Playing The Part
๐ง๐ต๐ฒ ๐จ๐ป๐๐ฝ๐ผ๐ธ๐ฒ๐ป ๐ง๐ฟ๐๐๐ต ๐๐ฏ๐ผ๐๐ ๐๐ผ๐บ๐บ๐ผ๐ฑ๐ถ๐๐ ๐ง๐ฟ๐ฎ๐ฑ๐ถ๐ป๐ด: ๐ฆ๐ผ๐บ๐ฒ๐๐ถ๐บ๐ฒ๐, ๐ฌ๐ผ๐ ๐๐ฎ๐๐ฒ ๐๐ผ ๐ฃ๐น๐ฎ๐ ๐๐ต๐ฒ ๐ฃ๐ฎ๐ฟ๐
I grew up playing squashโnot at a top level, but well enough to hold my own (and still can, if anyone fancies a challenge!). Naturally, I assumed squash would be a great networking tool in the business world.
Then reality hit. In America, outside of Wall Street, squash opened exactly ๐ป๐ฆ๐ณ๐ฐ doors for me in commodities trading. If I wanted to build relationships in the physical markets, I needed to learn to play golfโ๐ง๐ข๐ด๐ต.
Similarly, my die-hard support for Liverpool FC wasnโt going to spark many conversations with lead and zinc producers in the U.S. Midwest. Fortunately, my wifeโs family are huge New York Giants fans, so between that and diving into fantasy football, I quickly picked up enough NFL knowledge to connect with clients on ๐ต๐ฉ๐ฆ๐ช๐ณ turf.
Some might call this inauthentic. I call it ๐ถ๐ฏ๐ฅ๐ฆ๐ณ๐ด๐ต๐ข๐ฏ๐ฅ๐ช๐ฏ๐จ ๐บ๐ฐ๐ถ๐ณ ๐ข๐ถ๐ฅ๐ช๐ฆ๐ฏ๐ค๐ฆ. Successful trading isnโt just about price and logisticsโitโs about ๐ฟ๐ฒ๐น๐ฎ๐๐ถ๐ผ๐ป๐๐ต๐ถ๐ฝ๐. Whether itโs discussing a shared interest, recognizing a counterpartyโs perspective, or making sure your golf swing doesnโt embarrass you, adaptability is key.
When a supplier has extra volume to move or a consumer needs a last-minute delivery, ๐ธ๐ฉ๐บ should they call you first? Sure, financial terms matterโbut if you havenโt invested in the relationship, you wonโt even be on their radar.
How have you had to "play the part" in your career?
