If I had to name the single characteristic shared by all the truly successful people I've met over a lifetime, I would say it is the ability to create and nurture a network of contacts.
Although I never met David Rockefeller, he certainly would have fit in this category. When he died in March 2017 at the age of 101, Bloomberg News revealed that he had an "electronic Rolodex" of 150,000 people. The Wall Street Journal recently reported it was 200,000.
He was a master networker during his two decades as the head of Chase Manhattan Bank and 60 years of being involved with the Council on Foreign Relations.
In my corporate speeches, I often ask the question: What is one of the most important words in the English language? I add that if all of us understood this word just a little bit better, we would be way more successful than we already are. That word is "Rolodex," which of course is now referred to as a "contact management system."
My father, Jack Mackay, who for 35 years led the Associated Press in St. Paul, shared his secret with me when I was 18.
He said, "Harvey, every single person you meet the rest of your life should go in your Rolodex file. Write a little bit about that person on the bottom or the back of the card. And now, here's the key — find a creative way to keep in touch."
That's what I've been doing ever since. I now have nearly 20,000 names in my electronic Rolodex file, a far cry from David Rockefeller, but still critical to my career. The contacts I've made over all these years are why I've been writing this nationally syndicated column for the last 24 years.
My Rolodex was instrumental in launching my publishing career. Let me explain. In 1988, there were roughly 2 million "wannabes" — people who wrote manuscripts. Roughly 200,000 books were published. Of those, only a small percentage were business books. If you are a first-time, unknown author like me and you write a business book, you want to get it published. But a work by a debut author would get a print run of 10,000 hardcover books, at most. That's it. Tom Peters, "In Search of Excellence," 10,000 copies; Ken Blanchard, "The One Minute Manager," 7,500 books.