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Many successful people freely admit that much of their success is attributed to their valuable contacts. The greater the number of talented and influential people in your internal and external network, the better the opportunity to break through in your career. The tactics described for impressing superiors and people in your network all apply to getting talented and influential people on your side. Talented people are the most useful when you will be needing business or technical advice. Gaining visibility is especially important for capturing the attention of influential people.

A germane example is Milt Richards, a securities representative and certified financial planner. A person who sells investments can hardly earn a living without good contacts. Sensing the competitiveness of his field, Milt volunteered to be the treasurer of the tennis club to which he belonged. Members of the board of governors of the club came to know Milt well as he carried out the duties of the treasurer. Most board members were people of substantial income and were influential within the community. Within six months, at least 50 percent of Milt's clients stemmed from contacts made directly and indirectly at the tennis club. By incorporating influential people into his network, Milt gained the edge.