[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.52,0:00:04.58,Default,,0000,0000,0000,,It was the spring of 1988
Dialogue: 0,0:00:04.60,0:00:07.78,Default,,0000,0000,0000,,when I had the aha moment.
Dialogue: 0,0:00:07.80,0:00:10.34,Default,,0000,0000,0000,,I was at my first roundtable,
Dialogue: 0,0:00:10.36,0:00:12.22,Default,,0000,0000,0000,,and for those of you who don't know,
Dialogue: 0,0:00:12.24,0:00:16.18,Default,,0000,0000,0000,,the roundtable was a very\Ncommonly used phrase on Wall Street
Dialogue: 0,0:00:16.20,0:00:19.42,Default,,0000,0000,0000,,to describe the year-end\Nevaluative process
Dialogue: 0,0:00:19.44,0:00:23.90,Default,,0000,0000,0000,,for analysts, associates, vice presidents,\Nall the way up to managing directors.
Dialogue: 0,0:00:23.92,0:00:28.18,Default,,0000,0000,0000,,That was the process where they\Nwere discussed behind closed doors
Dialogue: 0,0:00:28.20,0:00:31.18,Default,,0000,0000,0000,,around a table, i.e. the round table,
Dialogue: 0,0:00:31.20,0:00:33.70,Default,,0000,0000,0000,,and everyone was put into a category --
Dialogue: 0,0:00:33.72,0:00:37.38,Default,,0000,0000,0000,,the top bucket, the middle bucket,\Nthe lower bucket --
Dialogue: 0,0:00:37.40,0:00:40.34,Default,,0000,0000,0000,,and then that was translated\Ninto a bonus range
Dialogue: 0,0:00:40.36,0:00:43.26,Default,,0000,0000,0000,,that would be assigned\Nto each professional.
Dialogue: 0,0:00:43.28,0:00:46.70,Default,,0000,0000,0000,,This was my first time there,\Nand as I observed,
Dialogue: 0,0:00:46.72,0:00:50.02,Default,,0000,0000,0000,,I saw that there was one person\Nthat was responsible
Dialogue: 0,0:00:50.04,0:00:53.30,Default,,0000,0000,0000,,for recording the outcome\Nof a conversation.
Dialogue: 0,0:00:53.32,0:00:56.30,Default,,0000,0000,0000,,There were other people in the room\Nthat had the responsibility
Dialogue: 0,0:00:56.32,0:00:58.54,Default,,0000,0000,0000,,of presenting the cases\Nof all the candidates.
Dialogue: 0,0:00:58.56,0:01:02.70,Default,,0000,0000,0000,,And there were other invited guests\Nwho were supposed to comment
Dialogue: 0,0:01:02.72,0:01:05.72,Default,,0000,0000,0000,,as a candidate's position was presented.
Dialogue: 0,0:01:06.44,0:01:10.10,Default,,0000,0000,0000,,It was interesting to me\Nthat those other people
Dialogue: 0,0:01:10.12,0:01:13.86,Default,,0000,0000,0000,,were folks who were more senior\Nthan the folks that were being discussed
Dialogue: 0,0:01:13.88,0:01:18.22,Default,,0000,0000,0000,,and they theoretically had had\Nsome interaction with those candidates.
Dialogue: 0,0:01:18.24,0:01:22.06,Default,,0000,0000,0000,,Now, I was really excited to be\Nat this roundtable for the first time,
Dialogue: 0,0:01:22.08,0:01:25.66,Default,,0000,0000,0000,,because I knew that my own process\Nwould go through this same way,
Dialogue: 0,0:01:25.68,0:01:28.74,Default,,0000,0000,0000,,and that my bonus would be\Ndecided in the same way,
Dialogue: 0,0:01:28.76,0:01:30.58,Default,,0000,0000,0000,,so I wanted to know how it worked,
Dialogue: 0,0:01:30.60,0:01:32.14,Default,,0000,0000,0000,,but more importantly,
Dialogue: 0,0:01:32.16,0:01:35.78,Default,,0000,0000,0000,,I wanted to understand\Nhow this concept of a meritocracy
Dialogue: 0,0:01:35.80,0:01:39.22,Default,,0000,0000,0000,,that every company that I talked to\Nwalking out of business school
Dialogue: 0,0:01:39.24,0:01:40.46,Default,,0000,0000,0000,,was selling.
