In every game there are two kinds of players. There are those who are there to put on a show. They may or may not have power. They do their part and make a lot of noise while doing it. Then there are the real players. They are the ones who are in the background, the ones who influence the outcome of the game.

Let’s take a club for example. These are the players involved, there is the manager; he has the keys to everything. He decides the work schedule and hires the entertainment. There is the bartender who handles all the booze. There is the bouncer who maintains the decorum and there is the janitor who cleans up after everyone.

You have a long weekend coming up. You decide to go clubbing with your friends. They won’t let you in. Which player do you approach?  The manager has the most power but he’s not going to do you any favors. Why would he? The bartender has nothing to do with the door. The janitor probably has the most important job, but he can’t help you either. The one to approach is the bouncer. After all, he’s the one who decides who goes in.

With every game you play, you need to first identify the key players, the real players, who will get the job done. In theory, the manager is the most powerful player. He is at the top of the heap. In practice, sometimes it’s the ones with the least power that can help you the most. They can give you that appointment that just opened up. They can ensure your file reaches the right hands.

When you are dealing with an organization, think of it as a game. To get to the big players, you first need to make it past the small ones. Always know who the real players are.