:24.39,0:06:27.90,Default,,0000,0000,0000,,and decides, "I'm going\Nto make it happen for you.
Dialogue: 0,0:06:27.90,0:06:30.30,Default,,0000,0000,0000,,I'm going to make sure\Nthat you are successful."
Dialogue: 0,0:06:30.30,0:06:34.13,Default,,0000,0000,0000,,But for many of us in the room, we know\Nit doesn't really happen that way.
Dialogue: 0,0:06:34.13,0:06:37.34,Default,,0000,0000,0000,,So let me introduce\Nthis concept of currency,
Dialogue: 0,0:06:37.34,0:06:42.32,Default,,0000,0000,0000,,and talk to you about how it impacts\Nyour ability to get a sponsor.
Dialogue: 0,0:06:42.32,0:06:46.63,Default,,0000,0000,0000,,There are two types of currency\Nin any environment:
Dialogue: 0,0:06:46.63,0:06:50.80,Default,,0000,0000,0000,,performance currency\Nand relationship currency.
Dialogue: 0,0:06:50.80,0:06:54.28,Default,,0000,0000,0000,,And performance currency\Nis the currency that is generated
Dialogue: 0,0:06:54.28,0:06:57.75,Default,,0000,0000,0000,,by your delivering that\Nwhich was asked of you
Dialogue: 0,0:06:57.75,0:06:59.99,Default,,0000,0000,0000,,and a little bit extra.
Dialogue: 0,0:06:59.99,0:07:04.55,Default,,0000,0000,0000,,Every time you deliver upon the assignment\Nabove people's expectations,
Dialogue: 0,0:07:04.55,0:07:06.93,Default,,0000,0000,0000,,you generate performance currency.
Dialogue: 0,0:07:06.93,0:07:09.63,Default,,0000,0000,0000,,It works exactly like the stock market.
Dialogue: 0,0:07:09.63,0:07:12.04,Default,,0000,0000,0000,,Any time a company says to the street
Dialogue: 0,0:07:12.04,0:07:14.22,Default,,0000,0000,0000,,that they will deliver 25 cents a share
Dialogue: 0,0:07:14.22,0:07:16.23,Default,,0000,0000,0000,,and that company delivers\N40 cents a share,
Dialogue: 0,0:07:16.23,0:07:19.07,Default,,0000,0000,0000,,that stock goes up, and so will yours.
Dialogue: 0,0:07:19.07,0:07:22.48,Default,,0000,0000,0000,,Performance currency is valuable\Nfor three reasons.
Dialogue: 0,0:07:22.48,0:07:25.72,Default,,0000,0000,0000,,Number one, it will get you noticed.
Dialogue: 0,0:07:25.72,0:07:28.24,Default,,0000,0000,0000,,It will create a reputation for you.
Dialogue: 0,0:07:28.24,0:07:32.38,Default,,0000,0000,0000,,Number two, it will also\Nget you paid and promoted
Dialogue: 0,0:07:32.38,0:07:35.03,Default,,0000,0000,0000,,very early on in your career
Dialogue: 0,0:07:35.03,0:07:38.16,Default,,0000,0000,0000,,and very early on in any environment.
Dialogue: 0,0:07:38.16,0:07:41.01,Default,,0000,0000,0000,,And number three,\Nit may attract a sponsor.
Dialogue: 0,0:07:41.01,0:07:43.81,Default,,0000,0000,0000,,Why? Because strong performance currency
Dialogue: 0,0:07:43.81,0:07:45.97,Default,,0000,0000,0000,,raises your level of visibility\Nin the environment, as I said earlier,
Dialogue: 0,0:07:45.97,0:07:51.69,Default,,0000,0000,0000,,such that a sponsor may\Nbe attracted to you.
Dialogue: 0,0:07:51.69,0:07:55.74,Default,,0000,0000,0000,,Why? Because everybody loves a star.
Dialogue: 0,0:07:55.74,0:07:59.72,Default,,0000,0000,0000,,But if you find yourself in a situation
Dialogue: 0,0:07:59.72,0:08:02.31,Default,,0000,0000,0000,,where you don't have a sponsor,
Dialogue: 0,0:08:02.31,0:08:03.55,Default,,0000,0000,0000,,here's the good news.