Dialogue: 0,0:01:40.48,0:01:42.10,Default,,0000,0000,0000,,Every time I talked to a company,
Dialogue: 0,0:01:42.12,0:01:46.30,Default,,0000,0000,0000,,they would say, "Our culture,\Nour process, is a meritocracy.
Dialogue: 0,0:01:46.32,0:01:49.34,Default,,0000,0000,0000,,The way you get ahead in this organization\Nis that you're smart,
Dialogue: 0,0:01:49.36,0:01:51.62,Default,,0000,0000,0000,,you put your head down\Nand you work really hard,
Dialogue: 0,0:01:51.64,0:01:53.26,Default,,0000,0000,0000,,and you'll go right to the top.
Dialogue: 0,0:01:53.28,0:01:56.62,Default,,0000,0000,0000,,So here was my opportunity to see\Nexactly how that worked.
Dialogue: 0,0:01:56.64,0:01:58.78,Default,,0000,0000,0000,,So as the process began,
Dialogue: 0,0:01:58.80,0:02:02.10,Default,,0000,0000,0000,,I heard the recorder\Ncall the first person's name.
Dialogue: 0,0:02:02.12,0:02:03.82,Default,,0000,0000,0000,,"Joe Smith."
Dialogue: 0,0:02:03.84,0:02:08.14,Default,,0000,0000,0000,,The person responsible\Nfor presenting Joe's case did just that.
Dialogue: 0,0:02:08.16,0:02:11.18,Default,,0000,0000,0000,,Three quarters of the way through,\Nsomeone interrupted and said,
Dialogue: 0,0:02:11.20,0:02:13.46,Default,,0000,0000,0000,,"This is a great candidate, outstanding,
Dialogue: 0,0:02:13.48,0:02:16.30,Default,,0000,0000,0000,,has great analytical\Nand quantitative skills.
Dialogue: 0,0:02:16.32,0:02:18.14,Default,,0000,0000,0000,,This is a superstar."
Dialogue: 0,0:02:18.16,0:02:19.66,Default,,0000,0000,0000,,The recorder then said,
Dialogue: 0,0:02:19.68,0:02:22.76,Default,,0000,0000,0000,,"Sounds like Joe\Nshould go in the top bucket."
Dialogue: 0,0:02:23.44,0:02:25.54,Default,,0000,0000,0000,,Second person, Mary Smith.
Dialogue: 0,0:02:25.56,0:02:29.38,Default,,0000,0000,0000,,Halfway through that presentation,\Nsomeone said, "Solid candidate.
Dialogue: 0,0:02:29.40,0:02:32.42,Default,,0000,0000,0000,,Nothing really special,\Nbut a good pair of hands."
Dialogue: 0,0:02:32.44,0:02:33.78,Default,,0000,0000,0000,,The recorder said,
Dialogue: 0,0:02:33.80,0:02:36.42,Default,,0000,0000,0000,,"Sounds like Mary\Nshould go in the middle bucket."
Dialogue: 0,0:02:36.44,0:02:39.18,Default,,0000,0000,0000,,And then someone said, "Arnold Smith."
Dialogue: 0,0:02:39.20,0:02:42.46,Default,,0000,0000,0000,,Before the person\Ncould present Arnold's case,
Dialogue: 0,0:02:42.48,0:02:46.30,Default,,0000,0000,0000,,somebody said, "Disaster. Disaster.\NThis kid doesn't have a clue.
Dialogue: 0,0:02:46.32,0:02:47.66,Default,,0000,0000,0000,,Can't do a model."
Dialogue: 0,0:02:47.68,0:02:50.18,Default,,0000,0000,0000,,And before the case was presented,
Dialogue: 0,0:02:50.20,0:02:51.50,Default,,0000,0000,0000,,the recorder said,
Dialogue: 0,0:02:51.52,0:02:54.74,Default,,0000,0000,0000,,"Sounds like Arnold\Nshould go in the bottom bucket."
Dialogue: 0,0:02:54.76,0:02:58.18,Default,,0000,0000,0000,,It was at that moment\Nthat I clutched my pearls --
Dialogue: 0,0:02:58.20,0:03:01.50,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:03:01.52,0:03:05.00,Default,,0000,0000,0000,,and said, "Who is going to speak for me?"
