Once I thought that leadership and management were about managing people who worked for you. Then, as I gained experience, I realized that successful leaders also must be able to influence those who they report to (”managing up”). But there was more…successful leaders help sway external customers and suppliers. Then, I realized it’s also about winning the support and favor of internal customers and suppliers.

In the end, I think I realized that there are key decision makers, such as a Director of Purchasing or my direct boss. But in order to be an effective leader, no one is more key than anyone else. Everyone is important. Whether you are the guy handing out smocks in the plant or the one signing the checks, you are important. And a true leader recognizes it.

It’s like the story of the young man who wanted to supply our company some service. In the elevator up to our office, he rode with an old gentleman carrying the mail. He made a couple of comments deriding the company before they stepped off the elevator. After all, it was just a lowly mail clerk, right? Little did he know that the old man he was riding with is not only one of the most respected men in the company, he is a founding owner of the company. Everyone is important.