The Wisdom Behind 'It’s Not What You Know, But Who You Know'

Have you ever encountered the phrase, “It’s not what you know, but who you know?” While the origins of this saying are not definitively known, it has become a common adage in the business world and beyond. By examining its early uses in various publications, we can uncover the wisdom it represents and how it continues to influence our professional and personal lives today.

Early Records of the Slogan

The first documented use of this phrase dates back to 1914 in an Electrical Worker publication:

“Many devious forces apparently also control the conditions of advancement and preference and a phrase that is often heard is to the effect that it’s not what you know that counts so much as who you know!”

This early use already hints at the idea that connections and relationships can be more influential than knowledge or credentials in career advancement. Fast forward to the 1930s, and we find multiple instances of this phrase appearing in various contexts:

The New York Tribune (1918): In a headline, the phrase “It’s not what you know it’s who you know” is used to describe a slogan adopted by shipyard workers during World War I. The Chicago Daily Tribune (1938): An article by Ed Sullivan credits Anita M. Chambers, who agrees with the sentiment “today ‘it’s who you know not what you know’.”

Establishing a Cultural Impact

The influence of this phrase continued to grow throughout the mid-20th century, appearing in advertisements and articles. In 1937, an advertisement from Irving Rosen Associates in Printer’s Ink emphasized the importance of a strong professional network, stating: “It’s not what you know but who you know.”

During World War II, the wise counsel was once again highlighted in LIFE magazine. An article by a squadron commander-turned-plant manager mentioned, “It’s not what you know but who you helps if your suppliers have had long dealings with your firm.” This further reinforces the idea that long-term relationships and trust can be more valuable than expertise alone.

Modern Relevance

In today’s rapidly evolving world, the wisdom behind this phrase remains pertinent. Modern businesses and individuals recognize the value of networks built through relationships and introductions. It is not only limited to the business world but extends to academia, politics, and social circles.

According to career experts, building a strong network can provide access to opportunities that might otherwise be difficult to reach. Networking allows you to:

Gain insider knowledge and understanding of your industry or field. Access resources and advice from experienced professionals who can guide you in your career. Find mentors and role models who can offer valuable insights and support. Open doors to job opportunities through referrals and recommendations.

Conclusion

The phrase “It’s not what you know, but who you know” is a testament to the importance of building and maintaining strong professional and personal relationships. While hard work and knowledge are undoubtedly important, the power of a strong network can often pave the path to success.

In today’s interconnected world, the ability to navigate and leverage these relationships is a critical skill. As we reflect on the early uses of this phrase, we can see that its wisdom is timeless and universally applicable. Whether in business, academia, or any other field, the key to success may very well lie in the people you know and how well you connect with them.