Dialogue: 0,0:03:06.32,0:03:08.50,Default,,0000,0000,0000,,Who is going to speak for me?
Dialogue: 0,0:03:08.52,0:03:12.90,Default,,0000,0000,0000,,It was that moment that I realized\Nthat this idea of a meritocracy
Dialogue: 0,0:03:12.92,0:03:17.46,Default,,0000,0000,0000,,that every organizations sells\Nis really just a myth.
Dialogue: 0,0:03:17.48,0:03:22.54,Default,,0000,0000,0000,,You cannot have a 100 percent\Nmeritocratic environment
Dialogue: 0,0:03:22.56,0:03:26.94,Default,,0000,0000,0000,,when there is a human element\Ninvolved in the evaluative equation,
Dialogue: 0,0:03:26.96,0:03:28.82,Default,,0000,0000,0000,,because by definition,
Dialogue: 0,0:03:28.84,0:03:31.34,Default,,0000,0000,0000,,that makes it subjective.
Dialogue: 0,0:03:31.36,0:03:36.82,Default,,0000,0000,0000,,I knew at that moment that somebody\Nwould have to be behind closed doors
Dialogue: 0,0:03:36.84,0:03:39.54,Default,,0000,0000,0000,,arguing on my behalf,
Dialogue: 0,0:03:39.56,0:03:42.54,Default,,0000,0000,0000,,presenting content in such a way
Dialogue: 0,0:03:42.56,0:03:45.94,Default,,0000,0000,0000,,that other decision makers\Naround that table
Dialogue: 0,0:03:45.96,0:03:48.24,Default,,0000,0000,0000,,would answer in my best favor.
Dialogue: 0,0:03:49.04,0:03:51.94,Default,,0000,0000,0000,,That was a really interesting lesson,
Dialogue: 0,0:03:51.96,0:03:55.14,Default,,0000,0000,0000,,and then I said to myself,\N"Well, who is that person?
Dialogue: 0,0:03:55.16,0:03:57.02,Default,,0000,0000,0000,,What do you call this person?"
Dialogue: 0,0:03:57.04,0:04:00.78,Default,,0000,0000,0000,,And as I thought about\Nthe popular business terms at the time,
Dialogue: 0,0:04:00.80,0:04:04.26,Default,,0000,0000,0000,,I said, wow, this person\Ncan't be a mentor,
Dialogue: 0,0:04:04.28,0:04:08.90,Default,,0000,0000,0000,,because a mentor's job\Nis to give you tailored advice,
Dialogue: 0,0:04:08.92,0:04:12.74,Default,,0000,0000,0000,,tailored specifically to you\Nand to your career aspirations.
Dialogue: 0,0:04:12.76,0:04:16.06,Default,,0000,0000,0000,,They're the ones who give you\Nthe good, the bad and the ugly
Dialogue: 0,0:04:16.08,0:04:17.84,Default,,0000,0000,0000,,in a no-holds-barred way.
Dialogue: 0,0:04:18.84,0:04:23.02,Default,,0000,0000,0000,,OK. Person can't be\Na champion or an advocate,
Dialogue: 0,0:04:23.04,0:04:26.62,Default,,0000,0000,0000,,because you don't necessarily\Nhave to spend any currency
Dialogue: 0,0:04:26.64,0:04:28.30,Default,,0000,0000,0000,,to be someone's champion.
Dialogue: 0,0:04:28.32,0:04:30.90,Default,,0000,0000,0000,,You don't necessarily\Nget invited to the room
Dialogue: 0,0:04:30.92,0:04:33.98,Default,,0000,0000,0000,,behind closed doors if you're an advocate.
Dialogue: 0,0:04:34.00,0:04:36.10,Default,,0000,0000,0000,,It was almost two years later
Dialogue: 0,0:04:36.12,0:04:39.82,Default,,0000,0000,0000,,when I realized what\Nthis person should be called.
Dialogue: 0,0:04:39.84,0:04:42.34,Default,,0000,0000,0000,,I was speaking\Nat the University of Michigan
Dialogue: 0,0:04:42.36,0:04:44.26,Default,,0000,0000,0000,,to the MBA candidates,
Dialogue: 0,0:04:44.28,0:04:46.38,Default,,0000,0000,0000,,talking about the lessons\Nthat I had learned
Dialogue: 0,0:04:46.40,0:04:48.46,Default,,0000,0000,0000,,after my three short years on Wall Street,
Dialogue: 0,0:04:48.48,0:04:50.06,Default,,0000,0000,0000,,and then it came to me.