Dialogue: 0,0:08:03.55,0:08:06.35,Default,,0000,0000,0000,,Remember that you can exercise\Nyour power and ask for one.
Dialogue: 0,0:08:06.35,0:08:13.77,Default,,0000,0000,0000,,But here's where the other currency\Nis now most important.
Dialogue: 0,0:08:13.77,0:08:16.75,Default,,0000,0000,0000,,That is the relationship currency,
Dialogue: 0,0:08:16.75,0:08:19.94,Default,,0000,0000,0000,,and relationship currency\Nis the currency that is generated
Dialogue: 0,0:08:19.94,0:08:24.81,Default,,0000,0000,0000,,by the investments that you make\Nin the people in your environment,
Dialogue: 0,0:08:24.81,0:08:29.89,Default,,0000,0000,0000,,the investments that you make\Nin the people in your environment.
Dialogue: 0,0:08:29.89,0:08:33.62,Default,,0000,0000,0000,,You cannot ask someone\Nto use their hard-earned
Dialogue: 0,0:08:33.62,0:08:36.96,Default,,0000,0000,0000,,personal influential\Ncurrency on your behalf
Dialogue: 0,0:08:36.96,0:08:39.53,Default,,0000,0000,0000,,if you've never had\Nany interaction with them.
Dialogue: 0,0:08:39.53,0:08:41.91,Default,,0000,0000,0000,,It is not going to happen.
Dialogue: 0,0:08:41.91,0:08:47.26,Default,,0000,0000,0000,,So it is important that you invest\Nthe time to connect, to engage,
Dialogue: 0,0:08:47.26,0:08:50.74,Default,,0000,0000,0000,,and to get to know the people\Nthat are in your environment,
Dialogue: 0,0:08:50.74,0:08:55.06,Default,,0000,0000,0000,,and more importantly to give them\Nthe opportunity to know you.
Dialogue: 0,0:08:55.06,0:08:57.55,Default,,0000,0000,0000,,Because once they know you,
Dialogue: 0,0:08:57.55,0:09:00.63,Default,,0000,0000,0000,,there's a higher probability\Nthat when you approach them
Dialogue: 0,0:09:00.63,0:09:02.98,Default,,0000,0000,0000,,to ask them to be your sponsor,
Dialogue: 0,0:09:02.98,0:09:06.74,Default,,0000,0000,0000,,they will in fact answer\Nin the affirmative.
Dialogue: 0,0:09:06.74,0:09:10.30,Default,,0000,0000,0000,,Now, if you're with me and you agree\Nthat you have to have a sponsor,
Dialogue: 0,0:09:10.30,0:09:14.86,Default,,0000,0000,0000,,let's talk about how\Nyou identify a sponsor.
Dialogue: 0,0:09:14.86,0:09:17.23,Default,,0000,0000,0000,,Well, if you're looking for a sponsor,
Dialogue: 0,0:09:17.23,0:09:20.41,Default,,0000,0000,0000,,they need to have three\Nprimary characteristics.
Dialogue: 0,0:09:20.41,0:09:22.09,Default,,0000,0000,0000,,Number one, they need to have\Na seat at the decision making table,
Dialogue: 0,0:09:22.09,0:09:29.23,Default,,0000,0000,0000,,they need to have exposure to your work
Dialogue: 0,0:09:29.23,0:09:32.33,Default,,0000,0000,0000,,in order to have credibility\Nbehind closed doors,
Dialogue: 0,0:09:32.33,0:09:34.15,Default,,0000,0000,0000,,and they need to have some juice,
Dialogue: 0,0:09:34.15,0:09:36.84,Default,,0000,0000,0000,,or let me say it differently,\Nthey'd better have some power.
Dialogue: 0,0:09:36.84,0:09:40.39,Default,,0000,0000,0000,,It's really important that\Nthey have those three things.
Dialogue: 0,0:09:40.39,0:09:43.39,Default,,0000,0000,0000,,And then once you have\Nidentified the person,
Dialogue: 0,0:09:43.39,0:09:45.62,Default,,0000,0000,0000,,how do you ask for one?
Dialogue: 0,0:09:45.62,0:09:47.12,Default,,0000,0000,0000,,The script goes like this.
