Two weeks later, there Dean was again at the Gill Foundation's annual meeting in California, preparing to deliver the same talk I had heard a couple weeks before. It would be the third time I saw him speak on essentially the same subject, and I had some thoughts on how he might deliver his speech more forcefully. I caught the attention of his aide and asked if I could get a second with the governor. We found him near the podium where he was preparing minutes before he was to go on stage. I told him that I had seen his talk on a number of occasions, I had spoken with his aide, and I had some ideas for how he could deliver his speech with more impact. I suggested that he emphasize a few points here, play down a few points there, and cut down the length. Yes, I was taking some risk, but what did I have to lose? And I was very sincere in my suggestions. I cared about his message on human rights and wanted him to get it across powerfully.
As I sat in the audience, I heard one recommendation after another come to life in his speech. Holy cow! The Governor of Vermont and by now full-fledged presidential candidate (although still a really long shot) was taking my advice. After his talk, I told him how impressive the talk was and that I wanted to devote the rest of the event to introducing him to all the movers and shakers (read: big donors) within the Gill Foundation.
Months later, when I saw the governor again at a fundraising dinner party at the director Rob Reiner's home, he was no longer an obscure candidate but a popular maverick setting the tone for the entire Democratic nomination. Someone introduced the two of us. "Governor, do you know Keith Ferrazzi?" Governor Dean replied, "Of course I know Keith. He's one of the main people responsible for me getting the traction that made such a difference in the early days." And I truly felt at that moment that I had made a difference.
Just remember that famous and powerful people are first and foremost people: They're proud, sad, insecure, hopeful, and if you can help them achieve their goals, in whatever capacity, they will be appreciative. Yes, it helps to be at the right places and invited to the right events. But the fancy weekends and invite-only conferences aren't the only ways to meet important people.
In America, there is an association for everything. If you want to meet the movers and shakers directly, you have to become a joiner. It's amazing how accessible people are when we meet them at events that speak to their interests.
Here are a few more places that I've found particularly rewarding when looking to find people on the rise or who have already risen:
Young Presidents' Organization (YPO)
This organization is for executive managers under the age of forty-four and has regional chapters across the United States. If you're running a business, or want to, there are plenty of entrepreneurial organizations that will put you in front of the corporate chieftains of tomorrow. Similar professional organizations exist for the entire range of vocational pursuits. Graphic artists, lawyers, computer programmers, and garbage collectors—like every other occupation—have a union or group that serves as an advocate for their interests. There is strength in numbers, and when you join such a group, and become a central figure in that group's activities, you'll become someone whom other powerful people will seek to deal with.
Political Fundraisers
Although I once ran for office as a Republican, I no longer openly discuss my political affiliation. Why? First, because I now vote the person and the issues, not the party. Also so I have access to those who are making a difference in both parties. I try and do three to ten fundraisers at my home each year, supporting both regional and national politicians who I believe will make a positive difference from both sides of the aisle. Politics is the nexus of money, passion, and power. In politics, the unknown person you help today is the political heavy that can help you tomorrow. Join a local campaign. Become an outspoken advocate on a particular issue; if it lights your fire, it's sure to light the fire of others: Find them and work together!
Conferences
When you have something unique to say and become a speaker, you momentarily become a celebrity in your own right. Networking is never easier than when people are coming to you. There are thousands of conferences that indulge any number of interests. If you develop a side expertise or passion, as I've suggested earlier, you can find out which well-known people share your interest and attend the conferences that these people will likely attend. Spirituality in leadership and human rights are two passions of mine; I try to participate by being active in several organizations and speaking at several conferences a year. I've met countless prominent people this way.
Nonprofit Boards
Start out by finding four or five issues that are important to you and then support them locally. Successful nonprofits seek out a few famous people to sit on their boards to help them get publicity. Eventually, the goal is to become a board member yourself and sit side by side with these people. But be sure you care and indeed want to help the cause.
Sports (Especially Golf)
Sports and exercise are terrific areas where you can meet new, important people. On the field or court, in the gym or on the track, it's a level playing field. Reputation means little. What does matter is the skill you have and the camaraderie you can create. There's something about athletics that gets people to put down their guard. Maybe competition of this sort taps into our psyche in a certain way that brings us back to a more innocent time when we were kids throwing a ball around on the street. Or maybe it's the venue itself—away from the office, on a squash court or the rolling green hills of a golf course.
Ah, golf. I would be doing you an injustice if I didn't tell you squarely that golf, among all other sports, remains the true hub of America's business elite. I've seen up close and personal how highprofile CEOs and executives lobby desperately—often for years— to be admitted into a private golf club. Why do these men and women of power endure this humiliation to play a round or two? It is, of course, the relationships, the building of friendships, the camaraderie that is created with people who they know could be very important to their company or career.
The rules of conduct are strict. It should never appear to anyone that you are trying to cash in on relationships or your membership in the club. At some clubs, to so much as hint at a future business deal on the course is a breach of etiquette; at others, you can be rather blatant about it. You'll need to feel that out. But most avid golfers will admit that the game has opened up countless opportunities. They do, ultimately, get to do business with one another—even if it's on the nineteenth hole, at the bar, over drinks. Golfers also say that the experience on the course with another person is very telling. It comes down, again, to trust. A CEO can tell if a future business partner is discreet, if he or she plays by the rules, if he or she can handle stress or is a pleasure to be around. It is both a chance to meet new people and see if these new people are up to snuff.
Because the game has proven so useful, there are many ways one can enjoy its extracurricular benefits at any level. Almost all industry associations host regular golf outings and tournaments.
Charities, conferences, and other organizations do the same in hopes of drawing this distinguished group. You can participate in any of these events without being a member.