Dialogue: 0,0:04:50.08,0:04:53.82,Default,,0000,0000,0000,,I said, "Oh, this person\Nthat is carrying your interest,
Dialogue: 0,0:04:53.84,0:04:57.02,Default,,0000,0000,0000,,or as I like to say,\Ncarrying your paper into the room,
Dialogue: 0,0:04:57.04,0:04:58.58,Default,,0000,0000,0000,,this person who is spending
Dialogue: 0,0:04:58.60,0:05:01.98,Default,,0000,0000,0000,,their valuable political\Nand social capital on you,
Dialogue: 0,0:05:02.00,0:05:06.06,Default,,0000,0000,0000,,this person who is going\Nto pound the table on your behalf,
Dialogue: 0,0:05:06.08,0:05:08.56,Default,,0000,0000,0000,,this is a sponsor.
Dialogue: 0,0:05:09.60,0:05:12.04,Default,,0000,0000,0000,,This is a sponsor."
Dialogue: 0,0:05:12.80,0:05:14.94,Default,,0000,0000,0000,,And then I said to myself,
Dialogue: 0,0:05:14.96,0:05:17.50,Default,,0000,0000,0000,,"Well, how do you get a sponsor?
Dialogue: 0,0:05:17.52,0:05:20.14,Default,,0000,0000,0000,,And frankly, why do you need one?"
Dialogue: 0,0:05:20.16,0:05:21.94,Default,,0000,0000,0000,,Well, you need a sponsor, frankly,
Dialogue: 0,0:05:21.96,0:05:23.34,Default,,0000,0000,0000,,because as you can see,
Dialogue: 0,0:05:23.36,0:05:26.66,Default,,0000,0000,0000,,there's not one evaluative process\Nthat I can think of,
Dialogue: 0,0:05:26.68,0:05:30.30,Default,,0000,0000,0000,,whether it's in academia,\Nhealth care, financial services,
Dialogue: 0,0:05:30.32,0:05:33.64,Default,,0000,0000,0000,,not one that does not have\Na human element.
Dialogue: 0,0:05:34.12,0:05:37.10,Default,,0000,0000,0000,,So that means it has\Nthat measure of subjectivity.
Dialogue: 0,0:05:37.12,0:05:42.70,Default,,0000,0000,0000,,There is a measure of subjectivity\Nin who is presenting your case.
Dialogue: 0,0:05:42.72,0:05:44.78,Default,,0000,0000,0000,,There is a measure of subjectivity
Dialogue: 0,0:05:44.80,0:05:46.86,Default,,0000,0000,0000,,in what they say
Dialogue: 0,0:05:46.88,0:05:50.66,Default,,0000,0000,0000,,and how they interpret\Nany objective data that you might have.
Dialogue: 0,0:05:50.68,0:05:56.38,Default,,0000,0000,0000,,There is a measure of subjectivity\Nin how they say what they're going to say
Dialogue: 0,0:05:56.40,0:05:58.66,Default,,0000,0000,0000,,to influence the outcome.
Dialogue: 0,0:05:58.68,0:06:02.94,Default,,0000,0000,0000,,So therefore, you need to make sure\Nthat that person who is speaking,
Dialogue: 0,0:06:02.96,0:06:04.42,Default,,0000,0000,0000,,that sponsor,
Dialogue: 0,0:06:04.44,0:06:06.70,Default,,0000,0000,0000,,has your best interests at heart
Dialogue: 0,0:06:06.72,0:06:10.78,Default,,0000,0000,0000,,and has the power to get it,\Nwhatever it is for you,
Dialogue: 0,0:06:10.80,0:06:13.22,Default,,0000,0000,0000,,to get it done behind closed doors.
Dialogue: 0,0:06:13.24,0:06:15.90,Default,,0000,0000,0000,,Now, I'm asked all the time,
Dialogue: 0,0:06:15.92,0:06:17.98,Default,,0000,0000,0000,,"How do you get one?"
