This is not a fact-based post. It is one based on opinion, anecdotal information, and little research. The post was triggered by a discussion I had with a close friend about advancing in a professional career within a larger organization.
We set the stage as follows. Should one rely on doing great or extraordinary work to advance, make sales, get recognized, etc.?
My general belief is that doing great work is necessary but not a sufficient condition. To win, one also needs to get the overall process and structure right. That’s why I say merit applies only in the small. You can win individual battles on the margin with merit. You have to get the structure right to win big, to win in the large.
As an example on career advancement and recognition, people should only plan on advancing so far with merit alone. At some point, a person needs to make deliberate efforts to factor politics, marketing, and sales into the equation. If a person doesn’t, of course he/she can still win, but I think a win in those circumstances would be in spite of an unfavorable structure. If a person doesn’t factor systemic items into the mix, he/she will be playing in the small and not maximizing the probability of success by playing in the large.
I’m not advocating playing politics or becoming a sleazy-style salesperson, but consider the following:
- a very exceptional but quiet performer progresses nicely in her career, but a more vocal and good performer gets promoted to senior status because that latter one started to get "marketing top-of-mind awareness" with the manager overseeing the promotion
- a salesperson selflessly helps a friend for many months, but never gets an introduction to the friend’s contact (who is desirable client prospect for the salesperson) simply because the salesperson did not follow a proactive, best-in-class process of asking to be introduced to the prospect
- a rising star makes tons of good friends with co-workers, but only spends once a year mingling with the managers that have a say on promotion opportunities
- another post I made which relates to the importance of structure over merit is here ("A Supportive Manager Outweighs All").
My recommendation is to preserve one’s key values but recognize when one is working in the small and ignoring the structure of a situation. Look for opportunities that are consistent with your value system and cultural norms but that align with the structure.