Dialogue: 0,0:09:47.12,0:09:52.06,Default,,0000,0000,0000,,"Jim, I'm really interested\Nin getting promoted this year.
Dialogue: 0,0:09:52.06,0:09:54.52,Default,,0000,0000,0000,,I've had an amazing year,
Dialogue: 0,0:09:54.52,0:10:00.09,Default,,0000,0000,0000,,and I cannot show this organization\Nanything else to prove my worthiness
Dialogue: 0,0:10:00.09,0:10:03.85,Default,,0000,0000,0000,,or my readiness for this promotion,
Dialogue: 0,0:10:03.85,0:10:08.36,Default,,0000,0000,0000,,but I am aware that somebody\Nhas to be behind closed doors
Dialogue: 0,0:10:08.36,0:10:09.64,Default,,0000,0000,0000,,arguing on my behalf\Nand pounding the table.
Dialogue: 0,0:10:09.64,0:10:13.43,Default,,0000,0000,0000,,You know me, you know my work,\Nand you are aware of the client feedback,
Dialogue: 0,0:10:13.43,0:10:17.61,Default,,0000,0000,0000,,and I hope that you will feel comfortable\Narguing on my behalf."
Dialogue: 0,0:10:17.61,0:10:19.09,Default,,0000,0000,0000,,If Jim knows you,
Dialogue: 0,0:10:19.09,0:10:21.46,Default,,0000,0000,0000,,and you have any kind of a relationship,
Dialogue: 0,0:10:21.46,0:10:25.10,Default,,0000,0000,0000,,there's a very high probability\Nthat he will answer yes,
Dialogue: 0,0:10:25.10,0:10:26.48,Default,,0000,0000,0000,,and if he says yes,
Dialogue: 0,0:10:26.48,0:10:28.98,Default,,0000,0000,0000,,he will endeavor to get it done for you.
Dialogue: 0,0:10:28.98,0:10:31.60,Default,,0000,0000,0000,,But there's also a shot\Nthat Jim might say no,
Dialogue: 0,0:10:31.60,0:10:33.89,Default,,0000,0000,0000,,and if he says no, in my opinion,
Dialogue: 0,0:10:33.89,0:10:36.70,Default,,0000,0000,0000,,there's only three reasons\Nthat he would tell you no.
Dialogue: 0,0:10:36.70,0:10:41.05,Default,,0000,0000,0000,,The first is he doesn't think that\Nhe has enough exposure to your work
Dialogue: 0,0:10:41.05,0:10:44.25,Default,,0000,0000,0000,,to have real credibility\Nbehind closed doors
Dialogue: 0,0:10:44.25,0:10:47.100,Default,,0000,0000,0000,,to be impactful and effective\Non your behalf.
Dialogue: 0,0:10:47.100,0:10:49.99,Default,,0000,0000,0000,,The second reason he may tell you no
Dialogue: 0,0:10:49.99,0:10:53.24,Default,,0000,0000,0000,,is that you think he has\Nthe juice to get it done,
Dialogue: 0,0:10:53.24,0:10:56.61,Default,,0000,0000,0000,,but he knows that he does not\Nhave the power to do it,
Dialogue: 0,0:10:56.61,0:11:00.04,Default,,0000,0000,0000,,and is not going to admit that\Nin that conversation with you.
Dialogue: 0,0:11:00.04,0:11:01.21,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:11:01.21,0:11:03.96,Default,,0000,0000,0000,,And the third reason\Nthat he would tell you no,
Dialogue: 0,0:11:03.96,0:11:05.28,Default,,0000,0000,0000,,he doesn't like you.
Dialogue: 0,0:11:05.28,0:11:06.53,Default,,0000,0000,0000,,He doesn't like you.
Dialogue: 0,0:11:06.53,0:11:07.21,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:11:07.21,0:11:10.06,Default,,0000,0000,0000,,And that's something that could happen.
Dialogue: 0,0:11:10.06,0:11:13.70,Default,,0000,0000,0000,,But even that will be\Nvaluable information for you
Dialogue: 0,0:11:13.70,0:11:18.22,Default,,0000,0000,0000,,that will help to inform your next\Nconversation with a sponsor
Dialogue: 0,0:11:18.22,0:11:22.15,Default,,0000,0000,0000,,that might make it\Na little bit more impactful.