Dialogue: 0,0:06:18.00,0:06:24.14,Default,,0000,0000,0000,,Well, frankly, nirvana is when\Nsomeone sees you in an environment
Dialogue: 0,0:06:24.16,0:06:27.22,Default,,0000,0000,0000,,and decides, "I'm going\Nto make it happen for you.
Dialogue: 0,0:06:27.24,0:06:30.02,Default,,0000,0000,0000,,I'm going to make sure\Nthat you are successful."
Dialogue: 0,0:06:30.04,0:06:33.86,Default,,0000,0000,0000,,But for many of us in this room,\Nwe know it doesn't really happen that way.
Dialogue: 0,0:06:33.88,0:06:37.26,Default,,0000,0000,0000,,So let me introduce\Nthis concept of currency
Dialogue: 0,0:06:37.28,0:06:42.26,Default,,0000,0000,0000,,and talk to you about how it impacts\Nyour ability to get a sponsor.
Dialogue: 0,0:06:42.28,0:06:46.74,Default,,0000,0000,0000,,There are two types of currency\Nin any environment:
Dialogue: 0,0:06:46.76,0:06:50.42,Default,,0000,0000,0000,,performance currency\Nand relationship currency.
Dialogue: 0,0:06:50.44,0:06:54.06,Default,,0000,0000,0000,,And performance currency\Nis the currency that is generated
Dialogue: 0,0:06:54.08,0:06:57.74,Default,,0000,0000,0000,,by your delivering that\Nwhich was asked of you
Dialogue: 0,0:06:57.76,0:06:59.70,Default,,0000,0000,0000,,and a little bit extra.
Dialogue: 0,0:06:59.72,0:07:04.38,Default,,0000,0000,0000,,Every time you deliver upon an assignment\Nabove people's expectations,
Dialogue: 0,0:07:04.40,0:07:06.50,Default,,0000,0000,0000,,you generate performance currency.
Dialogue: 0,0:07:06.52,0:07:09.38,Default,,0000,0000,0000,,It works exactly like the stock market.
Dialogue: 0,0:07:09.40,0:07:11.58,Default,,0000,0000,0000,,Any time a company says to the street
Dialogue: 0,0:07:11.60,0:07:13.78,Default,,0000,0000,0000,,that they will deliver 25 cents a share
Dialogue: 0,0:07:13.80,0:07:16.06,Default,,0000,0000,0000,,and that company delivers\N40 cents a share,
Dialogue: 0,0:07:16.08,0:07:18.52,Default,,0000,0000,0000,,that stock goes up, and so will yours.
Dialogue: 0,0:07:19.08,0:07:22.06,Default,,0000,0000,0000,,Performance currency\Nis valuable for three reasons.
Dialogue: 0,0:07:22.08,0:07:25.46,Default,,0000,0000,0000,,Number one, it will get you noticed.
Dialogue: 0,0:07:25.48,0:07:27.94,Default,,0000,0000,0000,,It will create a reputation for you.
Dialogue: 0,0:07:27.96,0:07:32.10,Default,,0000,0000,0000,,Number two, it will also\Nget you paid and promoted
Dialogue: 0,0:07:32.12,0:07:34.54,Default,,0000,0000,0000,,very early on in your career
Dialogue: 0,0:07:34.56,0:07:37.58,Default,,0000,0000,0000,,and very early on in any environment.
Dialogue: 0,0:07:37.60,0:07:40.58,Default,,0000,0000,0000,,And number three,\Nit may attract a sponsor.
Dialogue: 0,0:07:40.60,0:07:43.58,Default,,0000,0000,0000,,Why? Because strong performance currency
Dialogue: 0,0:07:43.60,0:07:47.70,Default,,0000,0000,0000,,raises your level of visibility\Nin the environment, as I said earlier,
Dialogue: 0,0:07:47.72,0:07:51.22,Default,,0000,0000,0000,,such that a sponsor\Nmay be attracted to you.
Dialogue: 0,0:07:51.24,0:07:54.60,Default,,0000,0000,0000,,Why? Because everybody loves a star.
Dialogue: 0,0:07:55.36,0:07:59.46,Default,,0000,0000,0000,,But if you find yourself in a situation
Dialogue: 0,0:07:59.48,0:08:01.70,Default,,0000,0000,0000,,where you don't have a sponsor,
Dialogue: 0,0:08:01.72,0:08:03.22,Default,,0000,0000,0000,,here's the good news.
