Summary.
When Marcus (not his real name) joined a leading international bank right out of college, he believed that success would come from delivering solid numbers. “Secure the highest returns, bring in the most clients, keep your head down, and get the work done,” he says, recalling his strategy. For years Marcus did just that, receiving awards for his exemplary work on complex deals. But despite earning the best performance ratings in his group, he kept getting passed over for promotion. One day he worked up the nerve to ask his boss why. “You are really good at your job, but the problem is that the partners feel they don’t really know you,” his manager told him. Marcus acknowledged the criticism. “I was afraid to open up,” he says. So he worked to overcome that fear. He began seeking out lunches and other social opportunities with partners and finding common areas of interest, such as children, college sports, fantasy sports, and new restaurants. He began talking more openly about his life outside the office—a key to building relationships. “Once I did that, things started to turn around,” he says. Today Marcus is a managing partner.