Dialogue: 0,0:11:22.15,0:11:25.69,Default,,0000,0000,0000,,I cannot tell you how important\Nit is to have a sponsor.
Dialogue: 0,0:11:25.69,0:11:30.48,Default,,0000,0000,0000,,It is the critical\Nrelationship in your career.
Dialogue: 0,0:11:30.48,0:11:32.01,Default,,0000,0000,0000,,A mentor, frankly, is a nice to have,
Dialogue: 0,0:11:32.01,0:11:37.16,Default,,0000,0000,0000,,but you can survive a long time\Nin your career without a mentor,
Dialogue: 0,0:11:37.16,0:11:43.15,Default,,0000,0000,0000,,but you are not going to ascend\Nin any organization without a sponsor.
Dialogue: 0,0:11:43.15,0:11:47.12,Default,,0000,0000,0000,,It is so critical that you\Nshould ask yourself regularly,
Dialogue: 0,0:11:47.12,0:11:49.93,Default,,0000,0000,0000,,who's carrying my paper into the room?
Dialogue: 0,0:11:49.93,0:11:51.96,Default,,0000,0000,0000,,Who is carrying my paper into the room?
Dialogue: 0,0:11:51.96,0:11:55.83,Default,,0000,0000,0000,,And if you can't answer who is\Ncarrying your paper into the room,
Dialogue: 0,0:11:55.83,0:11:59.94,Default,,0000,0000,0000,,then I will tell you to divert\Nsome of your hardworking energies
Dialogue: 0,0:11:59.94,0:12:02.63,Default,,0000,0000,0000,,into investing in a sponsor relationship,
Dialogue: 0,0:12:02.63,0:12:05.92,Default,,0000,0000,0000,,because it will be critical\Nto your success.
Dialogue: 0,0:12:05.92,0:12:10.39,Default,,0000,0000,0000,,And as I close, let me give a word\Nto the would-be sponsors
Dialogue: 0,0:12:10.39,0:12:12.06,Default,,0000,0000,0000,,that are in the room.
Dialogue: 0,0:12:12.06,0:12:14.96,Default,,0000,0000,0000,,If you have been invited into the room,
Dialogue: 0,0:12:14.96,0:12:18.18,Default,,0000,0000,0000,,know that you have a seat at that table,
Dialogue: 0,0:12:18.18,0:12:20.44,Default,,0000,0000,0000,,and if you have a seat at the table,
Dialogue: 0,0:12:20.44,0:12:23.12,Default,,0000,0000,0000,,you have a responsibility to speak.
Dialogue: 0,0:12:23.12,0:12:28.46,Default,,0000,0000,0000,,Don't waste your power worrying\Nabout what people are going to say
Dialogue: 0,0:12:28.46,0:12:31.15,Default,,0000,0000,0000,,and whether or not they think\Nyou might be supporting someone
Dialogue: 0,0:12:31.15,0:12:33.86,Default,,0000,0000,0000,,just because they look like you.
Dialogue: 0,0:12:33.86,0:12:37.46,Default,,0000,0000,0000,,If somebody is worthy of your currency,
Dialogue: 0,0:12:37.46,0:12:39.73,Default,,0000,0000,0000,,spend it.
Dialogue: 0,0:12:39.73,0:12:43.02,Default,,0000,0000,0000,,One thing I have learned after\Nseveral decades on Wall Street
Dialogue: 0,0:12:43.02,0:12:46.31,Default,,0000,0000,0000,,is the way to grow your power\Nis to give it away,
Dialogue: 0,0:12:46.31,0:12:48.54,Default,,0000,0000,0000,,and your voice is at the heart.
Dialogue: 0,0:12:48.54,0:12:53.35,Default,,0000,0000,0000,,(Applause)
Dialogue: 0,0:12:54.69,0:12:59.95,Default,,0000,0000,0000,,And your voice is at\Nthe heart of your power.
Dialogue: 0,0:12:59.95,0:13:01.40,Default,,0000,0000,0000,,Use it.
Dialogue: 0,0:13:01.40,0:13:02.86,Default,,0000,0000,0000,,Thank you very much.
Dialogue: 0,0:13:02.86,0:13:08.39,Default,,0000,0000,0000,,(Applause)