Dialogue: 0,0:08:03.24,0:08:07.12,Default,,0000,0000,0000,,Remember that you can exercise\Nyour power and ask for one.
Dialogue: 0,0:08:08.28,0:08:13.30,Default,,0000,0000,0000,,But here's where the other currency\Nis now most important.
Dialogue: 0,0:08:13.32,0:08:15.98,Default,,0000,0000,0000,,That is the relationship currency,
Dialogue: 0,0:08:16.00,0:08:19.74,Default,,0000,0000,0000,,and relationship currency\Nis the currency that is generated
Dialogue: 0,0:08:19.76,0:08:24.94,Default,,0000,0000,0000,,by the investments that you make\Nin the people in your environment,
Dialogue: 0,0:08:24.96,0:08:29.46,Default,,0000,0000,0000,,the investments that you make\Nin the people in your environment.
Dialogue: 0,0:08:29.48,0:08:33.42,Default,,0000,0000,0000,,You cannot ask someone\Nto use their hard-earned
Dialogue: 0,0:08:33.44,0:08:36.50,Default,,0000,0000,0000,,personal influential\Ncurrency on your behalf
Dialogue: 0,0:08:36.52,0:08:39.22,Default,,0000,0000,0000,,if you've never had\Nany interaction with them.
Dialogue: 0,0:08:39.24,0:08:41.04,Default,,0000,0000,0000,,It is not going to happen.
Dialogue: 0,0:08:41.56,0:08:47.02,Default,,0000,0000,0000,,So it is important that you invest\Nthe time to connect, to engage
Dialogue: 0,0:08:47.04,0:08:50.10,Default,,0000,0000,0000,,and to get to know the people\Nthat are in your environment,
Dialogue: 0,0:08:50.12,0:08:54.78,Default,,0000,0000,0000,,and more importantly to give them\Nthe opportunity to know you.
Dialogue: 0,0:08:54.80,0:08:56.82,Default,,0000,0000,0000,,Because once they know you,
Dialogue: 0,0:08:56.84,0:09:00.26,Default,,0000,0000,0000,,there's a higher probability\Nthat when you approach them
Dialogue: 0,0:09:00.28,0:09:02.62,Default,,0000,0000,0000,,to ask them to be your sponsor,
Dialogue: 0,0:09:02.64,0:09:06.38,Default,,0000,0000,0000,,they will in fact answer\Nin the affirmative.
Dialogue: 0,0:09:06.40,0:09:10.26,Default,,0000,0000,0000,,Now, if you're with me and you agree\Nthat you have to have a sponsor,
Dialogue: 0,0:09:10.28,0:09:14.20,Default,,0000,0000,0000,,let's talk about how\Nyou identify a sponsor.
Dialogue: 0,0:09:15.04,0:09:16.98,Default,,0000,0000,0000,,Well, if you're looking for a sponsor,
Dialogue: 0,0:09:17.00,0:09:20.14,Default,,0000,0000,0000,,they need to have\Nthree primary characteristics.
Dialogue: 0,0:09:20.16,0:09:25.42,Default,,0000,0000,0000,,Number one, they need to have\Na seat at the decision-making table,
Dialogue: 0,0:09:25.44,0:09:28.50,Default,,0000,0000,0000,,they need to have exposure to your work
Dialogue: 0,0:09:28.52,0:09:32.14,Default,,0000,0000,0000,,in order to have credibility\Nbehind closed doors,
Dialogue: 0,0:09:32.16,0:09:33.86,Default,,0000,0000,0000,,and they need to have some juice,
Dialogue: 0,0:09:33.88,0:09:36.74,Default,,0000,0000,0000,,or let me say it differently,\Nthey'd better have some power.
Dialogue: 0,0:09:36.76,0:09:40.22,Default,,0000,0000,0000,,It's really important\Nthat they have those three things.
Dialogue: 0,0:09:40.24,0:09:42.98,Default,,0000,0000,0000,,And then once you have\Nidentified the person,
Dialogue: 0,0:09:43.00,0:09:45.06,Default,,0000,0000,0000,,how do you ask for one?
Dialogue: 0,0:09:45.08,0:09:46.74,Default,,0000,0000,0000,,The script goes like this.
