Relationship Capital: The Most Underrated Asset in Your Career
(Posted on Wednesday, May 14, 2025)
When we talk about success, the conversation often centers around education, talent, or intelligence. Sometimes it’s money. But those aren’t the true levers.
Here’s what I’ve found to be true over the course of my career:
Your success hinges on people.
Not just who you know, but who believes in you enough to take a risk on your potential.
It’s Not Just About Credentials
Let’s be honest—there are plenty of intelligent, highly educated, and talented people out there who never get the shot they deserve. Meanwhile, some individuals rise faster, not because they have better résumés, but because someone opened a door for them.
In fact, according to research from the Harvard Business Review, up to 70% of jobs are never publicly posted—and up to 80% are filled through personal or professional connections. Your relationships matter more than your qualifications on paper.
Someone Has to Bet on You
In the early stages, it’s often a parent or teacher who advocates for you. But real acceleration happens when someone who doesn’t owe you anything sees your value and decides to invest.
Before I became a corporate executive, I was a broke entrepreneur pitching business ideas and asking people to bet on me. Most said no. But each pitch taught me something—about communication, about rejection, and most of all, about persistence.
Those early lessons became foundational when I later raised capital for broadcasters and managed multimillion-dollar deals. But my big break didn’t come from a pitch deck.
It came from a person.
The Turning Point
While working as an on-air promotion manager at an ABC affiliate in St. Louis—just trying to keep the lights on—I attended a community meeting. That’s where I met Hal Protter, a young, ambitious general manager at the station.
What started as a casual conversation turned into a career-defining relationship. Hal became a mentor, a friend, and most importantly, someone who saw me. He introduced me to people who would become key players in my next chapter. He opened the door to my first major sales role.
And he didn’t just support me once. For decades, Hal remained a champion, showing up at the right moments to help guide my path forward.
Relationships Are a Career Skill
I’ve had success. I’ve built a track record. But I didn’t do it alone. No one does.
And here’s the truth people don’t say out loud:
Successful people invest in other people not just out of generosity—but because it strengthens their own networks, influence, and opportunities.
It’s mutual value creation, not charity.
So ask yourself:
- Who has opened doors for me that I haven’t properly thanked?
- Who am I mentoring, supporting, or advocating for in return?
- Am I actively building relationships—or passively waiting for the right ones to find me?
Tactics to Put This Into Practice
- Reach out to 5 people this month—mentors, former colleagues, early champions—and update them on where you are now. Keep it short, thoughtful, and real.
- Be a connector. When you meet someone sharp, introduce them to someone else in your network who could benefit.
- Invest in potential. Take one meeting this quarter with someone who reminds you of a younger version of yourself. You never know where that seed could lead.
- Document your relationship capital. Use a CRM or even a simple spreadsheet to keep track of who’s in your corner—and who you’re helping, too.
- Say thank you—out loud. Gratitude isn’t just nice. It’s strategic. People remember how you made them feel.
The Bottom Line
Every career win I’ve had traces back to a person who believed in me. Not a job board. Not a résumé keyword.
You don’t need more credentials.
You need people who say your name in rooms you haven’t entered yet.
So keep nurturing your network. Keep showing up for others. Keep betting on people the way you hope someone will bet on you.
That’s how real success happens.