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Part III: Putting Your Toolkit to Use > Building an Active Contact List

Chapter 12. Building an Active Contact List

It’s Not What You Know—It’s Who You Know

It is a cynical stretch to say that what you know is of no value and that getting ahead is more a function of political clout (that is, who you know).

However, a career is built on more than your ability to perform a function well. Your ability to develop relationships is a huge factor in long-term career growth. The people you meet form a natural broadcast medium for your talents and project successes.

In short, the sharing of information and opportunity across a network of professionals will help keep you aware of developments both within your current company and the companies of those who make up your professional network. Modify the old adage to the more accurate, “It’s not who you know, but who knows you and knows what you know.”


Few skills are as critical to long-term career growth as professional networking. Your ability to meet and cultivate relationships has a profound impact on your career. Whether it is with your peers, past employers, vendors, or virtually anyone else, this factor more than any other will dictate your career growth.


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