Dialogue: 0,0:09:46.76,0:09:51.62,Default,,0000,0000,0000,,"Jim, I'm really interested\Nin getting promoted this year.
Dialogue: 0,0:09:51.64,0:09:54.18,Default,,0000,0000,0000,,I've had an amazing year
Dialogue: 0,0:09:54.20,0:09:59.74,Default,,0000,0000,0000,,and I cannot show this organization\Nanything else to prove my worthiness
Dialogue: 0,0:09:59.76,0:10:01.98,Default,,0000,0000,0000,,or my readiness for this promotion,
Dialogue: 0,0:10:02.00,0:10:06.22,Default,,0000,0000,0000,,but I am aware that somebody\Nhas to be behind closed doors
Dialogue: 0,0:10:06.24,0:10:09.26,Default,,0000,0000,0000,,arguing on my behalf\Nand pounding the table.
Dialogue: 0,0:10:09.28,0:10:13.22,Default,,0000,0000,0000,,You know me, you know my work\Nand you are aware of the client feedback,
Dialogue: 0,0:10:13.24,0:10:17.34,Default,,0000,0000,0000,,and I hope that you will feel comfortable\Narguing on my behalf."
Dialogue: 0,0:10:17.36,0:10:18.98,Default,,0000,0000,0000,,If Jim knows you
Dialogue: 0,0:10:19.00,0:10:21.50,Default,,0000,0000,0000,,and you have any kind of a relationship,
Dialogue: 0,0:10:21.52,0:10:24.94,Default,,0000,0000,0000,,there's a very high probability\Nthat he will answer yes,
Dialogue: 0,0:10:24.96,0:10:26.30,Default,,0000,0000,0000,,and if he says yes,
Dialogue: 0,0:10:26.32,0:10:28.70,Default,,0000,0000,0000,,he will endeavor to get it done for you.
Dialogue: 0,0:10:28.72,0:10:31.74,Default,,0000,0000,0000,,But there's also a shot\Nthat Jim might say no,
Dialogue: 0,0:10:31.76,0:10:33.66,Default,,0000,0000,0000,,and if he says no, in my opinion,
Dialogue: 0,0:10:33.68,0:10:36.42,Default,,0000,0000,0000,,there's only three reasons\Nthat he would tell you no.
Dialogue: 0,0:10:36.44,0:10:41.02,Default,,0000,0000,0000,,The first is he doesn't think\Nthat he has enough exposure to your work
Dialogue: 0,0:10:41.04,0:10:44.14,Default,,0000,0000,0000,,to have real credibility\Nbehind closed doors
Dialogue: 0,0:10:44.16,0:10:47.78,Default,,0000,0000,0000,,to be impactful and effective\Non your behalf.
Dialogue: 0,0:10:47.80,0:10:49.78,Default,,0000,0000,0000,,The second reason he may tell you no
Dialogue: 0,0:10:49.80,0:10:53.18,Default,,0000,0000,0000,,is that you think\Nhe has the juice to get it done,
Dialogue: 0,0:10:53.20,0:10:56.42,Default,,0000,0000,0000,,but he knows that he does not\Nhave the power to do it
Dialogue: 0,0:10:56.44,0:10:59.70,Default,,0000,0000,0000,,and he is not going to admit that\Nin that conversation with you.
Dialogue: 0,0:10:59.72,0:11:00.86,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:11:00.88,0:11:03.54,Default,,0000,0000,0000,,And the third reason\Nthat he would tell you no,
Dialogue: 0,0:11:03.56,0:11:04.78,Default,,0000,0000,0000,,he doesn't like you.
Dialogue: 0,0:11:04.80,0:11:06.02,Default,,0000,0000,0000,,He doesn't like you.
Dialogue: 0,0:11:06.04,0:11:07.18,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:11:07.20,0:11:09.50,Default,,0000,0000,0000,,And that's something that could happen.
Dialogue: 0,0:11:09.52,0:11:13.82,Default,,0000,0000,0000,,But even that will be\Nvaluable information for you
Dialogue: 0,0:11:13.84,0:11:17.90,Default,,0000,0000,0000,,that will help to inform\Nyour next conversation with a sponsor
Dialogue: 0,0:11:17.92,0:11:21.36,Default,,0000,0000,0000,,that might make it\Na little bit more impactful.
Dialogue: 0,0:11:22.16,0:11:25.66,Default,,0000,0000,0000,,I cannot tell you how important\Nit is to have a sponsor.
Dialogue: 0,0:11:25.68,0:11:29.98,Default,,0000,0000,0000,,It is the critical relationship\Nin your career.
Dialogue: 0,0:11:30.00,0:11:32.86,Default,,0000,0000,0000,,A mentor, frankly, is a nice to have,
Dialogue: 0,0:11:32.88,0:11:36.90,Default,,0000,0000,0000,,but you can survive a long time\Nin your career without a mentor,
Dialogue: 0,0:11:36.92,0:11:42.50,Default,,0000,0000,0000,,but you are not going to ascend\Nin any organization without a sponsor.
Dialogue: 0,0:11:42.52,0:11:46.90,Default,,0000,0000,0000,,It is so critical that you\Nshould ask yourself regularly,
Dialogue: 0,0:11:46.92,0:11:49.54,Default,,0000,0000,0000,,"Who's carrying my paper into the room?
Dialogue: 0,0:11:49.56,0:11:51.94,Default,,0000,0000,0000,,Who is carrying my paper into the room?"
Dialogue: 0,0:11:51.96,0:11:55.70,Default,,0000,0000,0000,,And if you can't answer\Nwho is carrying your paper into the room,
Dialogue: 0,0:11:55.72,0:11:59.22,Default,,0000,0000,0000,,then I will tell you to divert\Nsome of your hardworking energies
Dialogue: 0,0:11:59.24,0:12:02.50,Default,,0000,0000,0000,,into investing in a sponsor relationship,
Dialogue: 0,0:12:02.52,0:12:05.70,Default,,0000,0000,0000,,because it will be critical\Nto your success.
Dialogue: 0,0:12:05.72,0:12:08.54,Default,,0000,0000,0000,,And as I close, let me give a word
Dialogue: 0,0:12:08.56,0:12:10.72,Default,,0000,0000,0000,,to the would-be sponsors\Nthat are in the room.
Dialogue: 0,0:12:11.68,0:12:14.74,Default,,0000,0000,0000,,If you have been invited into the room,
Dialogue: 0,0:12:14.76,0:12:18.02,Default,,0000,0000,0000,,know that you have a seat at that table,
Dialogue: 0,0:12:18.04,0:12:20.50,Default,,0000,0000,0000,,and if you have a seat at the table,
Dialogue: 0,0:12:20.52,0:12:23.18,Default,,0000,0000,0000,,you have a responsibility to speak.
Dialogue: 0,0:12:23.20,0:12:28.18,Default,,0000,0000,0000,,Don't waste your power worrying\Nabout what people are going to say
Dialogue: 0,0:12:28.20,0:12:31.30,Default,,0000,0000,0000,,and whether or not they think\Nyou might be supporting someone
Dialogue: 0,0:12:31.32,0:12:33.74,Default,,0000,0000,0000,,just because they look like you.
Dialogue: 0,0:12:33.76,0:12:36.96,Default,,0000,0000,0000,,If somebody is worthy of your currency,
Dialogue: 0,0:12:37.88,0:12:39.62,Default,,0000,0000,0000,,spend it.
Dialogue: 0,0:12:39.64,0:12:42.70,Default,,0000,0000,0000,,One thing I have learned\Nafter several decades on Wall Street
Dialogue: 0,0:12:42.72,0:12:46.14,Default,,0000,0000,0000,,is the way to grow your power\Nis to give it away,
Dialogue: 0,0:12:46.16,0:12:48.38,Default,,0000,0000,0000,,and your voice is at the heart.
Dialogue: 0,0:12:48.40,0:12:53.36,Default,,0000,0000,0000,,(Applause)
Dialogue: 0,0:12:54.36,0:12:59.16,Default,,0000,0000,0000,,And your voice\Nis at the heart of your power.
Dialogue: 0,0:12:59.96,0:13:01.18,Default,,0000,0000,0000,,Use it.
Dialogue: 0,0:13:01.20,0:13:02.42,Default,,0000,0000,0000,,Thank you very much.
Dialogue: 0,0:13:02.44,0:13:08.60,Default,,0000,0000,0000,,(Applause)